The Fire Time Podcast: Recent Episodes
Tim Reed
Are you tired of presentations that are only half relevant to your business? Many speakers are not practitioners of their material, simply teachers—not so with The Fire Time Podcast. This podcast is for the hearth industry and by the hearth industry. Host Tim Reed has over a decade of experience in the hearth industry, making conversations with guests relevant and extremely practical. In Season One, Tim speaks with twelve hearth industry leaders and provides content relevant to any position, whether on the retail or manufacturing side. Hearth companies everywhere are lost because the landscape of business has changed dramatically in the last ten years. They are trying hard, but they just don’t know what to do. The Fire Time Podcast equips hearth companies to win by sharing ideas and innovation from the best minds in our industry. This podcast will give you the tools to move the needle in your company and win in the changing landscape. This podcast is the first of its kind—specific to the business that you work in every day and simple enough to teach you what’s needed to succeed. Do not miss out on The Fire Time Podcast, available for Apple and Droid devices or at www.itsfiretime.com/podcast. The simple and repeatable steps provided will empower you to grow the bottom line of your company and inspire the team that you lead. ABOUT: Tim Reed is the Retail Sales Leader at Fireside Home Solutions in the Pacific Northwest where he helps his team members make it so stupidly easy to buy from them that there is no excuse not to. Starting as individual salesperson in an empty warehouse, he has grown Fireside’s Retail division by millions (after cutting his marketing budget by 90%). Tim has been invited all over the country to teach companies how to market effectively to their customers and sell more than ever before. His YouTube videos, sales blog, and “Fire Time Podcast” have become a resource for the industry and are actively helping thousands of people rethink their paradigms so that they can grow their businesses in the changing landscape. Tim learned “just enough to be dangerous” about sales, marketing, web development, and leadership from years of playing guitar in a failing punk band—which he swears has uniquely qualified him for his job today. Now considered one of the most innovative minds and compelling communicators in the industry, Tim uses his platform to serve others, helping them create clear messages that are wildly compelling to their audiences. Tim lives in Portland, Oregon with his wife, Jessica, two children, Olivia and Luke, and his 90 pound Golden Retriever, Walter. He still plays guitar in a failing punk band. CONTACT: tim@itsfiretime.com | www.itsfiretime.com
Very few retailers make their customers feel welcome and comfortable when they enter the store. As a result, connections with customers are shut down, and potential sales are lost. However, a genuine and well-crafted greeting holds the power to forge meaningful connections and drive sales. In today’s episode—the first installment of "The Seven Steps of The Sales Process Revisited" series—Tim has a conversation with Holly Reed, Sales Associate and Project Manager at Chimney Techniques. Among the numerous salespeople Tim has encountered, Holly stands out for her outstanding ability to create an inviting atmosphere for everyone. In this episode, you'll learn:
The dos and don’ts for stellar customer greetings (you'll wonder why you didn't know these sooner).
What strategies can be used to build genuine connections with customers (unlock the secret to boosting customer loyalty).
How to handle multiple customers at once (never let a busy store compromise customer satisfaction again).
Don't let your initial interaction with customers go to waste. Learn the art of making customers feel welcome and comfortable by tuning into this episode on the first step of the Seven-Step Sales Process.
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While we prepare Season 11 of the podcast, Tim will be giving weekly rapid reactions to audio articles from our industry publications. In this final Fire Time Magazine Rapid Reaction episode, Tim reacts to an article by Tyler Anderson titled “Let’s Get Personal: 4 Ways to Accelerate Advocacy for Your Business”. Published in the February 2023 issue of The Fire Time Magazine, this article highlights the importance of improving the customer experience for your business. Listen today to better how you interact with your customers!
To hear more audio articles from our magazine, subscribe to the Fire Time Magazine Podcast: https://www.itsfiretime.com/magazine. Read The Fire Time Magazine Reader Edition online: https://magazine.itsfiretime.com. Download The Fire Time Magazine app to get full access to the magazine (for free): https://www.itsfiretime.com/app. Pick up a copy of the 2023 Fire Time Journal: https://www.itsfiretime.com/journal. Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.
While we prepare Season 11 of the podcast, Tim will be giving weekly rapid reactions to audio articles from our industry publications. In this week's episode, Tim reacts to an article by Kyle Titsworth titled “3 Warehouse Tasks That Should Shape Your Plans and Processes”. This article was published in the April 2023 issue of The Fire Time Magazine and outlines organizational strategies for your warehouse to maximize cash flow. Listen today to learn more!
To hear more audio articles from our magazine, subscribe to the Fire Time Magazine Podcast: https://www.itsfiretime.com/magazine. Read The Fire Time Magazine Reader Edition online: https://magazine.itsfiretime.com. Download The Fire Time Magazine app to get full access to the magazine (for free): https://www.itsfiretime.com/app. Pick up a copy of the 2023 Fire Time Journal: https://www.itsfiretime.com/journal. Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.
While we prepare Season 11 of the podcast, Tim will be giving weekly rapid reactions to audio articles from our industry publications. In this week’s episode, Tim reacts to an article from the March 2023 edition of The Fire Time Magazine titled “Retrofits - Maintenance, Upgrades, and Innovations to Installed Wood Stoves” by Noel Putannsuu. A leading authority in clean wood burning, Noel Putannsuu’s article discusses the importance of wood stove retrofits. Start listening today to learn more!
To hear more audio articles from our magazine, subscribe to the Fire Time Magazine Podcast: https://www.itsfiretime.com/magazine. Read The Fire Time Magazine Reader Edition online: https://magazine.itsfiretime.com. Download The Fire Time Magazine app to get full access to the magazine (for free): https://www.itsfiretime.com/app. Pick up a copy of the 2023 Fire Time Journal: https://www.itsfiretime.com/journal. Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.
While we prepare Season 11 of the podcast, Tim will be giving weekly rapid reactions to audio articles from our industry publications. In this week’s episode, Tim reacts to an article from the April 2023 edition of The Fire Time Magazine titled “Overcoming the Pain of Sustaining Change” by Jerry Eisenhower. This article talks about overcoming the temporary challenges that come with long-term improvement to your business. Listen to this episode to learn how to cope with this pain today.
To hear more audio articles from our magazine, subscribe to the Fire Time Magazine Podcast: https://www.itsfiretime.com/magazine. Read The Fire Time Magazine Reader Edition online: https://magazine.itsfiretime.com. Download The Fire Time Magazine app to get full access to the magazine (for free): https://www.itsfiretime.com/app. Pick up a copy of the 2023 Fire Time Journal: https://www.itsfiretime.com/journal. Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.
While we prepare Season 11 of the podcast, Tim will be giving weekly rapid reactions to audio articles from our industry publications. In this week’s episode, Tim reacts to an article from Phil Connor’s Fire Time Magazine column, “FirePower with Phil Connor,” titled “Empathy.” This article was published in the November 2022 issue of The Fire Time Magazine and talks about the importance of having empathy with family, co-workers, and especially customers. Don’t miss out on this insightful article and episode!
To hear more audio articles from our magazine, subscribe to the Fire Time Magazine Podcast: https://www.itsfiretime.com/magazine. Read The Fire Time Magazine Reader Edition online: https://magazine.itsfiretime.com. Download The Fire Time Magazine app to get full access to the magazine (for free): https://www.itsfiretime.com/app. Pick up a copy of the 2023 Fire Time Journal: https://www.itsfiretime.com/journal. Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.
While we prepare Season 11 of the podcast, Tim will be giving weekly rapid reactions to audio articles from our industry publications. In this week's episode, Tim reacts to an article by Bill Lentz titled, “Competing Without Losing”. This article was originally published in the August 2022 issue of The Fire Time Magazine, and it explains the two measurements needed to compete without cheapening ourselves. Give it a listen today to bolster your ability to compete!
To hear more audio articles from our magazine, subscribe to the Fire Time Magazine Podcast: https://www.itsfiretime.com/magazine. Read The Fire Time Magazine Reader Edition online: https://magazine.itsfiretime.com. Download The Fire Time Magazine app to get full access to the magazine (for free): https://www.itsfiretime.com/app. Pick up a copy of the 2023 Fire Time Journal: https://www.itsfiretime.com/journal. Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.
While we prepare Season 11 of the podcast, Tim will be giving weekly rapid reactions to audio articles from our industry publications. In this week's episode, Tim reacts to an article by Clay Dennis titled, “Improve Employee Performance with Better Job Descriptions”. This article was originally published in the June 2023 issue of The Fire Time Magazine and its simple wisdom is incredible—don't miss this audio article and Tim's rapid reaction to it!
To hear more audio articles from our magazine, subscribe to the Fire Time Magazine Podcast: https://www.itsfiretime.com/magazine. Read The Fire Time Magazine Reader Edition online: https://magazine.itsfiretime.com. Download The Fire Time Magazine app to get full access to the magazine (for free): https://www.itsfiretime.com/app. Pick up a copy of the 2023 Fire Time Journal: https://www.itsfiretime.com/journal. Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.
While we prepare Season 11 of the podcast, Tim will be giving weekly rapid reactions to audio articles from our industry publications. In this week's episode, Tim reacts to the first article he ever wrote for an industry publication: “Your Real Rival”. This was the guest editorial in the September/October issue of The Patio and Hearth Products Report magazine. Hear Tim read this article and react to it nearly five years later to see if it still rings true.
To hear more audio articles from our magazine, subscribe to the Fire Time Magazine Podcast: https://www.itsfiretime.com/magazine. Read The Fire Time Magazine Reader Edition online: https://magazine.itsfiretime.com. Download The Fire Time Magazine app to get full access to the magazine (for free): https://www.itsfiretime.com/app. Pick up a copy of the 2023 Fire Time Journal: https://www.itsfiretime.com/journal. Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.
While we prepare Season 11 of the podcast, Tim will be giving weekly rapid reactions to audio articles from The Fire Time Magazine. In this week's episode, Tim reacts to “Service—The Dirty Word of the Hearth Industry” by Mark Stoner (Owner, Ashbuster's Chimney Service).
To hear more audio articles from our magazine, subscribe to the Fire Time Magazine Podcast: https://www.itsfiretime.com/magazine. Read The Fire Time Magazine Reader Edition online: https://magazine.itsfiretime.com. Download The Fire Time Magazine app to get full access to the magazine (for free): https://www.itsfiretime.com/app. Pick up a copy of the 2023 Fire Time Journal: https://www.itsfiretime.com/journal. Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.
In this episode, we round out Season 10 by answering questions that have come in over the last few months. In this episode, Tim responds to these questions:
How quickly should you greet a customer who walks into your showroom?
Where do you start if you've never managed a team before?
Should a business offer annual service plans and extended warranties to differentiate from their competitors?
How do you build a compensation plan for a sales team?
Should bonuses be split between sales and installation since they both rely on each other?
How do you know if a customer has the budget for the fireplace they are looking at?
Don't miss this episode—and make sure to check out next week's podcast for our new series of FTM rapid reaction until Season 11 kicks in September.
Links from this episode:
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The Fire Time Magazine Podcast (Apple Podcasts) | (Spotify)
In the Southeast US, there’s a noticeable positive difference in how people treat eachother. This difference also positively affects how business is conducted. In today’s episode, Tim chats with Gideon Honeycutt and Kenneth Walker (Blaze King and Valor's southeastern sales reps) to learn more about this difference in how people treat one another in the South. In this episode, you’ll learn:
How to know what is actually giving value to a customer (and how it is essential that you care about this).
What the tell-tale signs of well-paced relationship development are (and how going too slow or fast can severely mess things up).
What it’s like to sell fireplaces to regions where it’s always warm outside (and how this allows for richer relationships).
The Southeastern US needs to be included in conversations had elsewhere in the US. It’s an amazing part of the world that deserves to be examined and learned from, as the way human interactions can teach everyone a thing or two we can improve in our own lives. Listen to this episode to learn more.
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In Quebec, Canada, electrification happened decades ago. Hearth stores survived this transition and have been selling more than just electric fireplaces ever since because of how they positioned themselves as a part of the solution. In today’s episode, Tim talks with Jean-François Fauteux (Coval Distribution), who believes the hearth business in Quebec has become stronger from electrification than it was before. Jean provides insight into what he thinks hearth dealers in the US should do to best prepare their businesses for when electrification fully sweeps the nation. In this episode, you’ll learn:
What nearly every electrified hearth dealer’s book of business is like (and how non-electric stoves are a part of the solution).
Why shaking pitchforks at climate initiatives is a lost cause (and why the only way we’ll influence climate-focused agendas is by working alongside the people pushing them).
How to convince customers that an electric stove will do everything they want (and how to do this with bio-fuel stoves too).
If we want to save our industry from electrification, we must present ourselves as a part of the solution to the people in power. The electrification movement is a tidal wave of change nearing the horizon that’s not going away, and we as an industry have to figure out what we can do to prepare. Listen to this episode to gain a perspective on what we could do.
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This episode’s guest’s business experienced one of its largest periods of growth in the 2008 recession. With the current instability in our economy today, learning how to prosper when everyone else is suffering is in your best interest. This guest will explain how he did it. In today’s episode, Tim talks with Alan Newkirk (Owner of Newkirk Ventures, master hearth professional), someone he has admired from afar for a long time. Alan began a very successful hearth parts company (Total Hearth) in the 90s, which was swiftly acquired by people Alan believed in when he was ready to retire. Now in retirement, when Alan looks back on his company, he is most proud of the people. In this episode, you’ll learn:
How to raise up people around you to be ready to take over once you’re gone (impacting people is the most important work you’ll do).
How putting all your eggs in one basket and watching it closely will lead to victory (going a mile deep and an inch wide is often the way to go).
How to take advantage of a down economy (this is when you can pick up the best talent).
When you are in your mid-sixties, where do you want to be? You could be in Alan’s position, where you’ve built and sold a business that has significantly impacted the people it has employed and will continue to do so for future generations. Or, you could be stuck managing your business day in and day out, wondering when you’ll have to close down for good. Almost everyone seems to want the first option. Listen today for advice on empowering your people now so that they can take over later.
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As the economy starts to tighten up, it's more important than ever that you're in control of your sales process. In today's episode, we begin a series of conversations with "Legacy Makers" that have seen turbulent times before and have come out the other side.
This first conversation is with Jerry and Sheryl Isenhour (CVC Success Group)—a power couple that has been serving this industry faithfully for decades. We podcasted live from the Chimney Expo in King of Prussia, Pennsylvania and hit a number of topics, including:
Why a sales process is so important as the economy starts to turn.
What most people miss as they hire millennials onto their team.
How to set up your pricing in the showroom for success.
Don't miss out on this conversation with two industry legends! By taking the time now to put this into practice, you'll be miles ahead of every else who is complacently standing by.
Click here to check out more from the CVC Success Group Click here to support The Fire Time Podcast financially
As the market starts to shrink with the economy, the most important thing we can do is take the time to understand our customer's problem. It's simple. Companies who understand their customer's problem are in a position to advise a solution—and companies who don't understand the problem can't.
In today's episode, Tim turns the page from speaking with Peak Performers to hit the sales process hard. In this conversation, you'll learn:
Why the old sales funnel that's gotten our industry to this point doesn't work anymore.
What it takes to master the new sales process to move the needle with our customers.
How to understand your customer's problem in every interaction you have with them.
Don't think you can coast while the market dries up around you. Rather, put these things in place and connect with more customers than ever—regardless of the economy.
New Sales Funnel vs. Old Sales Funnel Graphic: https://drive.google.com/file/d/12MmzKkcldb2gquIhAg1s2feKBl1uFOgF/view?usp=sharing
Imagine operating a hearth business that dominates its local market and coaching a kid's soccer team while being Tim’s accomplice in almost every endeavor. This episode’s guest does all these things in stride and has the humility to admit it’s not always easy. In today’s episode, Tim is joined by Grant Falco (Co-Owner of Falcos & Co-Founder of Fire Time Network) to round out the peak performer section of this season. Grant’s tenacity and attitude set him apart and allow him to operate his family’s business with unmatched deliberateness in decision-making. In this episode, you’ll learn:
How to know when you’re in a dip versus a cul-de-sac (this difference is crucial when deciding how to use limited resources).
How Grant developed a mentality that breeds success (this story will inspire you to do the same).
How being honest with your gut will allow your intuition to regularly inform your decisions (this is something Grant tries to practice every day).
While peak performers may seem perfect, their success has probably come with extensive struggle. We must accept this and push through our own struggles if we want to prosper. Listen today to learn from someone who embodies this mentality like nobody else.
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Today’s guest typically spends 250 days of the year traveling to chimney businesses and helping salespeople become rockstars. He’s booked two years out, and Tim says he’s “as legit as it gets.” In today’s episode, Tim interviews the peak performer Alan Rush (Owner of Rush Profits and Partner at SureFire Training Academy). Alan has over 20 years of professional solution-selling experience, which he applies in his current line of work by showing in-home technicians how to work with clients so they buy more. In this episode, you’ll learn:
Why your team should switch from the technician mindset to the expert mindset (this shift will act as a catalyst for customers to spend more willingly).
Why you should have a folder of photos on your phone for rapport building (this is a little-known trick to building meaningful relationships with customers).
Why problems should never be introduced in proposals (this is an instant turn-off for customers).
Closing out this episode, Alan says, “if you keep doing what you’re doing, you’re going to continue to get what you got,” which is a sentiment that rings true for all hearth-related businesses resistant to change within their sales processes. You can never stop improving your processes, and by listening to this interview with one of our industry’s best, you’ll learn at least a few things that will change how you sell. Listen now to get started.
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Standing in living rooms in a tattered t-shirt and jeans might sound like a terrible sales strategy, but it’s exactly how today’s guest began one of the largest hearth retail operations in the nation. In today’s episode, Tim talks with the peak performer Chris Becker (President of Twin City Fireplace), who slowly took over his father’s business after realizing working in a cubicle wasn’t for him. After many years of backbreaking work, Chris has made a serious mark in our industry and has many lessons to share. In this episode, you’ll learn:
What a week-in-the-life of Chris looks like (and his advice for creating a schedule).
Why in-home selling works (and why it’s more effective now than ever).
Why success requires self-awareness (and how to cultivate that trait).
In the past, success required putting your nose to the grindstone and working hard—but things are a bit different now, and success requires more strategy than ever. Chris’s story is a prime example of this shift. Listen to this episode for tips on working smarter from someone who’s worked far beyond harder.
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Few businesses in our industry have over 20 trucks on the road, more than 100 employees, and no limit for growth. This episode’s guest, however, is the owner of businesses that fit these unusual criteria. In today’s episode, Tim talks with the peak performer Mark Stoner (President of Ashbusters Chimney Service and author of Blue Collar Gold). Their conversation starts with Mark’s life story, then moves to Mark diving deep into how he has achieved success with his businesses, and ends with a discussion about the importance of speed in business. In this episode, you’ll learn:
Why chimney work is an untapped gold mine for hearth retailers (and how to start doing it).
Why you are the only thing holding yourself back from success (and how accountability is the secret sauce to move you out of your own way).
Why speed is essential to succeeding in the modern business world (and how to find the perfect relationship between speed and quality).
Don’t let your business be a unicycle that only you, the owner, are riding. Instead, build a business with multiple wheels and people in control so it’s less vulnerable to unexpected obstacles. Listen to this conversation to learn how Mark has used this philosophy to find remarkable success in several businesses.
Blue Collar Gold: How To Build A Service Business From The Dirt Up Blue Collar Podcast Poppy & Peep Chocolate Email Mark Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network
If you don’t care about the outward-facing appearance of your business, why should a customer assume you care about the appearance of a fireplace you install in their home? In today’s episode—a divider between the up-and-coming leaders and peak-performers sections of this season—Tim talks with his sister, Christy Campbell (Graphic Designer for The Fire Time Magazine) about marketing, branding, and photography. Tim constantly praises Christy for her uncanny eye for understanding a client's vision and making The Fire Time Magazine beautiful. In this episode, you’ll learn:
Why consistency over time is the only way to build a brand (and why not being consistent will scare customers away).
Why caring about the small details in design builds trust (and how to find a balance between being not detailed enough to too detailed).
Why it’s okay if you can’t design things in-house (and what you need to tell external designers to get satisfactory results).
In the modern-day, marketing, branding, and photography are extremely important. If you don’t know how to get started or modernize your practices in these areas, this episode is for you.
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Moving from accounting to marketing to tech to fireplaces, this episode’s guest proves it’s never too late to make a drastic professional pivot. In today’s episode, Tim talks with Michael Verkruyse (VP for Associated Energy Systems), an up-and-coming leader. Michael brings a wealth of knowledge to our industry which he gained from working for small startup companies and Google. A large portion of this conversation is comparing our industry to that of Google and discussing the significance of carbon neutrality in our industry. In this episode, you’ll learn:
How the hearth and tech industries differ (and how knowledge from the tech industry can be applied to ours).
How sales persons need to understand customers first, product second (and why this spirit makes our industry special).
How coming together as an industry to discuss carbon neutrality will benefit us (and examples of similar industries to ours that are already doing this).
Michael went from an industry at the forefront of technology to the hearth industry, which is certainly not at the forefront of technology. In doing this, he has noticed many things that our industry needs to do better to keep up with the times. Listen to this episode to hear what must be done for our industry to remain relevant.
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A college degree in English and a teaching job were today’s guest’s attributes when she became a full-time leader at her family’s hearth store. In the seven years since this transition, she has helped market the business into something that physically and digitally is effective and true to her family. In today’s episode, Tim is joined by Jodi Harrington (Marketing & Purchasing Director for Classic Stoves & Fireplaces), a young leader who, in Tim’s opinion, has an intuitive sense of how a hearth business should be presented. Jodi shares her experience growing up in the industry, how her family's showroom has evolved since she stepped in, and how she doesn’t let being a female leader affect her. In this episode, you’ll learn:
Why you need to sacrifice units for seats (generally, people don’t stand in their house when looking at a fireplace).
Why it’s essential to have sections in a showroom (think about how you navigate a department store).
Why focusing on bringing together your business’s digital and physical experiences matters now more than ever (Jodi’s family’s business does this very well).
Your showroom needs to be able to grow to meet the desires of your customer base. This often means removing units to make room for things to be more like a home. If you can listen to and practice the concepts discussed in this episode, your business will be better this season.
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Transitioning from the tech industry to the fireplace industry is something today’s guest never expected, even though he grew up watching his parents run their legacy business. However, this transition has set him up to help his family’s business overcome obstacles that many companies can’t. In this episode, Tim talks with Patrick Ryan (Purchaser for the Stove Shop), a young leader using data and outside experience to revolutionize his parents’ business for the modern-day marketplace. This conversation begins with what motivated Patrick to leave the tech industry, then moves to Patrick’s ideals, mindset, and strategies for helping his parents’ business thrive. In this episode, you’ll learn:
Why imperfection is okay (and how to deal with it).
Why not everyone in your company needs industry knowledge (and how teaching these people industry jargon can be harmful).
Why our industry would benefit from standardization (and how we might achieve that).
A common trait among all the young leaders we’ve interviewed for the first part of this season is that they all believe there’s a better way to do things. Often, they don’t immediately know the better way—but they aren’t afraid to fall on their faces finding it. We could all benefit from adopting this mindset as things tighten up over the next few years. Listen to this episode for some inspiration.
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A man bun and a love for surfing are what today’s guest had when he left a tech job in San Francisco for his father’s hearth company in New Jersey. Ever since this pivot, he has been committed to understanding and redefining how his family’s business operates. To start Season 9 of the podcast, Tim talks with the up-and-coming David Rettinger (Principal at Rettinger Fireplace). After beginning with David’s life story, this conversation explores how to gain visibility in a business and explains how David uses software to do just that. In this episode, you’ll learn:
How to get visibility within your business (this is crucial to responding to incidents proactively instead of reactively).
How to build workflows for every part of your business (this will allow for your business to operate with intentionality).
How to overcome the title of being “the boss's kid” (this is a message that every leader needs to hear).
The next generation of leaders in our industry are rising and, more often than not, coming from unusual backgrounds that empower them to innovate. Listen to this conversation to hear how David’s experience has led him to succeed in doing things differently.
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The issue examined in this episode came out of nowhere, but we’ve got to discuss it now. Many of the wood-burning appliances in your inventory are at risk due to new and upcoming EPA regulations. This episode is delaying the official start of Season 9 of the podcast because you need to hear about it now. In this episode, Tim talks with Chris Neufeld (Co-Chair of the HPBA Solid Fuel Section), who is very knowledgeable about this upcoming change in regulation, and Patrick Ryan (The Stove Shop), who asks the questions retailers want to know. In this episode, you’ll learn:
What wood stoves are about to expire (selling them will eventually be illegal).
Why you need to have a conversation with your manufacturers and distributors about this issue (avoiding this could cost you thousands).
How to have a gracious conversation with people who don’t know about this issue (working together is absolutely key).
There are countless threats to our industry. Instead of fighting each other about them, we need to band together to offer clean-burning solutions that improve the lives and the communities of those we serve. If we can come together as an industry—like we did during the pandemic—we have the best chance of getting through this together. Listen today to learn how to protect your business and our industry from this threat.
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Want to learn two little words that will transform the way you communicate? If so, listen to this rapid reaction episode of The Fire Time Podcast. While we’re getting ready for Season 9 of the podcast, Tim will give you his rapid reaction to a series of audio articles from The Fire Time Magazine. To check out more audio articles from that publication, subscribe to the FTM podcast (linked below). In this week's episode, Tim gives you his rapid reaction to "Communicate Better with these Two Little Words” by Clay Dennis.
Read The Fire Time Magazine Reader Edition online: https://magazine.itsfiretime.com. Download The Fire Time Magazine app to get full access to the magazine (for free): https://www.itsfiretime.com/app. Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.
Want to learn two little words that will transform the way you communicate? If so, listen to this rapid reaction episode of The Fire Time Podcast. While we’re getting ready for Season 9 of the podcast, Tim will give you his rapid reaction to a series of audio articles from The Fire Time Magazine. To check out more audio articles from that publication, subscribe to the FTM podcast (linked below). In this week's episode, Tim gives you his rapid reaction to "Communicate Better with these Two Little Words” by Clay Dennis.
Read The Fire Time Magazine Reader Edition online: https://magazine.itsfiretime.com. Download The Fire Time Magazine app to get full access to the magazine (for free): https://www.itsfiretime.com/app. Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.
Many companies have the information their backlog provides right in front of them. Yet few companies understand this information—and even fewer know how to use it to execute. If you’re ready to understand your backlog and take control of your business, then this episode is for you. While we’re getting ready for Season 9 of the podcast, Tim will give you his rapid reaction to a series of audio articles from The Fire Time Magazine. To check out more audio articles from that publication, subscribe to the FTM podcast (linked below). In this week's episode, Tim gives you his rapid reaction to "The Power of the Backlog” by Sam O'Donnell.
Read The Fire Time Magazine Reader Edition online: https://magazine.itsfiretime.com. Download The Fire Time Magazine app to get full access to the magazine (for free): https://www.itsfiretime.com/app. Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.
It’s mandatory that customers feel comfortable in the showroom. Having a place to sit and playing music in the background will help create the ambiance you need to seal the deal. Listen to this episode for more simple strategies you can use to transform your showroom. While we’re getting ready for Season 9 of the podcast, Tim will give you his rapid reaction to a series of audio articles from The Fire Time Magazine. To check out more audio articles from that publication, subscribe to the FTM podcast (linked below). In this week's episode, Tim gives you his rapid reaction to "3 Keys to Creating an Effective Showroom” by Deb Hannig.
Podcast episode with Deb: https://www.itsfiretime.com/2019/09/17/the-fire-time-podcast-episode-34-understand-their-problem-step-2/. Read The Fire Time Magazine Reader Edition online: https://magazine.itsfiretime.com. Download The Fire Time Magazine app to get full access to the magazine (for free): https://www.itsfiretime.com/app. Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.
You shouldn’t wait until the conditions are perfect to have a meeting. You should have a meeting because it’s Tuesday, which is when the meeting is due. This statement may seem simple, but it contains the key to getting things done when you say you’ll do them. Want to start shipping things on time? Start your journey by listening to this episode of the podcast. While we’re getting ready for Season 9 of the podcast, Tim will give you his rapid reaction to a series of audio articles from The Fire Time Magazine. To check out more audio articles from that publication, subscribe to the FTM podcast (linked below). In this week's episode, Tim gives you his rapid reaction to his article, "Artists Ship, Leaders Execute.”
Read The Fire Time Magazine Reader Edition online: https://magazine.itsfiretime.com. Download The Fire Time Magazine app to get full access to the magazine (for free): https://www.itsfiretime.com/app. Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.
Too many leaders say things that they don’t end up doing. This creates a disconnect between a leader and their team and is often the underlying reason teams don’t fully buy into their leader's initiatives… listen to this episode to learn how to make sure this never happens! While we are getting ready for Season 9 of the podcast, every week, Tim will be giving you his rapid reaction to an audio article from The Fire Time Magazine. To check out more audio articles from The Fire Time Magazine, subscribe to the FTM podcast (linked below). In this week's episode, Tim gives you his rapid reaction to "Relationships, Results, and Trust—Compounded Over Time—Create Influence" by Alex Judd. Read The Fire Time Magazine Reader Edition: https://magazine.itsfiretime.com Download The Fire Time Magazine App to get full access to the magazine (for free): https://www.itsfiretime.com/app Support The Fire Time Podcast Financially: https://www.patreon.com/itsfiretime Podcast episodes with Alex: https://www.itsfiretime.com/2020/09/29/the-fire-time-podcast-episode-72-alex-judd https://www.itsfiretime.com/2019/11/19/the-fire-time-podcast-episode-43-alex-judd Alex’s Path for Growth Podcast: https://www.pathforgrowth.com/podcast
Let’s face it, there is not a lot of good marketing design in our industry. Most often, this is because people do not understand how important it is that their designs are simple… listen to this episode to learn how to step up your company's marketing design process! While we are getting ready for Season 9 of the podcast, every week, Tim will be giving you his rapid reaction to an audio article from The Fire Time Magazine. To check out more audio articles from The Fire Time Magazine, subscribe to the FTM podcast (linked below). In this week's episode, Tim gives you his rapid reaction to "Good Design is Simpler than You Think" by Christy Campbell. Read The Fire Time Magazine Reader Edition: https://magazine.itsfiretime.com/ Download The Fire Time Magazine App to get full access to the magazine (for free): https://www.itsfiretime.com/app Support The Fire Time Podcast Financially: https://www.patreon.com/itsfiretime
Very often, we like and hire people who are like us. Often, this makes teams that have glaring weaknesses because everyone's similar and they all have the same flaws. This episode will inform you how to hire people unlike you so that there are no gaping holes in the fabric of your company. While we are getting ready for Season 9 of the podcast, every week, Tim will be giving you his rapid reaction to an audio article from The Fire Time Magazine. To check out more audio articles from The Fire Time Magazine, subscribe to the FTM podcast (link below). In this week's episode, Tim gives you his rapid reaction to "Why Team Members Fail and How to Help Them Succeed" by Jerry Eisenhower. Read The Fire Time Magazine Online and Subscribe to The Fire Time. Magazine Podcast: https://magazine.itsfiretime.com/ Download The Fire Time Magazine App to get full access to the magazine (for free): https://www.itsfiretime.com/app Support The Fire Time Podcast Financially: https://www.patreon.com/itsfiretime
Have you ever considered what it's like to go through the consultative sales process from the buyer's perspective? If so, wouldn't that make it more of a buying process rather than a sales process? What then would be the role of a salesperson if the buyer is in control and making all the decisions at every point in the process? Before answering these questions, let's clarify several points… listen to this episode for more! While we are getting ready for Season 9 of the podcast, every week, Tim will be giving you his rapid reaction to an audio article from The Fire Time Magazine. To check out more audio articles from The Fire Time Magazine, subscribe to the FTM podcast (links below). In this week's episode, Tim gives you his rapid reaction to "Consultative Sales from the Buyer's Perspective" by Heather Hockenberry. Read The Fire Time Magazine Reader Edition: https://magazine.itsfiretime.com/ Download The Fire Time Magazine App to get full access to the magazine (for free): https://www.itsfiretime.com/app Support The Fire Time Podcast Financially: https://www.patreon.com/itsfiretime
How do you build a payscale for salespeople? How do you design an effective showroom? When will there be another Fire Time Workshop? Listen to learn the answers to these questions—and many more—as we round out Season 8. In today’s episode, Tim responds to questions he has received from WhyFire customers, audience members, and podcast listeners over the last several months. In this episode, you’ll learn:
How to display pricing in the showroom (establishments you probably visit often do this well—replicate it).
How to make consistent job walk forms (these only take 20 minutes to create).
Why some steps of the 10-Step Execution Process are non-negotiable (you just need to trust us on this).
It’s incredible how much ground we covered this season, and we can’t wait to tell you what’s planned for Season 9 come early September. Until then, you can look out for a weekly Rapid Reaction episode. And remember, summer is the invest season—don’t waste it! Get started on JotForm Listen to the Fire Time Magazine Podcast Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Join The Fire Time Network
Pretty much all business owners know where they want their companies to go. Still, very few actually understand how to break down their big goals into smaller, achievable objectives that can be distributed company-wide. In today’s episode—the final one of the season—Matt Bradley returns to talk to Tim about WhyFire’s goals and objectives for the next three to five years. In doing so, they hope to provide some insight into how you can create your own goals and objectives. In this episode, you’ll learn:
How WhyFire’s goals and objectives came to be (and how the definitions of “goals” and “objectives” differ).
How to give your employees just the right amount of authority (and why you should let team members own specific goals).
Why it’s important to surround yourself with people who balance you out (and how doing so will allow you to see where you’re blind).
We all dream of reaching our companies’ loftiest goals, but few of us break down the steps to achieve them. More often than not, this creates stagnant companies that barely scrape by. If you’re ready to craft goals and objectives that will truly move the needle, then this episode’s for you. Listen to the first episode of this series with Stan Campbell Listen to the second episode of this series with the WhyFire Team Listen to the Fire Time Magazine Podcast Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Join The Fire Time Network
It’s easy to think that core values are unnecessary fluff, but that mindset will likely lead to slow growth and poor culture. Core values, done right, are hard-edged driving forces that make companies come alive. In today’s episode—the follow-up to last week’s episode with Stan Campbell—Tim talks about WhyFire’s core values with his fellow team members, Matt Bradley and Sam O’Donnell. These core values galvanize the WhyFire team every day—something that’s clearly conveyed through this lighthearted conversation. In this episode, you’ll learn:
How the WhyFire team came up with their core values (and how those shape the team’s daily actions).
How to create an actionable core value (and what three traits make a rock-solid one).
How to bake your core values into your team (and why this gets everyone rowing in the same direction).
Honestly, most core values are fluff because they aren’t truly internalized. Taking core values seriously might be challenging at first, but doing so will lead your company down the path of prosperity. If you’re ready to rethink your core values, listen to this episode today. Listen to Last Week’s Episode with Stan Campbell Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network
If you walked up to your team and asked them to recite your mission statement, could they do it? If not, here’s the hard truth: Your mission statement stinks, and you need to improve it. If your team doesn’t know why your organization exists, where you’re going, and how they’re expected to behave, then you’re setting them up to fail. In today’s episode, Tim sits down with his mentor, Stan Campbell, to define and discuss the essential elements of any healthy business: mission, vision, core values, goals, and objectives. During the conversation, Tim explains how Stan helped him and his team develop each of these elements so that they could always have clarity on what the company is and where it’s going. In this episode, you’ll learn:
How core values—when done right—will pump up your team (this makes winning organizations).
How an outsider’s critique of your organization will change everything (this will allow you to truly see eye-to-eye with your team).
How you should delegate tasks (this isn’t offloading things you don’t want to do onto others' plates).
The landscape is littered with organizations that never made it past their leaders' capacities. If you truly care about your business, you should be okay with leaving behind a legacy that doesn’t include you. Making things less about you as a leader and giving your team the authority to talk back will pay dividends. Listen today to get started. Hiring Stan is the best money Tim has ever spent. Bring him in to critique your organization by emailing him here: stanfordjcampbell@gmail.com.
Despite what some misguided folks say, the chimney sweep business isn’t a dirty, low-dollar industry. After experiencing the culture of this industry first-hand, Tim thinks hearth retailers can learn a ton from it. In today’s episode, Tim chats with Sean Kraemer (Podcaster and Owner of Holy Smoke Inc.) about his story about buying and transforming the business he worked for so that it could grow and support his family. Given that Tim and Sean have lived somewhat similar lives—Sean was also in a punk band—this conversation is an eye into the minds of two young business owners striving to serve their employees, their customers, and their communities in any way they can. In this episode, you’ll learn:
How to appraise and advertise your business when you’re ready to sell it (and how to prove the company makes money on repeat).
Why you need to be in the right mental state before buying a business (and why you’ll likely end up in a rut if you’re not).
How to find a mentor when you need one (and why doing so will make you aware of your levels of incompetence).
After attending the National Chimney Sweep Guild Convention, Tim was amazed at the tight-knit nature of the industry. These people genuinely care about each other and the people they serve. If we could combine our two industries, we could all grow together. Listen today to learn more and get involved. Check Out The Life of a Chimney Sweep Podcast Click Here to Join the NCSG Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network
“I started looking at my company as a retirement plan.” Do you look at your company the same way? Chances are, you probably don’t. But building a business you can sell is all about keeping the end in mind and reverse engineering from there—and this conversation covers how to do that like an expert. Today, Tim talks with Clay Dennis, a man who titles himself a believer, a coach, and a friend when called. Clay tells Tim about how his business almost literally killed him, how he built his business like a retirement plan, how he eventually sold his business, and how he segments his life into acts. In this episode, you’ll learn:
How you can build a business that works as a retirement plan (this is mandatory if you want certainty in the future).
What you should know about the three fates of every business (this will help you decide how you want yours to end).
What you should do when a manufacturer’s suggested products aren’t moving (this is a hard truth that only the most dominant businesses embrace).
Stop operating your business day by day—focus on the end instead. Building a business that you can sell is essential to finishing life well. Listen today to learn how to craft a better future. Nearing Home by Billy Graham Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network
Would you be okay with giving your team members free products so they can experience the lifestyle they provide? If not, you should seriously reconsider your approach. Salespeople that speak from experience are better equipped than those who just read the manufacturer's manual. In today’s episode, Tim talks with Megan Lee (Key Account Manager at Looft Lighters) about her experience growing up in, and working in, the barbecue industry. As one of the leading women in our space, Megan brings some new topics to the show, including how to use social media to make a difference, how to attract young people to work in our industry, and what young women in our industry need to know. In this episode, you’ll learn:
Why you need to be a sniper—not a shotgunner—if you want to attract the right customers (making a message for everybody is making a message for nobody).
Why you should always call customers and not waste time emailing them (our industry is built on relationships, and emails aren’t very relational).
Why positioning your brand to be aligned with a lifestyle is crucial (this makes your brand a provider of value, not a provider of a commodity).
Experience is everything—plain and simple. As a leader, it’s essential to allow team members to experience your product in their own lives. That way, when customers come to your store, team members can tell them about the value a product has brought to their own lives. Listen today to learn more. Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network
How do you define success? Making lots of money? Being famous and influential? It’s okay to want these things, but it’s also worth considering what else you’ll want once you have them. In today’s episode, Tim sits with Tim Schurrer (author, speaker, and former COO of StoryBrand) to discuss Schurrer’s new book, The Secret Society of Success: Stop Chasing the Spotlight and Learn to Enjoy Your Work (and Life) Again. Their conversation begins with Schurrer sharing his understanding of success, then offering a series of examples. In this episode, you’ll learn:
What the secret society of success is (and how to become a part of it).
How to create a culture where people feel valued (and why soft skills drive hard results).
What taking the spotlight off of yourself will do for your business (and why doing so creates thriving relationships).
Do you view success as an opportunity to have a spotlight on yourself, or do you see it as an opportunity to help others? Leaders of the best companies in the world consistently make it clear that the second definition is why they do what they do. Redefine what success means to you by listening to this episode. Buy Schurrer’s new book: The Secret Society of Success Build a Winning Team Podcast Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network
Customers who trust you enough to let you into their homes are customers you need to pursue until the very end. Far too many retailers focus their energy on the top of the sales funnel because it’s easy—but really, the gold mine is at the (more intimidating) bottom of the sales funnel. In today’s episode, Tim and Sam O’Donnell discuss how crucial follow up is to a successful business. Being one of the industry authorities when it comes to follow up, Sam provides invaluable advice for any salesperson looking to grow. In this episode, you’ll learn:
That it’s normal to experience fear when calling to follow up (this never goes away).
How making a follow up process can grow your sales by 50% (this doesn’t require even a penny spent on marketing).
That writing up more is selling less (this is essential to understanding what you should prioritize).
Calling to follow up is more straightforward than it seems. However, you must approach it from a place of providing value, not begging for the sale. Listen today to learn how the professionals approach follow up. Google Sheets CRM Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network
What if every person in our industry was required to get their hands dirty doing installations and working with customers on the ground level? We’d probably have a lot more highly capable people like this episode’s guest, someone who can’t overstate the importance of experiential knowledge. In today’s episode, Tim speaks with Dan Bonar (VP of Residential Products at ICC Chimney) about his journey from his teenage years to where he is today and the lessons he’s learned along the way. Dan provides a priceless perspective on prioritizing customers before profits without going out of business. In this episode, you’ll learn:
How—in a highly commercialized space—do you differentiate your business’s offerings without lowering prices (the answer is in solving problems, not replicating products).
How to politely decline favors (the person asking will understand how valuable your time is after this).
How to bridge the growing gap between manufacturers and retailers (the key to this is changing your mindset).
When done for the right reasons, selling is all about providing value to customers through your product. Listen to this episode to redefine what selling means to you. Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network
There’s no doubt the fight for natural gas will occupy our industry for at least the next decade. Regardless of how pressing of an issue it is in your region, you need to start getting involved. If we don’t unite in this fight, it could be the beginning of the end of our industry. In today’s conversation, Tim talks with the Northeast HPBA team that works to combat natural gas bans. They talk about the progress they’ve made in their region, the steps our industry needs to take nationally, and the developing technologies that could be our saving grace. In this episode, you’ll learn:
How your company can prepare for natural gas bans (this applies to everyone, regardless of region).
What setting aside one day per month to meet with people in power can do for your business and our industry (this is how we humanize our industry).
What Tim believes our industry's coherent message has to look like going forward (this is the only way governing bodies will take us seriously).
The fact is that, yes, we have treated our environment poorly, and yes, action needs to be taken so that our children’s futures are the best they can be. But we don’t need to abolish natural gas usage entirely to do this; we just need to provide an alternative solution. Listen to this episode to get informed on what you can do to keep our industry alive. Contact NEHPBA Click Here To Register For NEHPBA’s The Path Forward event on May 1-3 Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here To Join The Fire Time Network
Far too many business people think that too much follow-up will scare customers away. When really, too much follow-up is almost always not a worthwhile concern. Customers will tell you if they find you annoying—it’s not your job to assume for them. In today’s episode, Tim talks with returning guest and EOS Implementer Jon Fox to go back to the basics on all things sales. Over the course of this conversation, Jon reveals how to move from the convincing business to the curiosity business. In this episode, you’ll learn:
How to determine if a customer’s a good fit before they’re a customer (this will make you enjoy your job more).
How—and why you need—to start using a CRM (this will double your sales straight up).
How to do follow-up regularly without seeming annoying (this is usually just a shift in mindset rather than a shift in action).
When done for the right reasons, selling is simply providing value to customers through your product. If you and your team can approach it in that way, no customer will ever see you wrongly. Listen to this episode to redefine what selling is to you and how it should be done. Jon’s Website Last Time Jon Was On (Deep Dive on EOS Framework) Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network
Just because your business doesn’t process many warranties doesn’t mean your customers are happy. Having—and tracking—a baseline warranty percentage that your team constantly strives to maintain is paramount to operating a business you actually understand, and that customers appreciate. How do you track warranty percentage, though? In today’s episode—the finale of the heartbeat report series—Tim and Grant chat about warranty percentage as a keystone metric. They both explain how important this metric has been, in their experience, to win the fight against incomplete jobs. In this episode, you’ll learn:
What the three different types of warranties are (and who loses the most on each).
What a good baseline warranty percentage is (and how to achieve it).
What warranty percentage will tell you about your products (this will change how you communicate with manufacturers).
Not keeping track of warranty percentage—and the three other keystone metrics—is actively allowing for nasty things to get swept under the rug. Preventing this is simple; it just requires you to confront reality and to start asking questions. Listen today to get started. Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network
Leaving a job incomplete without reason is insane. Doing so not only decreases customer satisfaction—it also costs you money. What if you could have your finger on the pulse of your business, understand the second an incomplete is hurting you, and correct course before things get messy? In today’s episode, Tim and Grant return to discuss installation completion percentage—the third of the four keystone metrics that make up the heartbeat report. Grant also provides some real-world examples of how he uses this metric in his own business. In this episode, you’ll learn:
Why the magic is not in completed jobs, but incompleted jobs (once understood, this will equate to tens of thousands in additional annual revenue).
Why you should strongly consider incentive-based pay for installers (this will make your installers feel like they own the company).
Why there are different types of incompletes (and which type you need to prioritize).
Stop judging the well-being of your business entirely on feel. Instead, build a heartbeat report that tracks key metrics and gives you the complete picture. Want to get started? Just press play. Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network
Imagine if you could look into the future of your business to predict problems before they happen. Believe it or not, you can by examining your business backlog! Once understood, your backlog will put the future right in front of you. In today’s episode—the second of the Building the Heartbeat Report series—Tim and Sam O’Donnell chat about the importance of the backlog. They both tell stories from their own experience to illustrate the superpower that the backlog is for understanding where your business is at. In this episode, you’ll learn:
Why you need to track your backlog (and what it should consist of).
Why every day should begin with a backlog review (and how this will force other behavior changes).
Why you should focus on growing your backlog—not your revenue (it’s the difference between a “lag” and “lead” measure).
You can choose to ignore the tools available and be hit with problems out of nowhere—or you can start analyzing your backlog today, and see many of those problems coming. Start by pressing play. Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network
Many leaders judge the well-being of their businesses purely based on feel. This works great until it doesn’t—and then you’re left scrambling to figure out where things went wrong. Imagine if, instead, you could have your finger on the pulse of your business so you could prevent problems before they happen. In today’s episode, Tim and Grant discuss traffic count—the first of the four keystone metrics that make up the heartbeat report. Traffic count (door swings) is the metric that Tim credits for bringing him where he is today. In this episode, you’ll learn:
How you should track traffic in your business (this—once implemented—will give you a ton of information).
How tracking traffic will allow you to align your inventory with what customers actually want (this is exciting to see when it starts to happen).
Why having a human track traffic is almost always better than a stale metric produced by a computer (this is something that took Tim and Grant a while to understand).
Stop judging the well-being of your business entirely on feel. Instead, build a heartbeat report that tracks key metrics and gives you the complete picture. Want to get started? Just press play.
Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network
Every has been trying to figure out when the supply chain will get back to normal, but the truth is that it won't for a while. In this conversation, we sit down with Grant Falco (Falco's), Kirk Newby (Associated Energy Systems), John Shimek (Hearth & Home Technologies), and Stephen Schroeter (Napoleon) to talk about how retailers distributors and manufacturers can get through this crisis together. Despite what some people say, we likely have another 12 months in front of us before the supply chain gets back to normal and during that time it's critical that we work together to get through this. Don't miss our conversation with these leaders to help you take control in 2022.
Everyone wants to know how to win the sales game, but since our industry is mostly made up of men, there are huge gaps in the process that women bring to light. In this episode—live from the HPBExpo—we talk with some of the most prominent women in our industry about how they specifically approach the sales process.
In this conversation (moderated by Rachel Feinstein), you'll hear from Ryann Blake (Chimney Techniques), Megan Lee (Looft Lighters), and Jeni Forman (Hearth & Home Technologies), and, seriously, it's a powerhouse.
Don't lose another customer because you didn't understand how to connect. This conversation will help understand what needs to be done in every client interaction and take control of the sale.
“When was the last time you took a step back and went through your customer's routine?” For the last episode in the Rapid Reaction series, Tim gives you his reaction to an audio article from The Fire Time Magazine. To check out more audio articles from The Fire Time Magazine, make sure to subscribe to the FTM podcast (links below). In this week's episode, Tim gives you his rapid reaction to "Would You Buy From You?" an incredible article by Edmund Poplawski. This episode also includes some exciting information about the upcoming HPBExpo you do not want to miss out on (we are giving away a ton of free stuff)! Last time Edmund was on: https://www.itsfiretime.com/2021/10/19/edmund-poplawski-episode-104-would-you-buy-from-you/ Read The Fire Time Magazine Reader Edition through your web browser: https://magazine.itsfiretime.com/ Download The Fire Time Magazine App to get full access to the magazine (for free): https://www.itsfiretime.com/app Support The Fire Time Podcast Financially: https://www.patreon.com/itsfiretime
"If you want to go from being a treadmill operator to being a business trailblazer, you should" listen to this episode. While we are getting ready for Season 8 of the podcast, Tim gives you his rapid reaction to an audio article from The Fire Time Magazine. To check out more audio articles from The Fire Time Magazine, make sure to subscribe to the FTM podcast (links below). In this week's article, Tim gives you his rapid reaction to "From Riding to Running Your Business," an incredible article by Grant Falco. This episode also includes some exciting information about the upcoming HPBExpo you do not want to miss out on (we are giving away a ton of free stuff)! Read The Fire Time Magazine Reader Edition through your web browser: https://magazine.itsfiretime.com/ Download The Fire Time Magazine App to get full access to the magazine (for free): https://www.itsfiretime.com/app Support The Fire Time Podcast Financially: https://www.patreon.com/itsfiretime
“Know what SKUs are right for you.” While we are getting ready for Season 8 of the podcast, Tim gives you his rapid reaction to an audio article from The Fire Time Magazine. To check out more audio articles from The Fire Time Magazine, make sure to subscribe to the FTM podcast (links below). In this week's episode, Tim gives you his rapid reaction to "5 Things Every Hearth Retailer Should Know," an incredible article by Clay Dennis. This episode also includes some exciting information about the upcoming HPBExpo you do not want to miss out on (we are giving away a ton of free stuff)! Great By Choice by Jim Collins Read The Fire Time Magazine Reader Edition through your web browser: https://magazine.itsfiretime.com/ Download The Fire Time Magazine App to get full access to the magazine (for free): https://www.itsfiretime.com/app Support The Fire Time Podcast Financially: https://www.patreon.com/itsfiretime
“I’ve had my passion overflow into arrogance and self-righteousness, and blind me from seeing things as they actually are…”
While we are getting ready for Season 8 of the podcast, Tim gives you his rapid reaction to an audio article from The Fire Time Magazine. To check out more audio articles from The Fire Time Magazine, make sure to subscribe to the FTM podcast (links below).
In this week's article, Tim gives you his rapid reaction to an incredible article about passion by Phil Connor. You aren't going to want to miss this...
Email Tim (tim@itsfiretime.com) to get the 2021 FirePower column compilation
Phil Connor Interview: https://www.itsfiretime.com/2021/05/06/phil-connor-episode-91-find-your-fire-power/
Read The Fire Time Magazine Reader Edition through your web browser: https://magazine.itsfiretime.com/
Download The Fire Time Magazine App to get full access to the magazine (for free): https://www.itsfiretime.com/app
Support The Fire Time Podcast Financially: https://www.patreon.com/itsfiretime
"We can't argue with a customer's experience."
While we are getting ready for Season 8 of the podcast, Tim gives you his rapid reaction to an audio article from The Fire Time Magazine. To check out more audio articles from The Fire Time Magazine, make sure to subscribe to the FTM podcast (links below).
In this week's article, Tim gives you his rapid reaction to, "The Secret: 4 Simple Steps To Reconciliation" an incredible article by Brion Barnhill. You aren't going to want to miss this...
Brion Barnhill Interview: https://www.itsfiretime.com/?s=brion+barnhill
Read The Fire Time Magazine Reader Edition through your web browser: https://magazine.itsfiretime.com/
Download The Fire Time Magazine App to get full access to the magazine (for free): https://www.itsfiretime.com/app
Support The Fire Time Podcast Financially: https://www.patreon.com/itsfiretime
We are no longer physical companies with a digital presence; we are digital companies with a physical presence...
While we are getting ready for Season 8 of the podcast, Tim gives you his rapid reaction to an audio article from The Fire Time Magazine. To check out more audio articles from The Fire Time Magazine, make sure to subscribe to the FTM podcast (links below).
In this week's article, Tim gives you his rapid reaction to, "More Than 60,000,000 Reasons You Should Rethink Your Marketing" an incredible article by Michael Verkruyse. You aren't going to want to miss this...
Read The Fire Time Magazine Reader Edition through your web browser: https://magazine.itsfiretime.com/
Download The Fire Time Magazine App to get full access to the magazine (for free): https://www.itsfiretime.com/app
Support The Fire Time Podcast Financially: https://www.patreon.com/itsfiretime
"Oh, what kind of dog do you have?" is the type of question salespeople should really be asking customers...
While we are getting ready for Season 8 of the podcast, Tim gives you his rapid reaction to an audio article from The Fire Time Magazine. To check out more audio articles from The Fire Time Magazine, make sure to subscribe to the FTM podcast (links below).
In this week's article, Tim gives you his rapid reaction to, "4 Simple Strategies For Connecting With Customers" an incredible article by Heather Hockenberry. You aren't going to want to miss this...
Read The Fire Time Magazine Reader Edition through your web browser: https://magazine.itsfiretime.com/
Download The Fire Time Magazine App to get full access to the magazine (for free): https://www.itsfiretime.com/app
Support The Fire Time Podcast Financially: https://www.patreon.com/itsfiretime
While we are getting ready for Season 8 of the podcast, Tim gives you his rapid reaction to an audio article from The Fire Time Magazine. To check out more audio articles from The Fire Time Magazine, make sure to subscribe to the FTM podcast (links below).
In this week's article, Tim gives you his rapid reaction to, "The Cohesive Unit" an incredible article by Sam O'Donnell. You aren't going to want to miss this...
Read The Fire Time Magazine Reader Edition through your web browser: https://magazine.itsfiretime.com/
Download The Fire Time Magazine App to get full access to the magazine (for free): https://www.itsfiretime.com/app
Support The Fire Time Podcast Financially: https://www.patreon.com/itsfiretime
While we are getting ready for Season 8 of the podcast, Tim gives you his rapid reaction to an audio article from The Fire Time Magazine. To check out more audio articles from The Fire Time Magazine, make sure to subscribe to the FTM podcast (links below).
In this week's article, Tim gives you his rapid reaction to, "Dave Pomeroy's Rule Of Customer Percentages" an incredible article by Clay Dennis. You aren't going to want to miss this...
Read The Fire Time Magazine Reader Edition through your web browser: https://magazine.itsfiretime.com/
Download The Fire Time Magazine App to get full access to the magazine (for free): https://www.itsfiretime.com/app
Support The Fire Time Podcast Financially: https://www.patreon.com/itsfiretime
While we are getting ready for Season 8 of the podcast, Tim gives you his rapid reaction to an audio article from The Fire Time Magazine. To check out more audio articles from The Fire Time Magazine, make sure to subscribe to the FTM podcast (links below).
In this week's article, Tim gives you his rapid reaction to, "3 Lies That Are Killing Your Business" an incredible article by Grant Falco. You aren't going to want to miss this...
Checkout Calendly: https://calendly.com/
Read The Fire Time Magazine Reader Edition through your web browser: https://magazine.itsfiretime.com/
Download The Fire Time Magazine App to get full access to the magazine (for free): https://www.itsfiretime.com/app
Support The Fire Time Podcast Financially: https://www.patreon.com/itsfiretime
While we are getting ready for Season 8 of the podcast, Tim gives you his rapid reaction to an audio article from The Fire Time Magazine. To check out more audio articles from The Fire Time Magazine, make sure to subscribe to the FTM podcast (links below).
In this week's article, Tim gives you his rapid reaction to, "Demand More From Reps Like Me" an incredible article by Art Ratcliffe. You aren't going to want to miss this...
Listen to "What Makes A Great Sales Rep?" with Art Ratcliffe: https://www.itsfiretime.com/2020/10/20/the-fire-time-podcast-episode-75-art-ratcliffe/
Read The Fire Time Magazine Reader Edition through your web browser: https://magazine.itsfiretime.com/
Download The Fire Time Magazine App to get full access to the magazine (for free): https://www.itsfiretime.com/app
Support The Fire Time Podcast Financially: https://www.patreon.com/itsfiretime
In this episode, we round out Season 7 with Q&A and give some big announcements about the future. Tune to in to learn:
Why customers literally have to sit down in a showroom (if you want to make a better connection with them)
How to role play with your sales team without looking like a jerk (this is something a lot of leaders miss)
What you can do to help a new salesperson write up estimates quickly (most companies leave a lot of money on the table because they don't take advantage of this)
Don't miss this episode—and make sure to check out next week's podcast for our new series of FTM rapid reaction until Season 8 starts in March.
Links from this episode:
Join The Fire Time Network
Sign Up For The Fire Time Workshop
Support The Fire Time Podcast Financially
Episodes for a new sales rep to listen to:
Tim Rethlake - What Every Sales Rep Needs To Understand
7 Steps To Transform Your Sales
Back to Basics - Why Every Company Needs A Sales Process
Zig Ziglar Secrets of Closing the Sale The Fire Time Magazine Podcast (Apple Podcasts) | (Spotify)
No one likes uncertainty. Having someone to show us the way in life is something we all crave on some level. But how do you find that kind of person? In today’s episode, Tim talks with Rachel Feinstein, the Senior Manager for Government Affairs for HPBA and the creator of HPBA’s Women’s Mentoring Program. Rachel and Tim’s conversation focuses on why the mentorship tide in our industry is rapidly rising—and why you should be part of the sea of change. In this episode, you’ll learn:
How to find the best mentor specific to your aspirations (there’s actually a lot to consider here).
How mentors often benefit more from mentorships than mentees do (there are many reasons you need to become a mentor).
How pouring into those around you gives everyone meaning and purpose in what they do (there’s no good reason not to pour into your employees and associates).
The days of our industry being tight-fisted and reluctant towards change are coming to an end. Now more than ever, sharing knowledge is essential to remaining relevant. By finding the right mentors, your career will be filled with more meaning and direction. Listen to this episode to begin (or continue) your mentorship journey.
Connect with Rachel on LinkedIn The Peter Principle Elements of Mentoring: 75 Practices of Master Mentors Give and Take: Why Helping Others Drives Our Success HPBA's Women's Mentoring Program
Email a Question For The Season 7 Finale Join The Fire Time Network Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially
What’s the call to women in a male-dominated industry? Simply put, it’s creating a better industry for everyone. After all, including women frequently creates teams that focus on what matters most—instead of teams that do directionless, unfulfilling work. In today’s episode, Tim talks with Michelle Myers, the founder of an online community for women seeking purpose in their work. Michelle and Tim’s conversation spans from defining purposeful work to advice for women who want to own their uniqueness at home and work. In this episode, you’ll learn:
How to find work that matters and brings you purpose (work that matters is work that serves).
How to become irreplaceable in your job (work only you can do exists—it’s your responsibility to discover it).
How to focus more on less (workplaces today are cluttered with digital distractions you need to eliminate).
Too many people live dull lives doing work that doesn’t bring them purpose. To counter this, people—especially women—should lean into their uniqueness to find work that brings them purpose and fulfillment. If you’re unsatisfied with your work and seeking something more fulfilling, this episode is for you.
Michelle’s Website Michelle’s Book: She Works His Way @sheworkshisway on Instagram Email a Question For The Season 7 Finale Join The Fire Time Network Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially
Reading every business book and listening to every business podcast can actually cripple you as a leader. Learning has no value if you don’t apply it to life. The best leaders understand this fact and make it clear through their actions. In today’s episode, Tim talks with Robert Bartucci (CEO of Glen Dimplex Americas) to discuss Robert’s powerful problem-solving framework: simplify, focus, execute. As he explains this framework, Robert also shares several stories about the key moments that taught him to be a better leader. In this episode, you’ll learn:
How simplifying is a matter of giving yourself permission to do so (you will become much more effective once you understand this).
How focusing on fewer things that are really important leads to greater success (you should only focus on what moves the needle).
How executing informs everything (we learn by doing, yet most leaders don’t learn because they struggle to start).
Stop being someone who clogs the solution. Instead, become a team member who adds speed and removes barriers by simplifying, focusing, and—most importantly—executing. Start increasing your contributions today by listening to this conversation and applying what you learn. Robert on LinkedIn Email Robert directly Email A Q&A Question For The Season 7 Finale Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network
All of our gifts come with shadow sides. Understanding your gifts—and knowing their shadow sides—is essential to becoming the best leader you can be. Better yet, encouraging your team to have this sort of self-knowledge creates a culture of trust and humility—not hierarchy and ego—which ultimately allows everyone to execute at the highest level. In today’s episode, Tim and Grant talk with the rest of The Fire Time Magazine team: Christy Campbell (Graphic Designer) and Matt Bradley (Editor). Throughout this organic conversation, they explain how they came together and what makes their chemistry work. In this episode, you’ll learn:
How to construct and sustain a team that functions like a well-oiled machine (and the range of qualities you should look for).
How a culture built on trust lets you move quickly and effectively (and how to cultivate this culture).
How having a shared vision helps everyone reach their highest potential (and proof that things fall into place when that happens).
Having humility is often challenging, especially when you’re a leader. But summoning the courage to be humble makes it easier to tackle problems and execute goals as a team. You can take the first step toward building a better team today—all you have to do is hit play.
Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network
The next year for our industry looks bleak. For most dealers, surviving alone will be difficult. If we want to maximize our chances of getting through it as a whole, we need to start sharing knowledge with each other. In today’s episode, Tim sits down with Pete Schoenfeld (United Buyers Group, HPBA National Board) to talk about the tough spot many businesses find themselves in due to supply chain issues. Pete provides valuable insight about new practices he’s noticed dealers adopting to get through these uncertain times. In today’s episode, you’ll learn:
The resources that you need to start tapping into (you’re probably unaware of most of them).
The increasing importance of understanding a customer’s problem (your team has to start prioritizing this).
The benefits of physically traveling to talk with other industry professionals (you’re missing out by staying strictly online).
This next year doesn’t have to be so scary. If we focus on communicating—with retailers, distributors, and customers—we have an increased chance of making it out of the COVID crisis as a whole. Listen today to learn what you can do to best prepare your business for the daunting months ahead. Sign Up For The Fire Time Workshop Click Here to Join The Fire Time Network Support The Fire Time Podcast Financially
What do you do if your business is implicated in a house fire? This is a nightmare question that none of us want to think about, but we need to discuss it—because it’s inevitable in our line of work. In today’s episode, Tim speaks with Jim Adams, a Fire Investigator with a background in the hearth industry. This wide-ranging conversation goes from Tim and Jim covering the specifics of protecting your company from fire investigations to Jim providing his unique sales advice from back when he was in the industry. In this episode, you’ll learn:
Why taking photos of every step of every installation will save you in the event of a fire (the best defense starts with a good offense).
Why you should go to restaurants more often (the excuse you’ve always wanted).
How knowing why specific products are on display will help you move more product (the best dealers have this down to a science).
Stop dismissing the possibility of your business being a part of a fire investigation and start protecting your business from fire investigations today. Listen in to learn more. Access Power Hour Support The Fire Time Podcast Financially Sign Up For The Fire Time Workshop Join The Fire Time Network
Adding fuel to your wood stove at the optimal time is a science. It’s also the key to reducing emissions and increasing efficiency—and that gives us reason to hope that wood stoves won’t die out.
In today’s episode, Tim talks with Noel Putaansuu, an expert on wood-burning stoves, the President of Smokeless Chimney, and a contributor to The Fire Time Magazine. One of Noel’s recent articles, “The Wood Burning Certification Process Doesn’t Match Reality,” serves as the launching point for this eye-opening conversation.
In this episode, you’ll learn:
What you need to retrofit old wood stoves so they burn cleaner and meet emissions standards (this is huge for our industry).
What opacity is and why it’s the new metric we need to prioritize (this is how we achieve universal standards for wood burning).
What the intersection between modern tech and wood stoves looks like (this is going to blow your mind).
As an industry, we’ve largely ignored the possibilities for innovation within the wood stove sector. However, it’s now time to consider how modern technology could save wood stoves from tightening emissions standards. Listen today to hear what one expert has to say about the future of wood-burning stoves.
Visit Noel’s Website
Support The Fire Time Podcast Financially Sign Up For The Fire Time Workshop Join The Fire Time Network
You know your business from the inside out, but have you ever looked at it from the outside in? Truthfully, a large part of a sale is your business’s first impression on a potential customer. Humans are judgemental creatures—and now more than ever, it’s crucial to put your best foot forward.
Today, Tim talks with Edmund Poplawski (Kozy Heat) about his Fire Time Magazine article, “Would You Buy From You?” As a sales rep, Edmund has visited many top dealers across the country, which means he knows how to create the best first impression—physically and digitally. In this episode, you’ll learn:
Why your bathroom needs to be spotless 24/7 (the truth is that your bathroom is a reflection of your business).
Why secret shopping your showroom is so important (the best way to experience what the customer experiences is to be the customer).
Why you need multiple websites for your various offerings (the name of the modern website game is simplicity).
Stop letting potential customers slip through the cracks because you’ve got a confusing website or a sloppy showroom. Appearing the best is vital to being the best. Listen to this episode to learn how the best dealers stay ahead of their competition. Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network
After a successful installation, is a job over? Honestly, it’s not—because you still need to document the project and ask for a referral. These simple steps protect you when things go south and provide you with more growth opportunities. But how do you actually accomplish them?
In today’s episode—the final installment of the 10 Steps to Execute series—Tim and Grant cover Step 8 (Installation), Step 9 (Paperwork), and Step 10 (Thank You & Review) of the 10-Step Execution Framework. These steps might seem pretty straightforward, but they’re full of granular details that are easy to overlook.
In this episode, you’ll learn:
How to set up your business to professionally handle upset customers (it’s important to have documentation when things go south).
How top-notch installation teams look and act (it even matters whether they park in the customer’s driveway).
How to tap into—and sell to—your customers’ friends for free (it might sound crazy, but this can work way better than paid marketing).
The 10 Steps to Execute series will teach you how to set and communicate expectations throughout the entire sales process, so you can go from guessing how to grow to knowing how to grow. Ready to get started? Just press play.
To access the first Power Hour, go to www.itsfiretime.com/community Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network
“Sorry, but we’re missing a part.” This is the last thing you want said between your installer and your customer on installation day. Unfortunately, it’s too common throughout our industry because many companies don’t have a thorough staging system to prepare for each job. What does a thorough staging system look like, though? Listen in to find out.
In today’s episode—the second to last episode of the 10 Steps to Execute series—Tim and Grant dive into Step 6 (Receiving and Staging) and Step 7 (The Confirmation Call) of the 10-Step Execution Framework. Both these steps must be made right before installation to make sure that things go as smoothly as possible.
In this episode, you’ll learn:
The different sections you should have in your warehouse (this makes things visible and creates accountability).
What a good confirmation call consists of (this will give you an edge over your competitors).
How to manage expectations (this is essential if you want the best sales experience for customers and your team).
If you can nail these steps, you’ll be on track to slam dunk your installations. Listen today to learn the framework that successful companies use to diagnose and prevent problems.
Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network
Many hearth businesses lose installation days because they don’t schedule before purchasing. At first, this order of operations might sound reckless, but it’s actually one secret to running a highly productive business. This secret—along with many others—is part of the 10-Step Execution Framework, which will help you set and exceed expectations for your business so you can grow like never before. In today’s episode—the third installment of the 10 Steps to Execute series—Tim and Grant discuss Step 4 (Scheduling) and Step 5 (Purchasing) of the 10-Step Execution Framework. In this episode, you’ll learn:
What the best scheduling process looks like (and how not setting scheduling targets prevents your business from growing).
How weekly phone calls with your distributors can work miracles (seriously, doing this is a game-changer).
Why you have to hold manufacturers accountable (especially if you want to get any product right now).
There’s no easy way to grow your business. But by learning and implementing the 10-Step Execution Framework, you’ll understand what it takes to win. Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network
Three years ago, the first episode of The Fire Time Podcast was released. As Tim nervously hit the “Publish” button, doubts raced through his mind. Was he really ready to start a podcast? Was anyone even going to listen? Since then, 99 episodes have followed, making today’s number 100! In honor of that, Tim reflects on his first article from The Fire Time Magazine: “The Journey: How Two Retailers Stumbled Into a Community Bigger Than Themselves.” In this episode, you’ll learn:
How Tim turns insecurities into strengths (and how you can do it too).
Why Tim and Grant created The Fire Time Network (and what lessons they learned along the way).
Why you should dance with fear (and do it often).
When the first podcast was published, Tim didn’t know it would succeed. He just looked fear in the face and went for it. If you want to gain a similar sort of confidence—and learn about the genesis and ethos of The Fire Time community—don’t miss this special episode of the podcast.
Video from Tim & Grant’s original brand script for The Fire Time Network on their flight to Minneapolis in the summer of 2019: https://youtu.be/TQx35EwvoO0 Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network
What if there was a process for eliminating mistakes in your business so you could grow like never before? As it turns out, there is—and you can learn all about it on The Fire Time Podcast. This season, Tim and Grant will go through the 10-Step Execution Framework that they designed to help you set and exceed expectations for your business. Over the years, these steps have been taught to many companies, but they’ve never been compiled in one place—until now. In today’s episode—the second installment of the 10 Steps to Execute series—Tim and Grant discuss Step 2 (The Job Walk and Final Estimate) and Step 3 (The Sales Follow-Up) of the 10-Step Execution Framework. In this episode, you’ll learn:
The details of Steps 2 and 3 of the 10-Step Execution Framework (these will stop mistakes in their tracks).
Four things that must happen before a job is greenlit and can move forward to installation (these are responsibilities too many salespeople neglect).
Why your installation coordinator can make or break your business (they’re the key to unlocking profit in your schedule).
Stop watching the same mistakes prevent your business from growing. Implement the 10-Step Execution Framework into your sales process and watch frequent mistakes fade away. Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network
How do you prevent repeated mistakes in your sales process? Simply hope that they don’t happen? Or take action to diagnose and prevent them? Chances are, you’re probably just hoping—not because you’re terrible at business, but because you don’t have a framework to figure out where things went wrong. In this episode, Tim and Grant introduce a new 10-step framework to help you perfectly execute your entire sales process every time. Season 7 of The Fire Time Podcast will focus on each step of this sales process framework. In this first episode, Tim and Grant provide an overview of the framework, then dive deep into the first step: The Showroom. In this episode, you’ll learn:
The framework to supercharge your business and solve problems permanently (this is the first time this framework has been made public).
How to discover each customer’s problem, then lay out a plan to solve it (this sounds simple, but few dealers do it).
What an estimator setup form is, and how it will drastically improve each customer’s experience (this also simplifies everything on your end).
If you allow repeated mistakes to plague your sales process, your business will remain mediocre and incapable of growth. Implementing our tested framework will allow you to identify and overcome your mistakes. To get started, all you have to do is push play. Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network
Want to know how to apply the information in this podcast for your business specifically? Then listen to this Q & A episode! As a wrap up to Season 6 of The Fire Time Podcast, Tim sits down to answers questions that have come in all season long. In this episode, you'll get answers to the questions (and more):
How do I make time to work on my business when things are so crazy?
What do I do to get accountability from my installers?
Why is it so hard for dealers to hold onto talent and what should we do differently?
Don't miss this chance to put these answers into action... Check out this episode today!
Show Notes: Get on the waiting list for The Fire Time Workshop by going to itsfiretime.com/workshop
Support The Fire Time Podcast financially Click here to join The Fire Time Network
How do you make it so stupidly easy to buy from you there is no excuse not to? Believe it or not, there is a fairly systematic process to do so. Today, Tim sits down to talk everything sales process—an art that he has spent much of his life mastering and teaching. When broken down into its simplest form, all that the sales process is, is an exchange of trust between the salesperson and the customer. However, understanding how to build the most trust possible in the shortest amount of time is where many salespeople fall short. In this episode you will learn:
Why sales is a performance art (and how to perfect your performances)
The secret of asking permission from your client (almost no one does this, and as a result, customers ready to buy walk out empty-handed)
What going from a fast is slow to a slow is fast approach means for better serving your customers (the customer is what comes first, not the products)
A good understanding of the sales process makes salespeople come alive. Quit thinking you know what a customer wants and instead be prepared to serve them—it’s effortless to repeat this once you have it down. Sales is service, and it should become a gift to whoever you’re selling to. Listen today to learn how to revolutionize your processes.
Season 2 Episode - 7 Habits of Highly Effective SALES people
Support The Fire Time Podcast financially Click here to join The Fire Time Network
With a heavy governmental push to reduce our carbon footprint, many individuals believe that a renewably powered grid and electrifying everything is the end-all solution. Yet, the implications of such a shift often are overlooked. For example, what happens when wind and solar can’t generate enough energy to meet demand—is completely removing natural gas from our grid that good of an idea after all?
These questions, along with others, are answered in today’s episode. Tim sits down with Robert Bryce, an Author and Filmmaker who covers all things energy, and is also the host of the refreshing, Power Hungry Podcast. If anyone is an expert on the future of energy, it’s Robert.
In this episode you will learn:
What we as an industry need to know when it comes to gas bans (and how becoming informed will allow us to unite and stand up for the solution)
Why equity and affordability—the most overlooked factors when it comes to electrification—need to be brought up (accounting for lower-income individuals is crucial in understanding the pain points in transitioning to an electrified nation)
How having fuel diversity is more practical and reliable than a solely renewable grid (this will prevent future blackouts similar to that of Texas)
As an industry, we need to stop viewing bans as the reason we close our doors, and instead take responsibility for where we are, and stand up for where we want to go. Listen today to gain valuable insight into the future of energy and the benefits of keeping natural gas around.
This Blizzard Exposes The Perils Of Attempting To ‘Electrify Everything’
Check out The Power Hungry Podcast Power Hungry Podcast: John Harpole - President of Mercator Energy, on the Texas Blackouts and Why Natural Gas is a Strategic Fuel
Visit Robert’s Website
Support The Fire Time Podcast financially Click here to join The Fire Time Network
Your business is like a boat—if all your team members are not paddling in the same direction, you are getting nowhere. Understanding how to have company-wide clarity regarding where you want to go is critical if you want to operate effectively. Today, Tim sits down with Jon Fox of Vital Consulting to outline the Entrepreneurial Operating System (EOS), a framework created by Gino Wickman, designed to help business leaders overcome problems and execute what needs to be done within a business. In this episode you will learn:
The six systems that EOS lines out for running a successful company (this is gold)
How making expectations clear to your team will align them around you like never before (and thin the herd of anyone who shouldn't be there)
Why learning to optimize before you maximize is the key to longevity (this is easier said than done)
Too many businesses go day in and day out operating without any sense direction. As a result, team members are unmotivated, and productivity is limited—but it doesn’t have to be that way. By putting the EOS System to work in your business, you can begin to understand where it is that you want to go and just how to gain traction to get there. Listen today to get moving.
Click here to buy Traction by Gino Wickman Click here to view the EOS Traction Wheel Contact Jon: jon@vitlconsulting.com VITL Consulting Support The Fire Time Podcast financially Click here to join The Fire Time Network
Most businesses will say, “but we've always done it that way”, to avoid making changing that are difficult and scary—especially when it come to replacing analog systems with digital in their business. Failing to take seriously the impact of going digital will cripple your business in the coming years as the market continues to change. Today, Tim sits down with his good friend and business partner, Grant Falco (owner of Falco’s and co-founder of The Fire Time Network), to discuss some basic digital tools that will help a business run more efficiently. In this episode you will learn:
Why you should transfer everything to a digital calendar (you won’t believe how much more efficient this will make your team)
How using Google Drive across your company will allow everyone to be more organized than ever (it’s free and easy to use)
What investing in a Point of Sale (POS) system means for tracking and understanding your inventory (this can grow your bottom line like you've never imagined)
By not going digital, you’re missing out on the ability to track and record—two things that are huge in scaling your business and having more time to do the things you enjoy. Creating digital tools for your business is easier than ever, so why wait? Listen to this episode to become familiar with what tool should come first for your business.
To get ahold of the GoogleSheets CRM that Tim discussed in this episode. Send an email to: tim@itsfiretime.com Click here to check out Canva
Support The Fire Time Podcast financially Click here to join The Fire Time Network
If you're a leader, then you know that growing yourself is the only way to grow other people—and reading is imperative to do just that. In this episode, Tim sits down to share three books he’s read in 2021 that have brought him serious value and changed how he views certain aspects of modern-day business. The three books discussed are:
Beyond Entrepreneurship 2.0 by Jim Collins & Bill Lazier — An updated version of the legendary Jim Collins book that has heavily influenced the business community. A must-read if you have your own business or are looking to start one.
The Four Hour Work Week by Timothy Ferriss — You have a bigger purpose in life, and your business should empower you to live out that purpose. This book is a step-by-step guide to get you the lifestyle you’ve always wanted.
Profit First by Mike Michalowicz — Many businesses don’t know if they’re losing or making money as they rely purely on having money in one checking account. This book suggests a framework for managing your money, so you know exactly how much you’re bringing in at all times.
No one has it all figured out and, the truth is, everyone needs help finding that next step. This episode will help you get the best out of these books so that you can grow your company faster than before. Listen today to learn more.
Support The Fire Time Podcast financially Click here to join The Fire Time Network
In a world where negativity dominates the headlines, remaining positive can be challenging. However most people miss that intentionally surrounding yourself with the right things will allow you to unlock an internal firepower. Today, Tim talks with Phil Connor (CEO | Ignition Laboratories), a regular contributor to The Fire Time Magazine with his powerful “Firepower with Phil Connor” column. In this episode, the primary focus is Phils’s genius PIVOT model, as seen in the most recent publications of the magazine. By the end of this episode you will have learned:
What each letter in the PIVOT acronym stands for and how you can implement it into your own life (this is huge for staying positive when it’s so easy to be negative)
How utilizing The Personal Combustion Triangle can supercharge your personal success (you can learn all of the skills that you need)
Why we as an industry MUST come together and communicate if we want to survive (we need to reconnect with why we sell out products)
Waking up every morning with a negative view of our world won't get you anywhere. Instead, channeling positivity through a lens like Phil’s PIVOT model will allow you to see that there is purpose in what you do. Listen to this episode to learn how you can live a more positive, purposeful life.
Support The Fire Time Podcast financially Click here to join The Fire Time Network
Business owners work too hard to see their company sell for nothing when it's time to retire. Unfortunately, this happens all the time because they don’t take the steps needed to prepare to get ready.
Today, Tim talks with Julie Keyes, the owner of Keyes Strategies and author of Poised for Exit, to discuss the best practices and options for business owners when preparing to sell or step away from their business.
In this episode you will learn:
Why you should practice your exit before it's time (this is the key to maximizing your business legacy).
How, in some cases, not selling your business is the right answer (and you can still step away to enjoy your life).
The pros and cons between an internal and external sale (and how to go about each).
At the end of the day, relying on hope to eventually get out of your business will accomplish nothing. Instead, you can start planning today, create systems that will carry on long after you, and sell your business for the profit you deserve.
Checkout the Business Transition Readiness Course Buy Julie’s Book, Poised for Exit Buy Christopher Snider’s Book, Walking to Destiny Buy John Warrillow’s Book, Built to Sell
Support The Fire Time Podcast financially Click here to join The Fire Time Network
When a challenging conversation has to be had with a customer, salespeople often struggle to be honest out of fear it won’t sit well on the receiving end. As the marketplace rapidly evolves, continuing to skew details to please customers is a practice you must eliminate. Now more than ever is the time for your business to adapt…
In today’s episode, Tim talks with Troy Olsen of Napoleon Fireplace about how the pandemic has caused drastic changes and innovations within our industry. Troy is an industry veteran who has watched so much growth over the past 25 years, making a valuable perspective on our current circumstances.
In this episode you will learn:
Why honesty is the greatest form of intelligence when working with competitors and customers (we need more of this).
How changing your business’s identity to better align with your market conditions is crucial to maximizing success (being stuck in the same practices gets you nowhere).
The ultimate phrasing to deliver a hard message to someone (you are not going to want to miss this).
Although it may be hard to let go of practices that worked for so many years, embracing change within your business is essential in achieving success within our quickly changing industry. Listen today to learn how you can modernize how your business approaches the future.
Support The Fire Time Podcast financially Click here to join The Fire Time Network
When customers walk into a showroom, they aren't looking for the smartest person in the room—they’re looking for someone who will listen. Showing that you care about them and their situation before trying to sell them something is critical to maximizing your business's success.
Today Tim sits down with Peter Parsons, the owner of Tin Man Inc., to discuss how Peter’s passion and excitement for his customers—and products—has made up for other things that can go wrong in a business.
In this episode you will learn:
Why having passion and excitement can give you a leg up and build instant trust (this energy is contagious with customers).
Why you should be giving your employees products for their own homes (this is powerful if you want team members with passion).
How a customer’s entire purchase is based on emotions first (and practicality second).
Don't let years of service drain the passion that you have for your business—your team will follow the example you set. As you pave the way, and create opportunities for team members to stoke their own passion (like installing the products that they sell in their own homes) you'll find that they are able to create an amazing customer experience. This experience will win in the market because it is based on experiential knowledge—and not a manufacturer's brochure. This episode will help you remember what you first loved about the industry and how it can be passed on to others.
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If one of your best salespeople requested time off in the middle of peak season, would you give it to them? Often, this vacation time is not granted, and your salesperson is bummed out over peak season. Your business shouldn’t be run this way. Having flexibility with your team members is key to having a team that is filled with drive and passion.
In today’s episode, Tim sits down with Jenna Guldin of Salter’s Fireplace & Outdoor Living. Much like Tim, Jenna is of the younger millennial generation, making her a great guest to discuss things that matter in the workplace today.
In this episode you will learn:
Why putting team members in positions where they can utilize their strengths is crucial to them staying with your company (you don’t want your team to not enjoy what they do).
How getting rid of team member that doesn't fit can't be put off (this affects your business much more than you think).
What to understand when deciding to hire a millennial (they are not as bad as you think—but they are different).
Taking time to make sure your team members are in the right seats on the bus is something that every leader needs to do regularly. Team members are not numbers, and all have their strengths that should be utilized. Listen today to learn how you can become the leader of a team that loves what they do, and goes to the wall for your company over and over again.
Click to purchase Good to Great by Jim Collins
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On a global scale, many governments are implementing new bans preventing combustion fireplaces from being installed in new homes. With this on the radar, business owners in our industry are naturally worried about the future of their companies. This doesn’t have to be the case—if you're willing to take on electric fireplaces.
In today’s episode, Tim sits down with Justin Sundset of Dimplex, to discuss his take on our industry’s future. Justin acknowledges an inherent bias that many industry professionals have against electric fireplaces—none of which are based on the facts.
In this episode you will learn:
How the market for electric fireplaces is bigger than all combustion fireplaces combined (you are missing out on customers by ignoring this).
What your storefront offers that the internet does not (and how this makes selling electric fireplaces easier).
Why not having electric fireplaces on display pushes your customers to go check out competitors (they hardly take up any space—there is no reason not to).
Viewing electric as another facet of your business—rather than a replacement for combustion models—will benefit you in more ways than not. Preparing for a future where combustion fireplaces are thin and few might sound like an unappealing challenging task, however, adding electric to your arsenal is easier than you think. If you've been struggling on how to attack electric fireplaces in your market, listen today.
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When something goes wrong on an installation it is common for salespeople to become afraid of the customer and hide. With this approach, the customer has every right to be frustrated with you. Instead, you can be proactive and keep them in the loop (in real-time)—which can save the job and your relationship with the customer.
In today’s episode, Tim sits down with Sam O’Donnell of Fireside Home Solutions to finish discussing Sam’s five principles to simplify the customer buying experience.
In this episode you will learn:
How committed customers coming into your showroom are more serious than you think (and how easy you can make it for them to buy).
Why a salesperson needs to follow up with customers at least seven times (and why customers don't think it's annoying).
How you can sell 50% more than you did in the previous year without spending a dime (it only takes a little bit of your time, but makes a huge difference).
Understanding how to simplify your customers' buying experience will not only make them more likely to buy, but also make your life easier. Taking the extra effort to keep your customers on track throughout the entire sales process is rare in our industry. Listen to this episode to win more sales and serve your customers better than anyone else.
Click to listen to the Adam Cribb Episode (this episode is all about follow-up).
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Most salespeople think that, in order to be a genius on the floor, they need to know all the technical information about their products. However, the majority of customers really could care less—you are selling a lifestyle not a brochure.
Today, Tim sits down with Sam O’Donnell, a retail associate for Fireside Home Solutions. Sam is a wizard when it comes to the sales process—going from no experience to one of the best salespeople Tim has come across in a matter of 15 months! In this discussion, Sam outlines his article in the March edition of The Fire Time Magazine surrounding five principles that he has found to be successful in simplifying his customers’ buying experience.
In this episode you will learn:
The easy secret to having a consistent sales process that sells (if you don’t have one you will lose).
Why speaking with lots of big words will scare off customers (and how you should be communicating instead).
The reason why providing a quote as fast as possible is essential to capturing the sale (in today's world, this is simply the cost of doing business).
Remember, customers are not experts on your products like you and your team are—so keep it simple. We are fortunate to be in an industry with complex products that have historically protected us from disruption. But these products are also, unfortunately, very hard to buy. Understanding how to make the sales process as simple as possible for your customers is key to maximizing your sales. Listen today to learn how.
Support The Fire Time Podcast financially Click here to join The Fire Time Network
Trying to help your customers is the goal of every business. Accomplishing this objective often entails taking on as many opportunities as possible. Initially, this might be the right move, but over time, this can cripple your business. The truth is that when time and resources and limited a business owner needs to focus on their true customer—and not every customer.
In today’s episode, Tim sits down with Fire Time Magazine contributor, Ryann Blake, the owner of Chimney Techniques. Ryann discusses some of her unique strategies and contributions that have modernized the family business since she took it over.
In this episode you will learn:
How becoming more specialized in what your business offers will save you time and make you more money (efficiency is the name of the game).
What the future of customer service looks like (and what you need to do now to keep up).
Why hiring a photographer is extremely important if you want to attract customers (this will make your business HUMAN).
Not doing everything for everybody might be a hard switch to make. But by learning to say no, you and your team can actually serve your customers better—and be more profitable as well. Listen today to find out how you can transform your business to become more sustainable and successful.
Chimney Techniques Photography: Working with clients in the showroom Happy people enjoying the products we sell Cinder (the store mascot)
Last time Ryann was on the show: The Fire Time Podcast - Episode #53 - Fighting a Culture of Burnout
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Is your business successful, but you’re not happy? This is often the case because business owners will work themselves to death and push their team without any cohesive direction. It doesn’t have to be this way—this episode will help you understand the secrets to running a successful business where you are running it from above and being dragged along behind.
To initiate season six, and introduce The Fire Time Magazine, we have chosen to sit down and interview some of the magazine's incredible contributors. Today, Tim talks with Brion Barnhill, the owner of Barnhill Chimney and Barnhill Chimney Supply. Brion began his career in an interesting way, but has quickly evolved to the point of operating a business grossing over four million dollars per year. This rapid growth has come with some of the typical issues business owners run into as they scale. However, how Brion has chosen to handle these challenges is something we can all learn from.
In this episode you will learn:
Why hiring people who compensate for your weaknesses is better than trying to do everything yourself (this will make you money and save you time).
Why taking the time to create an organizational chart—showing the role of each team member—is essential for success (you’re likely to fail without it).
How switching to a four-day workweek can change how your company operates forever (the benefits are outstanding).
Stop waking up every morning sleep-deprived and not wanting to go to work. You too, can take control of your business by accepting your strengths and going all-in on them. Listen today to find out how.
Checkout Barnhill Chimney Supply Pick up your own copy of Traction
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Everyone knows that this year has been crazy for businesses in the hearth industry. That's why we are back with the final episode of this season to answer all of the questions that have been coming in over the last few months. This episode will answer:
What is the best way to track door swings? (This is something that everyone needs to be doing).
What makes a good website in our industry? (Hint, it's not about how the website looks).
How can you make sure that next year's season is smoother than this one? (It all starts with deciding to invest back into your business).
At the end of the day, there is more to life than money, but without money, your business (and your life) may not have enough fuel to get to the destination. We know that the answers in this episode can help you fill your tank back up so that there is an abundance to share with those around you. Please take 30 seconds to give us feedback on this season: itsfiretime.com/survey To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime Click here to join The Fire Time Network
Having the ability to switch relationships from personal to professional without friction is a dream of many business owners. So many people will tell you to never go into business with family or friends -- but is that really true? In today's episode, Tim sits down with Colleen Kittridge (Travis Industries Pacific Northwest Sales Rep) to discuss how she took over her father's position and what different systems have been put into place resulting from this shift in generations. In this episode, you will learn:
How to get respect from people that view you as a kid (and how you can use your age to your advantage)
Where the difference between millennials and industry veterans lies (along with what it means for the future)
Why working with family and friends doesn't have to be off-limits (too often a common misconception)
Don't go into tomorrow being afraid of/or being a millennial. Instead, build a better functioning team by embracing the next generation's ideas and building relationships that strictly aren't just centered around business. To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime Click here to join The Fire Time Network
Most dealers across the country think that having a solid sales team is the only key to selling. But often, these same dealers overlook the importance of having a well-thought-out showroom floor and a holistic customer experience. Investing time into both, training your team, and upgrading your showroom is the true key to successful selling. In today's episode, Tim sits down with two competing sales reps: Scott Ramspott (Kozy Heat) and Nathan Lammers (Mendota) to talk about the best practices they witness in showrooms that they cover in their territory. In this episode you will learn:
Why showroom displays need to be in perfect shape—always (the little things make a big difference)
How upgrading the interior of your showroom will drastically improve your customer's experience (it doesn't take as much effort as you think)
What building a network of other dealers can do for your business (learning from other people's mistakes is a game-changer)
Don't continue losing sales because your showroom scares away customers. Instead, create an experience that makes people comfortable by cleaning things up and making it easy for them to purchase. To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime Click here to join The Fire Time Network
Most business owners aren't thinking about getting their company ready to sell until it's too late. What they miss is that preparing now helps you run a better business, in general, plus it protects you the event that things suddenly change. In today's episode, Tim sits down with Dick Hoffman (Former Retailer & Chairman of the HPBA Board) to talk about his journey of selling the business that he started decades earlier and why he has chosen to remain active in the industry during his retirement. In today's episode you will learn:
How to build your business so that it is ready to sell (it really isn't that hard, it just takes effort).
Why putting systems and processes in place is key if you want to prepare for tomorrow (this is the difference between thinking long term and short term in your business).
What the process of buying and selling a business entails (and how you can navigate it).
Selling your business may be on your radar now, but things change quickly—and you always want to be ready. Taking these steps today will help you make more money right now as well as have a better company tomorrow. Resources mentioned in this episode: The Fire Time Magazine - http://www.thefiretimemagazine.com or http://www.itsfiretime.com/app HPBA Retailer Tool Kit - https://www.hpba.org/retailer-toolkit Sunbelt Business Brokers - https://www.sunbeltnetwork.com To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime Click here to join The Fire Time Network
Most companies today want to get there quick when, in actuality, they need to slow down and make an investment in real relationships with their customers. In today's episode, Tim talks with Malcolm & Zack Fischer (Owner & VP of Sales at Compact Appliances Limited) to discuss their unique market in Atlantic Canada—and what the rest of the industry needs to understand about it. In today's episode you will learn:
What operating with a prosperity mindset means for your relationships (and why we should all make it a goal)
How getting to a place where you can work smarter first requires you to work harder (huge for generational shifts)
Why prioritizing relationships first will change the way you do business (this is class SLOW-IS-FAST)
Don't make the mistake of building your business fast and shallow—it's not going to last. Instead, grow slow and methodically, treating people the right way and become a force in the market that's impossible to move. To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime Click here to join The Fire Time Network
Owners and Managers across the country have a hard time leading their companies because they don't spend any of their effort on leading themselves. In today's episode, Tim sits down to discuss the rhythms he has created to help him be effective at what he does and lead a full life at the same time. Creating a consistent rhythm is essential to becoming a leader that acts intentionally. You can do that by building a framework that helps you focus on the things that matter every single day. In today's episode you'll learn:
How to plan your week out every single week (and why this will fundamentally change your productivity).
How to create a daily rhythm that filters what's important from what's not (anyone is able to do it).
How to take back your schedule with a weekly time map (it sounds impossible, but this is a game-changer).
Don't go another day spinning the hamster wheel. Instead, take charge of your business' productivity by learning how to effectively lead yourself. To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime Click here to join The Fire Time Network
Everyday leaders are trying to change their business' momentum because they feel like they're stuck in a rut. Changing the pace of a business to operate proactively isn't difficult, it just takes a commitment. In today's episode, Tim sits down with Kevin Obee (General Manager of Fireplaces & Lighting at Benson Stone) to breakdown the culture of meetings he has implemented within his workspace to transform his business. By the end of this episode you will learn:
How having a cadence of meetings can solve problems permanently (versus always making the same mistakes)
Why meetings allow you and your team to escape the noise and think critically (no more stressful decisions)
How having regular meetings helps you share the load like you never imagined (this the foundation of building a business bigger than yourself)
Don't continue stubbing your toes on the same problems. Instead, implement regular meetings into your workspace and solve problems permanently today. To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime Click here to join The Fire Time Network
How do you know if you're successful or not? Too many business owners base everything entirely off of feel when there is much more to the equation. In today's episode, Tim sits down with Grant Falco (Owner, Falco's Spokane) to break down what a business scoreboard consists of, and why it is an essential element for any leader looking to run a better business and generate more revenue. This episode is going to teach you:
How getting your quote percentage from 20% to 80% will redefine how you go about doing business (this is huge)
Why being transparent about revenue and preformance with your team will make them much more dedicated towards your success (after all they are your team right?)
How building a business scoreboard will allow you to identify issues and prevent them permanently (like a true leader should)
Don't go another day with a business that's out of control when the answer is right in front of you. Invest the time to build a scoreboard and watch things turn around. To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime Click here to join The Fire Time Network
What is it that makes a good sales rep? Product knowledge? Communication skills? Responsiveness? The truth is that all of these things are needed, but only a few reps have mastered them. In today's episode, we sit down to discuss the value that a good sales rep brings to the table with Art Ratcliffe (Mendota Hearth Products). Art is one of the best in the game and his value to customers is legendary. This episode will teach you:
Why value doesn't exist unless you communicate it (this is something that many salespeople miss)
What successful sales reps such as Art do on a day to day basis (and why that rhythm matters)
Why the sales team is more important than the owner if you are a sales rep (seriously, way more important) This episode is going to help you (a) understand what to expect out of the sales reps that call on you, and (b), help you build a framework to serve customers even better than before. To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime Click here to join The Fire Time Network
Anyone involved with new construction work has been seeing incidence rates (the % of fireplaces being installed into new construction homes) free fall over the past 10 years—and if you haven't then you've been living under a rock. In today's episode, Tim sits down with Tim Rethlake & Jeni Forman of HHT to discuss possible ways to stop the bleeding and grow Incidence Rate back to where it has been historically. This episode is going to teach you:
Why builders haven't upgraded to the fireplaces buyers want to see (and how you can push them to)
Why we need to start looking at our industry differently if we want to see things change
How the hearth industry can come together as a whole and face the banning of natural gas in new construction (it's going to take everyone to do this)
Don't continue watching the incidence rate drop (and your profits along with it). Rather, grow your sales and impact with builders by helping them spec what's right for their client. To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime Join The Fire Time Network at: http://www.thefiretimenetwork.com
Everyone wants to be part of something that matters, but most people don't have the endurance to get there. The truth is that creating a legacy is something that takes laser-like focus day in and day out at the goal at hand. In today's episode, Tim joins Nick Bauer (the owner of Empire Comfort) to discuss what it is like to be a family member in a legacy business, along with what goes into acquiring other businesses (Empire recently acquired Primo Ceramic Grills). By the end of this episode you should be able to walk away with knowledge on the following: What it's like being apart of a legacy business (and how to set up the next generation for success) All the moving parts that go into a business acquisition (and why growth has to be controlled) If you want to be in charge of everything you have to be willing to not be in charge of anything (more business owners need to know this) Stop ignoring the shift occurring in your industry today, and start looking at possible opportunities to increase your business's long-term stability. Business acquisitions tend to scare off many owners, but little do they know if they play their cards right acquiring another business could drastically increase their performance. To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime Click here to join The Fire Time Network
Many businesses today exist for themselves when in reality they need to be operating for the sake of others. In today's episode, we examine the major benefits of what happens when you begin using your strengths not for yourself, but rather for service. A weekly Zoom Call Community focusing on generosity, gratitude, and growth was a silly thought Alex Judd had one night when the effects of COVID-19 were just starting to be visible in the day to day. We sat down with Alex (the former host of Dave Ramsey's Entreleadership Podcast) to discuss how much this 'silly' idea has swiftly turned into his new business. In this episode, you will gain value in the form of: Learning how strength is ultimately for service (and how this core value can drastically improve your life) Understanding how your habits are a crystal ball to your future self (and how to to change that if you don't like what you see) Destroying the lie that walking around with a big to-do list is a badge of honor (it's actually crippling your potential)
Don't continue living the life you weren't meant to live. Learn to work on your internal strength, and then use it to serve others today! Watch the full-length uncut video version of this podcast: https://youtu.be/g6qw-gH88hs To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime Click here to join The Fire Time Network
Many businesses today can't tell you if they're making money or losing it every month. Not tracking your business expenses and revenue line-by-line will never allow you to get ahead—and it always results in getting dragged by your business instead of driving it. In today's episode, Taylor and Zack Estes (Owners, Barncat Financial) lay out the basics of what your business needs to understand about finance in order to win. In this episode you will learn: Debt makes you drive faster, but it does not make you drive better. Many people have the notion that business is a race against competitors, when in actuality you should be prioritizing your efforts on how you can best serve your customers in the most profitable way possible. If you don't allow debt to be an option, you will learn much faster (more people need to know this!) Treating your business as if you are always looking to sell it is a great practice (Avoiding as many taxes as possible may not be the best route after all...) Don't continue blindly steering your business in an uncertain direction. Get on top of where you're going today by creating a dashboard outlining everything you need to know in terms of finance! To support The Fire Time Podcast financially, check out our Patreon site. Click here to join the Fire Time Network.
With COVID-19 taking its toll on business owners of all sizes it is interesting to look at what allows some companies to continue to thrive while others have begun to nosedive. Being prepared for the worst sounds like something that every business owner would take as a given, but after further examination, most people still miss it... In today's episode - recorded prior to COVID-19 - Henry Hall (President, Skytech Control Systems) talks all things economics. As part of the executive committee at HPBA along with having an extensive background in business, Henry explains the basics of what you need to understand about economics today. This starts with making sure that you are fully supporting every person under your companies umbrella —if you want to build a team that can handle the worst. Tim reflects on this episode at the end by explaining how he was able to leave his job about mid-way through 2020—even with the uncertainty of the economy with COVID-19—because he has applied many of the principles discussed today with Henry to his own life allowing for stability in all of this uncertainty. If there is one thing we want you to walk away from this episode it is: "What do I need to do to be prepared?" Buckle up as Henry and Tim discuss everything you need to know to answer this very question! To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime Click here to join The Fire Time Network
When a customer makes the effort to make it all the way to your showroom floor, you better understand why they are standing in front of you. Understanding the customer's intentions without bias, and then finding a polite way to eventually ask for the sale is the key that so many salespeople are missing out on. When selling fireplaces, BTU's aren't everything—the experience the product will deliver to the customer is. In today's episode - the debut of Season 5 - we sit down with Bill Lentz, the author of The Art of Sales (a series of articles that was very influential in shaping how Tim has gone about his career in the hearth industry). We are not trying to make the customer a fireplace salesperson, we are trying to show them how it could make their lives better is a big takeaway listeners will gain from this episode. The content matter discussed can be applied to all aspects of life beyond the showroom floor! Not being afraid of being assertive and asking the customer for the sale is a daunting task at first, and it will sometimes result in failure. However, getting knocked down is key to finding your true self, and not being afraid of posing more inquisitive questions toward customers down the road. Click here to read "The Art of Sales" & "The Heart of Sales" by Bill Lentz. To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime Click here to join The Fire Time Network
Every season of this podcast wraps with a Q & A episode—and this is no different! In today's conversation, Tim Reed and Grant Falco (Falco's | Spokane, WA) sit down to answer questions like: How do you actually execute on the information you learn in a podcast? What is the best way to spend my time if not all of my accounts want to get better? Should a salesperson be a project manager or is that a role for a different team member? Don't miss this season finale episode!
Most hearth companies today are drowning in the rising costs of advertising with no one to help them. No matter what you do, you can’t seem to get the results that you want while, all the while, advertisement costs continue to skyrocket. In today's episode, we close our series on the eight departments of a winning hearth business by talking with Grant Falco (Owner, Falco's) about marketing. The truth is that marketing should be a faucet to your customers that you control, not a blackhole that your dollars go into never to be seen again. If this sounds like the world you’ve been living in then this episode could change the trajectory of your business. In this conversation, learn:
The difference between Branding and Marketing (and why it matters)
Why most companies miss the boat when it comes to their message (this is a big deal)
A real-life case study that saved thousands in marketing costs (and doubled sales at the same time)
Don’t go another day flushing away your hard earned dollars because you don’t have a marketing strategy in place. Rather, take control of your marketing, create a message that’s compelling to your customers, and grow your company like never before. Falco's #SpokaneRises Video: https://youtu.be/o2RnZShihoY To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime Click here to join The Fire Time Network
Every retailer in our industry is looking for ways to grow sales. While it can be useful to think about marketing spends and sales initiatives, improving your showroom is low hanging fruit that offers a huge payoff. In today's conversation, we sit down with Grant Falco (Owner, Falco's) to talk about what a showroom needs to have in order to succeed. Don't miss this! Most showrooms in our industry are setting customers up for indecision and confusion. This conversation will cover:
Why investing in your showroom is a top priority for any business (even if you don't think it needs it)
What your daily checklist needs to look like in order to keep things on point (and who's responsibility it is)
How your fireplaces should be arranged to make it easy for customers to buy from you (this is a game changer)
Taking your showroom to the next level will set you apart from everyone else and help your customers feel secure buying from you. It can seem intimidating, but like anything, consistent effort over time will move the needle. To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime Click here to join The Fire Time Network
Want to know the secret to running a smooth business? Have a great support staff! Many business owners today are running around with a fire extinguisher looking for the next blaze to put out rather than working on the things needed to grow the business. Building up your Support Staff is the key to streamlining your systems and processes and allowing leaders to get above the fray and see what's really going on. In today's conversation, we sit down with Grant Falco (Owner, Falco's) to iron out exactly what's needed to create a top tier support staff. In this conversation learn: How the support staff is critical to getting a handle on what's going on in your business What kinds of metrics you need the support staff to collect for you on a weekly basis Why it's worth it to invest in a non-revenue generating department Don't miss this conversation... Understanding how to structure your support staff is what helps build a business that you can steer—instead of being dragged behind. To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime Click here to join The Fire Time Network
Everyone is looking for an edge today, but the truth is that many retailers in our industry are running so fast that the little things (that make them money) are being left behind. In today's episode, we address department number 4 (of 8) on your route to building a winning hearth company: Grounds & Warehouse. Now, most business leaders don't think of Grounds & Warehouse as a department in their company (alongside of Sales and Marketing), but they couldn't be more wrong. We sat down with Grant Falco (Falco's | Spokane, WA) to lay out a roadmap to turn this into a major profit center. In this conversation:
Learn how to create a "grounds list" that buys back your time (and grows accountability)
Understand why making a utility hire is a necessity for every business (most people miss it)
Learn a simple framework for warehouse organization that will revolutionize your inventory process (and save you a ton of money)
Stop losing on the first impression with your customers! Taking advantage of this system will set you up to win longterm and run a business with way less stress longterm. To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime Click here to join The Fire Time Network
If you're looking to grow your business in the midst of the COVID-19 crisis, you've got to be taking service seriously. For many companies, service is a necessary evil that they offer with gritted teeth (because they feel that they have to), while for others, it's a profit center that leads to repeat business and customers for life. What's the difference? Intentionality. In today's conversation, we sit down with Grant Falco (Falco's | Spokane, WA) to dive deep on what it takes to grow a winning service department. In this episode: Understand why many companies fail when it comes to running a service department Learn the first three metrics to track on your service scoreboard Settle the debate on charging per hour or flat rate Don't sleep on this conversation—now more than ever service is what will keep businesses afloat in the coming months. You can transform your service calls from nails on a chalkboard to marketing that pays you by putting these principles in place. To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime Click here to join The Fire Time Network
Companies in our industry are losing money every day because of second trips and call backs on installations. You know it shouldn’t be this hard, but it seems to happen over and over again. In today's episode, we sat down with Grant Falco (Owner, Falco's) to discuss what it takes to build out an installation department that takes your company to the next level. If this sounds like your world then this conversation could change everything. In this episode: Learn to set up the processes that your business needs to eliminate wasted return trips on installations Understand how to grow a culture of accountability with your team that is bigger than any one person Learn how to structure regular meetings so no job falls through the cracks Stop bleeding money with return trip after return trip, rather, take control of your team, raise the quality of your work, blow your customer’s expectations out of the water, and make a ton of money along the way. To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime Click here to join The Fire Time Network
In today's market it's absolutely critical that you have an effective sales team. The problem is that most companies don't provide their team the tools needed to succeed and, as a result, the team stays "busy" doing things that aren't relevant to their job (which is selling). In today's conversation, we sit down with Grant Falco (Owner, Falco's | Spokane, WA) to talk about the tools that every leader needs to provide their sales team in order for them to win. In this conversation: Learn why creating a sales process helps a team member sell more than ever before Understand how to keep a team focused on their best opportunities with a weekly game plan Learn to master a cadence of regular meetings that keep your team fixed on the prize The success of your sales team should never be left to the whims of someone's natural skillset. Instead, providing structure for a team to thrive within will unlock potential in your team members that you never knew was there and empower them to get the results that they have always wanted. To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime
Everyone is looking to build a winning business, but the question is where do you start? Over the next eight episodes of the podcast, Tim Reed and Grant Falco will outline how to build out the departments necessary to running a winning hearth company—and the first department is Leadership. Most companies fail when it comes to motivating their team members because they don't have an effective leadership model for their business. In this conversation:
Understand how setting goals is the foundation of leadership in any company (and why your team needs to know them as well)
Learn how to communicate with your team effectively (to keep them engaged and inspired)
Understand why building team scoreboards is absolutely critical (this will keep your team aligned like nothing else )
Stop running your company on auto-pilot! Now, more than ever, your team members need leaders to follow. Putting this content to use is the start of building an incredible business that leads the way during a time of crisis. To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime
If you've been in the fireplace business for any amount of time, then the name Tom Pugh (1952-2012) should mean something to you... He's the man who invented the clean face fireplace, created HPBA's Government Affairs Academy in Washington, D.C., and helped hearth dealers across the country grow profitably with his playbook: "Blueprint for Success". Tom was someone who could see further down the road than anyone else at the time. He was relentless about understanding what needed to be done and taking action when no one else wanted to rock the boat—something that our entire industry owes him a debt of gratitude for. In today's episode, we sit down with Bill Lentz (Owner & President, Pugh & Associates) to get an insider's perspective on Tom Pugh's life and legacy. This conversation will: Reveal the motivation behind Tom's relentless work ethic Explain how he saw things differently than anyone else at the time Expose what we all need to be thinking about in the midst of today's disruption Don't miss this opportunity to learn about a legend in our industry from a legend in our industry. Instead, get the confidence you need to do what needs to be done and live into the legacy that Tom Pugh started all those years ago. To support the podcast financially, check out our patreon site: https://www.patreon.com/itsfiretime
When COVID-19 hit, it left everyone reeling. For those of us who went to the HPBExpo in New Orleans, we came home to a whole different world. Every business leader was forced to face the fear of disruption that was forced on them, as the dynamics of their business changed overnight, and find new opportunity. In today's episode, we sat down with Casey Harvey (Director of Sales, Ray Murray) to discuss how he reacted and was able to pivot in the midst of disruption to reach his customers in new ways. Don't miss the wisdom in this conversation and be a business that operates out of short-sighted panic. Rather, face fear head on, and be proactive to grow your company both now and in the future. Falco's COVID-19 Community Response Video: https://youtu.be/o2RnZShihoY Share on social media with the hashtag #SpokaneRises To support the podcast financially, check out our patreon site: https://www.patreon.com/itsfiretime
In light of the COVID-19 crisis, everyone has been flooded with Zoom calls and webinars like never before. Many of them have a speaker stumbling over the technology while their audience is distracted by other things on their computer. Whether you've been the stumbling speaker or the distracted audience, today's conversation is for you. We sat down with Ryan Borawski (Digital Sales Trainer for Liberty Mutual) to talk about how to nail your digital meetings and make a true connection with the people on the other side of the screen. Don't make the mistake of thinking that a Zoom call is the same as regular phone call, or a webinar isn't any different than speaking live—or you'll be sunk. Instead, put these tips into practice to connect with your audience, stand apart from the competition and ultimately make the sale. Click here to connect with Ryan on LinkedIn Click here to follow Ryan on Instagram Click here to listen to the Ryse with Ryan Podcast To support the podcast financially, check out our patreon site: https://www.patreon.com/itsfiretime
Our industry is at a turning point. All over the country, aging business owners are beginning to think about an exit strategy and wondering if it's too late. In today's conversation, we sit down with Daniel Hammer and Mike Duval (Owner and former Owner | Sutter Home & Hearth, Seattle, WA) to talk about how to transition a business from one generation to the next. In this conversation: Learn when it is that you should be getting your business ready to sell Understand what to look for in a buyer Get insight the documents and conversations that need to happen for a sale to take place Don't get left behind with a business that's not sellable because you waited too long! Take advantage of the wisdom in this conversation so that you can sell your business, retire comfortably, and watch the legacy you created be passed down to the next generation. To support the podcast financially, check out our patreon site: https://www.patreon.com/itsfiretime
As the crisis rages, everyone is looking for a way to get ahead and the truth is that it's easier to do together. In today's episode, we sit down with Dominique Pagé (Owner, United Buyer's Group) to hear about how two dealers getting worked over by a manufacturer a few years ago was leveraged into a network of hundreds of businesses that combine their buying power—so no one is left in that situation ever again. In many ways, our industry has been built with a tight-fisted mentality of protecting what's ours and never sharing secrets. The problem is that a mentality like that means we have to re-invent the wheel every time we encounter something new. The truth is that what got us here won't get us where we need to go. It's only by joining forces and sharing best practices that we have a chance to maximize our potential.
This week, we sat down with world famous architect Wayne Visbeen (Principle, Visbeen Architects) to discuss how an understanding of architecture can help your retail space stand out from every body else. Wayne uses a "live design" process that creates an amazing customer experience and forges and instant connection between him and his clients. He's designed retail spaces all over the world for companies like Target, Banana Republic and even Martha Stewart. Don't miss his attention to focus and clarity when it comes to a retail space—this can make all the difference in the world with your customers. Don't miss this video of Wayne's live design process: https://vimeo.com/138230559 To help support The Fire Time Podcast financially, check out https://www.patreon.com/itsfiretime
Even before the COVID-19 crisis, our industry was fighting a culture of burnout... Phone calls are always coming in, emails never stop, and customer expectations are higher than they've ever been. Combine that with the guilt of seeing people who "hustle" on social media and it's easy to feel totally spent. In today's conversation, Tim Reed sits down with Ryann Blake (Owner of Chimney Techniques) to talk about how to fight burnout for yourself and your team members in today's culture. In this conversation, you'll learn:
How to set up boundaries for yourself to protect against burnout (this is something that everyone needs to do)
What you need to be pouring into your team for them to stay engaged (it's easy to put this off if you're not careful)
Why it's more important than ever to find community to support you (most people that flame out miss this)
Don't go another day thinking that pushing harder will solve your problems. Rather, build a framework that gives you life, set your team members up to win, and create a business thats a joy to come to every day. To support the podcast financially, check out our patreon site: https://www.patreon.com/itsfiretime
If you want your sales team to simplify their process so they can connect better with their customers, then you have to listen to this conversation! In today's episode, Tim Reed sits down with acclaimed author and keynote speaker (Bridget Brennan, CEO of The Female Factor and author of "Winning Her Business") to talk about connecting with today's female consumer and building a sales process based on simplicity, clarity, and understanding. In this conversation, you'll learn:
The four motivators that a woman needs from your company in order to buy (you don't want to miss any of these)
Why there's no such thing as a "tire-kicker" in today's market (customers are way more serious than you think)
Why making is easy to buy from you is the foundation to winning her business (this is more important than ever)
Don't write this conversation off if your company mostly sells to men, because even if it for them, women have the veto vote on any major purchase. If you put these ideas into practice, your business can create an amazing customer experience and a tidal wive of referrals that you can ride for years to come. To support the podcast financially, check out our patreon site: https://www.patreon.com/itsfiretime
In part 1 of our conversation with Craig Newby (Owner, Associated Energy Systems) and David Rosvold (Owner, NW Stoves), we laid out the basics of how a sales rep can deliver value to their customers. In part two, we bring the conversation home with tangible things you can do to move the needle with our clients. In this conversation:
Learn how good reps make a plan for their customers (and their customers follow it)
Discover how most reps don't understand the problems of their customers (you don't want to fall unto this trap)
Understand how to grow unquestioned loyalty from your customers (most reps think they have this and they don't)
Everyone has a lot of downtime during this COVID-19 crisis so don't waste it by sitting around! You can put the principles in this episode to use right away and make your customers more loyal than ever by helping them win during this unprecedented time. To support the podcast financially, check out our patreon site: https://www.patreon.com/itsfiretime
In the midst of the COVID-19 crisis, every sales rep is wondering how they can give value to their customers. In today's conversation, we flipped the tables so that Craig Newby (Owner, Associated Energy Systems) and David Rosvold (NW Stoves) could grill Tim Reed about what makes a sales rep valuable to a retail business. In this conversation:
Learn why sales reps have to make an appointment every time with their customers (even if they're already friends with them)
Discover what most sales reps don't understand about their customers (but they think they do)
Understand what retailers are looking for their sales reps to do for them (most reps miss this)
If you're stuck at home, brainstorm this conversation and what it would look like for you to put into practice. Don't be a "Typical Sales Rep", selling a PO and then getting out of town, rather, become a trusted advisor to your customers and sell more than you ever thought possible. To support the podcast financially, check out our patreon site: https://www.patreon.com/itsfiretime
Most of our industry is made up of family businesses—which can be both a blessing and a curse. In this episode, Tim Reed sat down at the HPBExpo with Stephen Schroeter (co-CEO, Napoleon) and Grant Falco (Owner, Falco’s) for a live conversation about the dynamics of family business in today’s market. This conversation will cover: The similarities of family business regardless of the size of your company What kinds of boundaries should be set up to protect your family from being run over by the business How to harness the relationships within your family to take your business where it’s never gone before Don’t miss the wisdom in this conversation... Family businesses are tough, but, if you apply these principles and apply them, you can see results like never before. To support the podcast, check out our page on Patreon: https://www.patreon.com/itsfiretime
The HPBExpo is just around the corner and it's going to be amazing! In today's bonus episode, Jerry Isenhour (President, CVC Success Group) sits down to talk about his education sessions at the trade show. This conversation will help you: Learn why selling high end outdoor living is a must (and a huge profit center) for every fireplace retailer Understand where the weak points are in the big box store model of grill sales Discover how to build a training center in your business to grow and retain top talent Don't miss this the end of this conversation where we let you know what to expect in Season 4 of the podcast which will debut with a live episode on Friday, March 13th at the HPBExpo!
In the finale to Season 3 of the Fire Time Podcast we hosted a Q & A session live on Instagram and it didn't disappoint! These episodes are amazing because they give us a chance to get extremely specific into the context and situation of your unique business. In this conversation we answer: How do you scale a Service & Installation department to ramp up in-season and survive when it's slower? What do you do when you are in a business where ownership and management are competing with the salespeople? How do you build a compensation plan for salespeople when you've never paid on performance before? The truth is that it is only business leaders who have humility to ask questions like this that have the potential to take their business to the next level.
We are standing on the edge of a precipice looking around at the disruption that's happening in nearly every other sphere of business. Understanding this, we can either continue to stay segmented and blindly hold onto what has worked in the past or we can come together to figure out this new landscape of business together. In today's episode, I sit down with Pete Schoenfeld (Senior VP, Fireplace Warehouse of Denver, CO) to have an honest conversation about the state of our industry and what we need to be thinking about as we look toward the future. In this conversation:
Understand why building relationships with competitors will help serve your company (this is something that many people don't take advantage of)
Learn who is to blame for the EPA 2020 lack of sell through (it may not be who you think it is)
Understand how to get involved in protecting our industry and moving it forward (this is something that every business should do)
Don't miss out on the opportunity to hear this authentic and honest conversation about the state of our industry right now—and what you need to be thinking about for the future! Show Notes:
Click here to find your HPBA Affiliate group (and send them an email to get involved). Join us on March 11th for the first ever Fire Time Podcast Meet-Up at HPBExpo in New Orleans! Here are the details: Date: Wednesday, March 11thTime: 5pm – 6pmLocation: Public Belt (2nd Floor of Hilton Riverside)2 Poydras St, New Orleans, LA 70130 Click here to RSVP!
Most companies go to the HPBExpo every year because "it's what we've always done", but they don't attack it with intention and focus. The result is that they spends thousands of dollars to wander around or aimlessly show products during the day so they can go out and party at night. The truth is that's not how you win a trade show. In today's episode, I walk you through each day of the HPBExpo coming up in 2020 and give you an agenda that's guaranteed to win. In this episode you'll learn: What courses you have to be in if you want to move the needle in your business How to organize your time on the trade show floor to get results Exactly what to do to put things into action when you get home Don't make the mistake of going through the motions for another trade show—stand out from the noise by attacking this year with focus and intentionality... Your business (and your wallet) will thank you for it. Show Notes: There is going to be a Fire Time Podcast meet up on Wednesday, March 11th from 5pm-6pm at Public Belt (in the 2nd floor of the Riverside Hilton in New Orleans). If you are interested in coming, please send an email to tim@itsfiretime.com to RSVP. To receive a copy of my 2020 HPBExpo Agenda make sure to email tim@itsfiretime.com.
As the digital age is coming into full focus, brick and mortar businesses everywhere are trying to figure out how to stay relevant. While some traditional retailers have been swept away like the dinosaurs, many have stood firm and even gained ground by rethinking their value proposition for their customers. In today's episode, I sit down with Elyse Rethlake (Fireside Hearth & Home, daughter of the legendary Tim Rethlake) to talk about what brick and mortar businesses can do to take advantage of the moment we are in right now (as well as prepare for the future). In this episode you'll learn:
Why most companies have things backwards when they think about the "retail experience" of a customer (because we are too entrenched in what is familiar to us)
How a company's digital and physical presence need to work together to serve today's consumers (this is especially true in the hearth industry)
Why brick and mortar businesses are more viable than ever if they are thinking holistically about the customer experience (this is only going to be more true as the digital age rounds out)
Your customers are expecting you to bring more and more value as things in every other sphere are getting easier and quicker—don't miss the opportunity to do just that! This conversation will give you a filter to use as you rethink your business in light of modern consumer expectations so that you can take control, have happier customers and sell more fireplaces than ever.
In today's market, everyone is looking for people who can move the needle—but there aren't many of them. The truth is that if you want your business to attract "A" players, then you have be an inspiring leader with a playbook to grow the people around you. That playbook is EntreLeadership. In today's episode, I sat down with Alex Judd (Entreleadership Business Coach @ Ramsey Solutions and Host of The EntreLeadership Podcast—one of the biggest business podcasts in the country) to talk about the building blocks that have helped Ramsey Solutions become the standard of company culture and leadership that it is. In this episode, learn:
Why vision is the critical to the foundation of leadership (and what you can do to communicate it clearly)
The kind of leadership your team needs to keep them aligned (and not take their eyes off of the prize)
The common denominator between most successful people that Alex talks to on The EntreLeadership Podcast (these are world renowned thought leaders)
Don't miss the chance to understand what it takes to grow your company longterm and attract the best talent. Rather, become the leader your team needs, communicate the vision that you have for your company, grow team members who rally to your cause, and create a legacy that lasts beyond yourself.
Most hearth companies know that social media is important, but can’t figure out how to use it effectively. This episode with Grant Falco (Falco's & @falcobbq | Spokane, WA) is going to give you an understanding of the basics that every company needs. Even though social media can seem complicated, the concepts that you need to grow your business are easier than you think. This episode will:
Help you understand why mastering social media is more important now than ever (and how you can begin to do that in your company)
Showcase the real world results that Grant has personally seen (and how exactly you can do the same thing)
Teach you what kind of messaging will engage your audience (everyone is looking for this)
Don’t risk missing out on what social media can do for your company, instead, you can master the basics of social media, grow your business, connect with more customers and save money on marketing longterm.
Most businesses in our industry are living in a constant state of chaos. Every day they push and push to put out fires, but never think about building processes to grow their company longterm. In this episode, I sat down with Eli Rosa (VP of Inside Operations, Fireside Home Solutions) to talk about how to build process in the midst of chaos. Her journey to Vice President is an uncommon one and she brings some amazing insight into what it takes to run a huge organization. In this conversation, you'll learn:
Why process is the bedrock of growing your business (this is seriously the key to everything)
Where to start if you want to build something bigger than yourself (a lot of companies miss this)
Where to go for council in making the right decision (this isn't the answer that you think)
No one wants to wake up in 15 years to a business they can't sell because everything relies on the owner—process is the answer! This episode will help you learn exactly where to start building a business that will stand the test of time.
Everyone wants to grow their business from where it’s at now, but many business owners miss the fact that educating their team is the best(and cheapest)way to get there. In this conversation, I sat down with Rick Vlahos (Executive Director | Hearth, Patio & BBQ Education Foundation) to talk about what leaders in our industry can do to educate their team members. In this episode:
Disarm the “if I educate my people they’ll just leave”mentality (this kind of thinking will cripple your company)
Understand why investing in education is critical if you want your team to grow (many companies miss this)
Learn why certifying your installers may become mandatory in the near future (it’s happening all over the country)
Don’t miss out on the opportunity to grow your company by training your team members. Longterm, the people you invest in with education will go to the wall for you, represent your brand and make you a ton of money long before they ever leave you. Show Notes: Sign up for the Education Passport at the HPBExpo this year: https://hpbexpo.com/register/
Most companies are so focused on getting to the next sale that they forget about the person who just purchased from them. Don't leave your customers in the dust! To cap off our series on the seven-step sales process, I sat down with Tim Rethlake (Hearth & Home Technologies) to talk about Step 7: Gratitude. In this conversation:
Learn why showing gratitude towards past customers sets you up for future success (this "says" easy, but "does" hard)
Discover some practical ways that you can show gratitude to past customers (these are super practical and don't take a lot of time)
Listen to TR tell a story about gratitude that paid off 10 years later (seriously, this is crazy)
Having a heart of gratitude towards your customers will set you up for success in ways that nothing else will—so start building practices in today. You can build an army of brand ambassadors who are an (almost) free marketing department everywhere they go by being generous and gracious towards them after the purchase. Don't miss out on the HUGE ANNOUNCEMENT that I teased back in Season 2! Free video course: 3 Reasons Your Website is Leaking Money
Businesses in our industry are losing thousands of customers because they aren't following up on their opportunities. It sounds simple, but this sixth step in the sales process is ignored by almost in the hearth industry (seriously). In today's episode, I sit down with Adam Cribb from Fireside Hearth & Home to talk in detail about how he pursues his opportunities on a day-to-day basis. In this episode:
Learn why no salesperson should ever be afraid of following up with a customer (most businesses miss this completely)
Discover how often you should follow up with a prospect (this is a game changer)
Hear Tim's worst follow-up story ever (and how it still ended up being a win)
This is an episode that's worth getting out a pen and taking notes on... Don't let money continue to slip through the cracks because you aren't pursuing your opportunities. If you own the follow up process you'll find it's an instant lever that you can pull for serious growth!
Many experienced sales reps trip up in one of the most critical parts of the sales process—Call to Action! Everything in the sales process is leading your customer towards making a decision about your product and it's critical that you don't mess this up. Louie Falco (Owner, Falco's [Spokane, WA] & U.S. Sales Manager, Sherwood Industries) has been a sales leader in the hearth industry for over 30 years and he sat down to talk about what every salesperson needs to understand about calling a customer to action. In this episode:
Learn "Louie's 3 Steps" to call a customer to action (these will win you sales if you use them)
Understand why there needs to be a sense of urgency to buy (most businesses in our industry miss this)
Discover why customer want you to ask for the sale (so many sales people are afraid to do this)
Don't talk yourself out of sales because you keep running the customer through the same features and benefits when they are ready to buy! Rather, understand what you need to clearly and confidently call your customer to action—they'll be thankful that you did!
Most customers get confused at some point in the process when they're buying something new and the answer for salespeople is simple: Make a Plan. It sounds too easy to be true, but it's because we are too close to what we do and often forget what it was like before we knew all about our product. In today's episode, Bradley Hartmann (President, Behind Your Back Sales Co.) returns to the podcast to talk about:
Why making a plan that establishes clear next steps for the customer is absolutely critical (and most salespeople miss it)
How win the beginning of every meeting with the C-P-R-Time framework (this will change the way that you start any meeting)
The difference between the "Front Stage" and "Back Stage" sales process (this really helps clarify things for your team and your customer)
Click here for a free PDF download that will teach you things to think about when making a plan, how to use the C-P-R-Time framework, and the surefire way to get a call back from a prospective client. Don't miss this conversation and make sure to check out the Fireplace Track at Bradley's Sales Fundamentals Workshop in Fort Worth Texas from April 14th-15th. I'll be down there to help teach the fireplace track as well to help you take control of your sales and grow like never before. Click here to sign up today.
One of the most important things you can do in a sales process is tell a customer about the value that you provide—but how can you do that in a way that separates you from everyone else? The truth is that your products might be the answer your customers problems, but they'll never know it if you don't frame them as a solution. In this conversation, Robert Schnell (Principle, Arctic Sales) stops by to talk about:
Why advising solutions will always beat "presenting products" (this is a big deal once you understand it)
How to frame solutions that are specific to the problems that your customer has (if you do this, you'll be amazed at the results)
Why "less is more" when it comes to advising a solution that a customer will remember (it's the different between a flashlight and a laser beam)
This content might be a paradigm shift for your sales team, but the results will speak for themselves. You can take control of your business, connect with customers like never before and win more sales than ever by becoming the advisor for your customers who has solutions that directly solve their problems. This is Step 3 in our seven step sales process and it can’t be ignored. The next 4 episodes are going to build on this to flesh out a sales process that you can use right away to move the needle in your company. The Fire Time Sales Process: Greet the Customer Understand Their Problem Advise a Solution Make a Plan Call to Action Pursue Show Gratitude
Most companies miss the most important step in the sales process because they are flying too fast. But the truth is that understanding the customer's problem is the most important thing you can do if you want to have the opportunity to provide a solution. In today's economy, salespeople are being pulled in a million different directions and our customers suffer from it because they simply don't take the time. In this episode: Learn why understanding a customer's problem is more important than any other step in the sales process Understand how this step in the sales process builds trust and credibility like nothing else will Discover the three types of questions that you have to ask a customer understand the problems that they have Don't miss this conversation with Deb Hannig (Hannig Marketing) to learn what a salesperson needs to do if they want to connect with a customer like no one else and win their trust to make a sale. This is Step 2 in our seven step sales process and it can’t be ignored. The next 5 episodes are going to build on this to flesh out a sales process that you can use right away to move the needle in your company. The Fire Time Sales Process: Greet the Customer Understand Their Problem Advise a Solution Make a Plan Call to Action Pursue Show Gratitude
If you want an effective sales process it has to start with greeting the customer. Now, most people think this isn't something that needs practice—and they're wrong! The truth is that you are on the playing field as soon as a customer walks into the showroom and you can only make a first impression once. In this conversation, you'll learn:
The two questions you have to ask in the greeting process (this is something that most companies miss)
What the "5 words of death" are and how to avoid them (this will kill the ability to build rapport)
How to use a framework for greeting a customer without becoming a robot (if you practice this, you are going to win any first impression)
It's the first step in our seven step sales process and it can't be ignored. The next 6 episodes are going to build on this to flesh out a sales process that you can use right away to move the needle in your company. The Fire Time Sales Process: Greet the Customer Understand Their Problem Advise a Solution Make a Plan Call to Action Pursue Show Gratitude
Most small businesses don't have a cohesive sales process to organize their sales—and the result is that their results are haphazard at best. In order to be successful, a sales team needs a process to follow, like a playbook, that they can execute over and over again to get the results they want. Now, this isn't micromanagement (far from it), rather, this is you as a leader putting lines on the court so everyone can play the same game. In this episode, learn the seven steps that you need in your sales process: Greeting Understand Their Problem Advise a Solution Make a Plan Call to Action Pursue Show Gratitude If you can master these steps, you're going to be shocked at the results you'll get. Don't settle for a sales team that operates in the chaos of the Wild West, instead, take control of your sales process and win the business that you deserve.
This conversation was originally part of Bradley Hartmann's "Behind Your Back" Podcast on April 11th, 2019. The content was amazing and Bradley was gracious enough to let us use it on the Fire Time Podcast as a bonus episode. Make sure to check out the full episode at: https://podcasts.apple.com/us/podcast/behind-your-back-podcast-with-bradley-hartmann/id1256694214?i=1000434686624 Thanks for listening, Season 3 of The Fire Time Podcast is coming soon!
If you've been struggling for answers that are specific to your business than this episode is for you. In the finale to Season Two, we take questions from all over North America and dive deep on the specifics of helping your business. In this episode: Learn how to motivate your team to think about their job as more than just a paycheck Take advantage of what I learned as I implemented 4DX (The 4 Disciplines of Execution) with my own team Understand how often you should follow up with customers and when to give up on the job Not only that, but at the end of the episode, I discuss the steps in our seven-step sales process that helps us connect with customers and make it easy for them to do business with us. Click here to watch this episode on YouTube!
If you're company is trying to sell product to high end clients then you have to listen to this conversation. In today's episode, I sat down with Cory Dupuy (Firespace Engineer, Fireside Home Solutions) to talk about the thought process that has turned him into the of of the most successful fireplace builder sales reps in North America. In this conversation, we cover:
The secret to breaking into the high end builder market (this is so simple, but most people miss it)
Why success by itself isn't enough to create longterm motivation (this is worth thinking about)
What to do when you hit the point of burnout (every salesperson experiences this at some point)
Don't miss out on Cory's wisdom, this conversation is an absolute must if you want to break into the high end market and win over the right kind of accounts. Click here to see the "Fire Cave" Click here to see the "Fire Cave" (part 2)
There is an epidemic in our industry. Hearth companies are confusing customers out of buying their products every year by the thousands. The worst part is that most companies don’t even realize it–because it’s all that they’ve known. It’s the truth, hearth companies are confusing customers every day with: Confusing websites Insider language Complicated sales processes Difficult price quotes Ineffective marketing But it doesn’t have to be that way. You can take control of your business and make it simple for customers to buy from you. This episode will show you how to:
Cut out all of the noise that’s confusing your customers (you may not know it, but this is everywhere in your business)
Reframe your messaging to only talk about what solves your customers’ problems (most hearth companies are getting this wrong)
Create tools that make it radically easy for your team to sell to those customers (they will sell more than ever if you can do this) Your company can take control and win more customers than ever. This episode will show you the pitfalls that hearth companies are blind to because they are too close to what they do. Don’t waste another year doing the same old thing–letting your business run you! Rather, grow your business like never before, create a framework that can easily scale, maximize your marketing dollars, and make the money that you have always wanted.
If you're like most businesses in the hearth industry, you hear about the HPBA every year at your local affiliate meeting—but most of it is in one ear and out the other. The truth is that many business owners are so caught up in the whirlwind that they can't break free to think about the bigger things that are needed to grow longterm. In today's episode, Tim sits down with Jack Goldman (President and CEO | Hearth, Patio and BBQ Association) to talk about the national perspective on what is facing our industry and why dealer's need to understand it. Today's episode will teach you: What the HPBA is and how it's working to protect and promote our industry The biggest challenges that could hurt your business in the near future How to work with HPBA if a local regulations threaten you Why volunteering to get involved can help grow your business This conversation is a must-listen if you are in the hearth industry (or building materials industry in general). Learn what you need to get involved and take control of your business!
If you're like most companies in our industry then your staff is weighted heavily towards the male side of the gene pool. When that's the case we can often overlook who it is that has the buying power in most transactions and it's... the woman! Consumer studies today are showing just how much buying power women have and it's something that many businesses are blind to. In today's episode, I sit down with Jeni Forman (Senior VP of US Sales and Marketing, Hearth & Home Technologies) to get her perspective on sales, marketing, the state of our industry, and yes, how to understand a woman's perspective when it comes to buying our products. In today's episode:
Understand what a woman is looking for when they come into your business (the concept is simple, but most guys miss it)
Discover why "requisite variety" is the key to not confusing our customers (this is a game-changer)
Learn what the #1 issue facing our industry is (it's probably not what you think)
Don't miss this conversation with one of the most prominent women in our industry and learn what your business can do to connect with customers like never before!
One of the questions that I get most often is, "Tim, what are the resources that have helped you?". Based on that, this week's episode goes through books, podcasts, gear and some other miscellaneous things that have helped grow myself (and my company)—I know they can do the same for you. In this episode: Get my list of "Top 6 Books" that are absolute must-reads Learn which 4 podcasts you need to have on rotation Find out what gear can help you on a day to day basis Understand the tools that I use daily to win If you've been looking for resources to help jumpstart your growth as a professional (and a person for that matter), then this episode is for you.
Most companies think they have a message that makes sense to their customers when it's actually confusing them. The reason is because companies are too close to what they do and aren't able to back up enough to see from the perspective of their customers. In today's episode, JJ Peterson from Storybrand sits down to talk about how their 7 part framework can connect businesses with their customers like never before. If you think your messaging may be confusing for your customers then this episode is for you:
Learn why the framework of story connects a customer to your business like nothing else (believe me, this is a game changer)
Understand why your business should never play the "Hero" in marketing (and why you should instead become the "Guide")
Listen to JJ explain the 7 part Storybrand framework from start to finish (this can make a radical difference for you right away)
Don't miss out on learning what you need to move the needle in your marketing. This framework is proven to work regardless of the size of your business and customer base. You can finally take control of your marketing and clearly explain the value that your company offers in a way that your customers understand. Links from today's show: Buy a copy of "Building a Storybrand"Listen to the Building a Storybrand PodcastGo to a Storybrand Live Workshop
In today's episode of the Fire Time Podcast the tables turn and Clay Leavitt (VP of Sales, Marcus Lumber) grills Tim with questions ranging from team building, to motivation, to leadership skills. In this episode, Tim and Clay cover:
How to approach tough conversations with team members (the way that you do this makes all of the difference)
The way to manage your time to do the things you need (it comes down to simple decisions)
The secret to staying motivated and not burning out (it all comes down to the word "blessing")
Why reading is the king when it comes to personal growth (and this is coming from a guy who hosts a podcast)
Don't miss the insights in this conversation—they could be what you need to take the next steps in the way that you are leading your team! You can email Clay and let him know he needs to start selling fireplaces at: clay@marcuslumber.com
Do you have a hard time motivating millennials in your business? In today's episode, we talk with Kaleb Tinsley (Hearthside Distributors, Tennessee) about the young generation in the hearth industry. If you want to hear the inside scoop on what millennials are thinking (and what is important to them) then don't miss this conversation:
Learn what millennials are looking for from their employers (it's not what you think)
Understand how they learn from the generation before them (believe me, they are learning from you)
Discover the #1 attribute that you have to have if you want to win in your career (it's amazing how many people miss this)
If you can learn to motivate millennial workers in your company you'll find that they are some of hardest workers and best problem solvers you've ever encountered. Don't miss this opportunity to get the inside scoop on what is important to them!
I know that you want to be a winning hearth company that grows every year. In order to do that, you’re always looking to sell more fireplaces. The problem that the impending NSPS is changing everything and there is all kinds of misinformation about what you can and can’t sell, which makes you feel like you’ll never be able to figure it out. That’s just plain wrong because you can’t make purchasing decisions on bad information! I know how it feels to be a dealer that's facing the NSPS, that's why I grabbed Grant Falco (Owner, Falco's) and Chris Neufeld (VP, Blaze King) for this episode to talk through the five things you need to survive NSPS: Believe the facts and not the hype Prepare your 2020 inventory now Be aware of the discounts that are coming Beware of manufacturers who are taking shortcuts Get the latest scoop from HPBA If you have more questions after this episode, we are hosting an NSPS Q & A on Facebook Live (tomorrow morning) to answer all of your questions and here are the details: Tuesday, May 7th 7am PDT (10am EDT) Click here to RSVP Links from today's episode: HPBA Regional Affiliates (please join your local affiliate group if you aren't already part of one)
Facebook Live Q & A on 5/7/19
Blaze King (Walla Walla, WA)
Falco's (Spokane, WA)
Most businesses struggle everyday to find good people, but have no idea how to train them when they come onboard. This leads to burnout, frustration and stress all the way around. In today's episode, Jerry Isenhour (President, CVC Success Group) sits down with Tim Reed to cover how companies need to train their team members if they want them to stick around longterm, and what leaders need to understand about growing a hearth company in the changing landscape. In this episode:
Learn how online training is actually possible in this industry (some techs can be trained in as little as 6 weeks)
Understand what is going through millennials minds when they are searching for a job (and how they can become your highest performing workers)
Discover what every leader needs if they are going to be relevant to their employees (this may not be what you would think)
Don't miss what Jerry has to say about this—he has been helping companies across the country for decades and can help you finally move the needle! Contact Jerry (or sign up for online training that will move the needle for you): jerry@cvcsuccessgroup.com https://cvcsuccessgroup.com
If you're like most hearth companies, you don't have a system of follow up that you use with customers—and it's costing you hundreds of thousands of dollars. In today's episode, Carter Harkins and Taylor Hill (Founders of Closing Commander) stop by to talk about how to create a follow up system that makes you money and maximizes the work that your team does on the sales floor. In today's episode we cover:
Why most companies don't follow up with estimates (its the dirty secret in our industry)
The reason that customers don't remember you like you think they do (which is why you have to follow up)
How many salespeople focus on the wrong end of the funnel (and what it takes to change that)
What it takes to create a world class follow up system (and what kind of results you can see)
You can outpace the competition and stay ahead in your market by mastering the follow up process—the steps in this episode can help you get there. Notes from today's show: Special Offer for 10% off of Closing CommanderCarter Harkins and Taylor Hill - https://sparkmarketer.com Closing Commander Website Video Link for this episode
If your business feels like a whirlwind that’s out of control then you need to listen to this episode with Brandi Biswell. Brandi is the owner at Flue’s Brothers (Kansas City) where she has built an incredible service business through systems and processes that scale beyond herself. On top of that she is a business coach and consultant through the CVC Success Group for hearth companies all over the country. In today’s episode, Brandi sits down to cover:
Why systems and processes are a must if you want to grow your business (and take undue stress off of your plate)
How her customer service team is trained to win customers (when they are more expensive than the competition)
When you need to “fire the customer” (trust me, you don’t want to miss this)
If you feel like your business is running you and there is no way our then this is for you. You can take control of your business if you are willing to invest in systems and processes. Now most companies in our industry get this wrong, but that means that you have an opportunity to grow further and faster than anyone else out there if you begin now! Connect with Brandi at: brandi@cvccoaching.com https://cvcsuccessgroup.com/brandi-biswell-instructor/ https://www.kcsweep.com
Most salespeople are constantly the same fundamental mistake—they think it's all about them. The problem is that customers can smell it a mile away and stop caring about what you have to say. In this episode of The Fire Time Podcast Tim Reed sits down with Bradley Hartmann (President of Behind Your Back Sales) to walk through 4 principles that will move the needle in the way that you sell to other businesses. These 4 principles can help you win right away:
You are owed nothing, deliver value first (understanding this simple principle can change everything)
Master the question "Why are you different?" (most people crash and burn on this)
Make them look smart (this is a game-changer if you put it to use)
Read to lead (this is the simple truth and most people miss it)
Don't miss this conversation with Bradley Hartmann and learn what you need to transform the way you do B2B sales. Links from this episode: Behind Your Back: What Purchasing Managers Say Once You Leave the Room by Bradley Hartmann The Skeptical Lumberman by Bradley Hartmann (seriously, the best intro to social media ever) The Behind Your Back Podcast Influence: The Psychology of Persuasion by Dr. Robert Cialdini (we called this "Persuasion" in the episode, but this is the book) Connect with Bradley Hartmann at https://www.behindyourbacksales.com
Picking up where last week's episode left off, Tim Reed and Tim Rethlake (TR²) square off to talk about habits 4-7 from "The 7 Habits of Highly Effective People" (by Dr. Stephen Covey) through the lens of a sales professional. These habits will grow your team by leaps and bounds if they take them to heart. In today's conversation, Tim and Tim cover habits 4-7:
Think win, win (this is critical to be effective in a sales role)
Seek first to understand, then be understood (our industry always gets this wrong)
Synergize (this is where 1+1=3)
Sharpen the saw (if there is one thing to take away from the habits then this is it)
This book is such a classic that it becomes cliche—don't miss out on the wisdom that's here! If you apply these habits to your life you'll be amazed at what you are able to accomplish. People want to to business with winners and these habits will help take you there. Links from today's episode:Behind Your Back Podcast Stephen Covey's Time Quadrant "Big Rocks" video (seriously, check this out) Tim Rethlake's "Good to Grate" sales blog The 7 Habits of Highly Effective People Graphic
If you're like most business leaders, you're looking for any edge you can get. In todays episode Tim Rethlake (Hearth n Home Technologies) sits down to talk about "The 7 Habits of Highly Effective People" (by Dr. Stephen Covey) through the lens of sales. This is an episode to play for your entire team. In today's conversation, Tim and Tim cover habits 1-3:
Be proactive (you have to understand this if you are going to make a different)
Begin with the end in mind (this is critical if you are going to be a good leader)
Put first things first (most people miss this and never make any progress)
Don't miss out on learning from one of the best—the content in this episode can help you move the needle in your career (and be a rockstar at home as well). Living a life of purpose is what we should be striving for, these simple steps can help take us there. Links from today's episode: Stephen Covey's Time Quadrant "Big Rocks" video (seriously, check this out) Tim Rethlake's "Good to Grate" sales blog The 7 Habits of Highly Effective People Graphic
Are you looking for ways to win the changing landscape? With things moving faster than ever it's easy to get swept away and wonder what you do to ever be effective again. If that sounds familiar then this episode is for you. In this episode, Stephen Schroeter (co-CEO of Napoleon Products) sits down with Tim Reed and Grant Falco (Falco's - Spokane, WA) to discuss: - How to navigate the logistics of family business (even at the biggest levels of our industry) - Why making it simple for customers is what everyone needs to do (since we normally confuse them without even knowing it) - Why this marketing piece by Napoleon a few years back is the best piece that I've ever seen (seriously, it's incredible... you can check it out by clicking here) - What you need to understand as a young leader in the industry (it has a lot to do with humility) Don't miss this conversation—learn what you need to take control and win in the changing landscape! Click here to check out more of Tim's content!
If you've been looking for answers, you're not alone! In the Season One finale of The Fire Time Podcast, Tim responds to questions from business leaders all over the country. Don't miss out on the opportunity to learn what it takes to grow your business! In this episode: Learn how to navigate complicated family dynamics in your business Get the tools you need to scale your sales process Understand what it takes to run a profitable business year round despite seasonality Learn what every new sales rep needs to know if they want to stand out from the noise In this episode, Tim references Bradley Hartman's podcast, "Behind Your Back"—don't miss out on this amazing resource! If you do any kind of selling to builders or lead a sales team that does, this podcast is a game changer. Bradley is a recovering purchasing manager for a national homebuilder and has insights that will change the way you sell! If you're like most business leaders, these answers will help you grow your business like never before. It's time to take control of your company, rally your team around you and move the needle—you have what it takes! To see the live stream of this episode check out this link: https://youtu.be/mbMvzsH3PYo To get more free content that will grow your business (including a free eBook), check out the website http://www.itsfiretime.com
Do you know what it takes to win in today's landscape? In this weeks episode, Tim Reed stops by his own show to answer hardball questions about what it takes to move the needle in our industry. Guest hosted by Grant Falco, this episode gives you a peek behind the curtain at what makes Tim tick and shows you the steps he has taken to grow his company. If you are stuck and don't know what to do, you have to listen to this episode: Learn what you need to know to take control of your time Understand the biggest problem facing our industry right now Discover the one practice that will double your sales numbers Don't sit back and let life happen to you—there is so much more that you were meant for. Tim and Grant will help you take control and show you some basic steps to take if you want to win in the changing landscape.
VP Berger is the President of Hearth n Home Technologies, the largest company in our industry. He is a relentless leader and a forward thinker who stops by to share secrets of what it takes to lead through the changing landscape of business. In this conversation, VP lays out: -Why the Incident Rate of Fireplaces is falling at the national level -The 4 keys to leadership that have helped him win -The stages of evolution that a company goes through as they scale (and why they matter) -What the #1 trait is that VP looks for in a team member You don't want to miss this conversation! For more information on Hearth n Home Technologies, check out: http://www.heatnglo.com http://www.heatilator.com http://www.quadrafire.comhttps://www.harmanstoves.com http://www.hearthnhome.com To learn more about Tim Reed and The Fire Time Podcast, visit http://www.itsfiretime.com
John Waterstraat is the President of Fireside Home Solutions in the Pacific NW and he comes with some serious wisdom to empower your people to win. In the is conversation, John covers why transparency and generosity are so important when growing a team and where to start if you are at the beginning. He has seen his business grow from a warehouse with fireplaces on cardboard boxes to having 6 Professional Design Centers in Oregon and Washington. Don't miss what he teaches about legacy and perspective–this can change the culture of your business! Click here to learn more about Fireside Home Solutions Click here to leave a question for Tim to address in Season 2 of The Fire Time Podcast
Eric Camp is the owner of All Fuel Installations in Portland, Oregon and is an amazing installer. He has grown his business from the ground up to be dominant player in the market and if you want to do the same, give this episode a listen. Eric shares secrets from his journey and gives some great insight on how to scale a company. For more on Eric, make sure to check out https://www.allfuelinstallation.com
Rachel Feinstein is the Senior Manager for Government Affairs for the HPBA (Hearth, Patio & BBQ Association). She works everyday to fight for the future of our industry in our nation's capitol. In this episode we dive deep on what Government Affairs is and why it's so critical for everyone to step up and use their voice at the local level. We also cover The Tom Pugh Government Affairs Academy, this is really the leadership training program of our industry and it's an amazing experience to go through. After I went through the academy this year, I wrote up my experience in a blog post, click here to check it out! Here are some links from today's show that you need to check out: Click here to learn about the HPBA To get in contact with Rachel Feinstien, click here
Kip Rumens and Ed Hosack, Sales Reps for Travis Industries are two of my favorite people in the industry–in fact, they are the reason that I am in it today. This episode dives deep on everything that you need to understand to win the sales game and goes into the origin story of Tim Reed (podcast host). For more information on Travis Industries: https://www.fireplacex.com https://www.lopistoves.com https://www.davincifireplace.com
Heather Smith is an inside sales Guru at AES (Associated Energy Systems). She is the epitome of excellent and thorough in her job–and has been for years. We catch up with Heather to talk really practically about how to build habits to become the kind of person that companies are desperate to hold onto. http://www.aes4home.com
Matt Doll is the CEO of American Fire Glass. He comes by to talk about hustle and grind in our industry. This guy has some serious fire and you need to keep up with him: https://americanfireglass.com Insta: @mattdoll Twitter: @mattdoll
Cherbel Yousief, President of Sherwood Industries (Enviro Fireplaces) stops by to talk about innovation. Their company has gone through many changes in the last few years–they shifted focus from their top-producing lines to the ones they saw would win in the years to come. For more information on Sherwood Industries check out this link: http://www.enviro.com
Carter Harkins and Taylor Hill from the Blue Collar Proud show stop by to talk all things SEO. These guys are doing some amazing things, check them out at the links below: https://bcpshow.com https://sparkmarketer.com https://www.closingcommander.com
Grant Falco (Falco's Spokane) stops by to talk about innovating in a 4th generation family business. This guy is rocking and rolling, if you want your company to win, give it a listen. http://www.falcospokane.com
Tim Rethlake, VP of Sales Enablement at Hearth n Home Technologies stops by in the inaugural episode to talk about all things sales. If you want to revolutionize your sales team, this episode is for you.
The Fire Time Podcast is for the hearth industry and by the hearth industry. Here is what you need to know about it. Contact: http://www.itsfiretime.com