The Fire Time Podcast

The Fire Time Podcast – Jean-François Fauteux – Life After Electrification

Electrification and the Future of Our Industry (Compact Appliances Panel Discussion)

Tue, 12 Dec 2023 10:30:00 -0000

The issue of electrification isn’t going away—so how should our industry react in light of those facts?

In today’s episode, Tim shares a panel discussion that he moderated in New Brunswick, Canada between Gaëtan Thomas (former CEO of New Brunswick Power and member of the Federal Net-Zero Advisory Body reporting to the Minister of Environment and Climate Change), Christian Romeroll (Vice President of HVAC, Napoleon), and Grant Falco (Owner, Falco’s Spokane) that centers on the issue of electrification and our industry.

In this conversation, the guests discuss:

What is happening in the Canadian government in regards to electrification.
Why there’s such a need for biomass products as electrification moves forward.
Why most retailers should think about diversifying their product lineup if they want to stay relevant.

Things in this discussion may be difficult to hear, but ignoring what’s happening around us won’t solve anything. If our industry will continue, then we must be in touch with what’s going on and show that we’re part of the solution!

The Carbon Almanac by The Carbon Almanac Network and Seth Godin

Learn more about Striven here

Scott Hammer - Understanding What Makes People Decide

Tue, 05 Dec 2023 10:30:00 -0000

Everyone looks at the facts before making a decision rather than just trusting their emotions, right? Wrong. The truth is that most people make decisions emotionally and then justify it logically—but why is that?

In today’s episode, Tim sits down with Scott Hammer (Director of Sales and Marketing at Striven) to talk about marketing, sales, and decision making.

Their conversation covers:

Why it really is that makes people decide.
How a convincing argument needs a combination of ethos, logos, and pathos.
Why most companies should look at what’s already in front of them when it comes to effective marketing.

If you want to create a convincing message that convinces people to take action, then you need to listen to this episode! Scott’s experience as a teacher, salesperson and marketer has given him incredible insight that we can all benefit from.

How to Write Copy that Sells by Ray Edwards

The Hero’s Journey by Joseph Campbell

Daniel Hammer & Kyle Titsworth - Taking Over a Legacy Business

Tue, 28 Nov 2023 10:30:00 -0000

How do you take over a legacy business and run it when you’re 20 years younger than many of the people who work there?

In today’s episode, Tim sits down with Daniel Hammer (Sutter Home & Hearth) and Kyle Titsworth (The Fireplace Showcase) to talk about that transition of leadership. Both Daniel and Kyle took over successful legacy companies at a young age and each has had a different set of struggles to overcome as they’ve led their companies to where they are today.

In this conversation, they discuss:

How they adjusted to the transition from being an employee in their company to an owner of their company.
What the hardest parts of their leadership journey has been—and what they are doing about it.
What they’re most proud of in the leadership journey of their companies.

Whether you’re an older retailer looking to transition to the next generation or someone younger who wants to step up and become an owner—this episode is for you!

Tyler Anderson - Use Your Marketing to Create Advocates for Your Business

Tue, 21 Nov 2023 10:30:00 -0000

A lot of companies think that marketing is about getting your business in front the customer—but that couldn’t be further from the truth. Marketing is simply explaining the problem you solve for your customers.

In this conversation, Tim brings on his friend and marketing professional Tyler Anders with Hoffman York, Inc. (an Integrated Marketing Agency out of downtown Milwaukee) to talk about the heart of marketing—communicating the problems you solve for your customers and how that creates long-term advocates for your business.

In today’s episode, you’ll learn:

What it takes to create a brand that your customers are in love with.
Why thinking small is the key to winning big in marketing.
How understanding the phrase “people like us, do things like this” can transform your marketing.

If you’ve felt in the dark about what kind of marketing is actually effective, then don’t miss the wisdom in this episode!

Learn more about SureFire Training Academy

Mark Stoner - Train Your Installers the Right Way

Tue, 14 Nov 2023 16:51:20 -0000

Most companies struggle to grow their installation teams because they don’t have a good way to train new people. And whether companies realize it or not, the lack of installers is the biggest lid on the growth of our entire industry.

In today’s conversation, Tim sits down with Mark Stoner (President of Ashbuster’s Chimney Service, Parter at SureFire Training Academy, and serial entrepreneur) to discuss how he has systematized training in his company to grow technicians and installers. In this conversation you’ll learn:

Why the “Big Dog, Little Dog” training approach just doesn’t work (even though it’s what most of the industry does).
How to build a training system that can be used consistently over time (this is something you can do in just a few hours).
Why most companies are missing out on the potential they have to serve more customers (it has to do with their approach to service and installation).

If you feel like it’s impossible to hire new installers for your team then don’t miss this episode. You can build a system that finds the right people and grows them into the service professional that your company needs!

Jill McClure - Leading with Clarity and Purpose

Tue, 07 Nov 2023 10:30:00 -0000

One of the hardest things in business is taking over an existing team or organization. How do you inspire people to move into a new direction without tearing down the good things that have come before you?

In today’s episode, Tim sits town with Jill McClure, the new CEO of the Hearth, Patio & BBQ Association (HPBA) to talk about how to lead change with clarity and purpose. In this conversation you’ll learn:

Why empathy needs to comes first if you want to inspire the people you lead
How leaders can harness their vision with a strategic plan
What it means to understand that “Clear is Kind” when it comes to giving tough feedback

Not only that, but you’ll get a sneak peak at what the HPBA has planned for this year’s HPBExpo in Nashville, TN along with the launch of the all new Government Affairs Leadership Academy, which is going to be a game-changer for the way leaders are grown in our industry!

If you’ve been wanting to take your team somewhere but find them stuck in the hamster wheel, then don’t miss this episode! Jill’s insight will help you lead your company in a new way—one that has clear vision and purpose.

Tim Reed - Moving from Sales Defense to Offense (NE Distribution Keynote)

Tue, 31 Oct 2023 09:30:00 -0000

Most salespeople in our industry struggle because they don’t have a clear process to follow when they’re working with customers. This results in them wandering from feature to feature before leaving the customer with the vague instructions of “so let me know when you’re ready.”

For today’s episode, Tim shares a keynote address that he gave in the summer of 2023 in New Hampshire about how to take control of the sales process and move from playing defense to intentional and methodical offense.

In this episode, you’ll learn:

How to use the seven steps of the sales process to give a clear path to your customers.
Why most salespeople struggle to call customers to action—and what to do about it.
Why taking the time to understand your customer’s problem is the key to everything that follows.

To wrap up our series on the seven steps in the sales process, this keynote will help you put all of the pieces together that we’ve been building over these last eight weeks. Don’t miss out on what having a specific sales process will do for your company. Start putting this into practice today and watch what happens to your team’s morale—and their results!

Brandi Biswell - Show Gratitude (Step 7)

Tue, 24 Oct 2023 09:30:00 -0000

The value of expressing gratitude often takes a backseat to marketing investments. But in reality, gratitude can be your most potent marketing tool.

In today’s episode—the final installment of "The Seven Steps of The Sales Process Revisited" series—Tim talks with Brandi Biswell, an owner of Flew's Brothers Chimney Service and a coach at the CVC Success Network. Together, they dive into the many ways businesses can express gratitude and its impact.

In this episode, you'll learn:

The countless ways your business can show gratitude to customers (even if they don’t do business with you).
How showing gratitude can become a cornerstone of your business’s brand (this will save you money on marketing).
What you must do to go from being a transactional business to a relational one (you won’t believe how simple this is).

Don't overlook the power of gratitude in building your brand and forging customer connections. Tune in to this episode and tap into a wealth of examples illustrating how consistent expressions of gratitude can transform your business.

Dennis Deakin - Pursue the Opportunity (Step 6)

Tue, 17 Oct 2023 09:30:00 -0000

Every sale has momentum, and pursuing the opportunity is essential to maintaining this momentum as time goes on. Just how do you do this?

In today’s episode—the sixth installment of "The Seven Steps of The Sales Process Revisited" series—Tim has a conversation with Dennis Deakin, the sales manager at Sutter Home and Hearth, whose wild career has shown him the importance of pursuing the opportunity in sales.

In this episode, you’ll learn:

How to delicately keep the conversation going with customers (including several techniques to do this well).
Why math guarantees success if you just pick up the phone and follow up (there are no excuses not to be doing this).
The secret to doing follow-ups extraordinarily well when you’re first getting started (the key is to be honest with the customer).

Don’t let the momentum of any sale fade without a fight. Improve your ability to pursue opportunities by listening to this episode today!

Alan Rush - Call to Action (Step 5)

Tue, 10 Oct 2023 09:30:00 -0000

Put simply, sales is communicating wisdom to the point of bringing people to a decision. When it’s time for the decision, you must perform a call to action.

In today’s episode—the fifth installment of "The Seven Steps of The Sales Process Revisited" series—Tim meets with Alan Rush, the Owner of Rush Profits and a Partner at SureFire Training Academy, a master of knowing when it’s time to call the customer to action.

In this episode, you’ll learn:

How a call to action can be framed as asking customers if they’re ready to solve their problem (it’s all about guiding them, not pushing them).
What needs to be said to create urgency and scarcity in a call to action (while still remaining authentic).
The secret to overcoming the fear of rejection (all this requires is a small shift in mindset).

Don't wait for your customers to take the leap on their own—guide them to the next step with a confident call to action. Tune into this episode for inspiration on how to nudge customers towards decisions that align with their needs.

Jonah Lindley - Explain the Process (Step 4)

Tue, 03 Oct 2023 09:30:00 -0000

Empowering the customer with choice is a cornerstone of effective sales. But how do you guide them through the process while ensuring they always feel in control?

In today’s episode—the fourth installment of "The Seven Steps of The Sales Process Revisited" series—Tim sits down with Jonah Lindley, Branch Manager for Ash-busters Chimney Service, who excels in demystifying the process for customers so that they feel confident in taking the “leap of faith” while also knowing they can opt-out at any moment.

In this episode, you’ll learn:

What effectively explaining the process to customers should sound like (and when to do this).
How to provide customers with an informed choice at every step (no surprises here).
Why clarity of language is so crucial to fostering trust (when customers understand what to expect, they're more likely to take the leap of faith).

Stop leaving your customers in the dark and start illuminating the path ahead. In this episode, we unveil the techniques for explaining the process to your customers, ensuring clarity and empowerment every step of the way. Tune in and improve your sales process today!

Ryan Hall - Advise a Solution (Step 3)

Tue, 26 Sep 2023 09:30:00 -0000

If you really listen to a customer’s problems, then you should know exactly what they need to solve them.

In today’s episode—the third installment of "The Seven Steps of The Sales Process Revisited" series—Tim talks with Ryan Hall, the Field Operations Chief and Senior Tech at Winston’s Chimney, who has one of our industry's most impressive life redemption stories. Ryan is well suited for discussing step three because his interactions with customers are not rigid; instead, they’re driven by his intuition, which allows him to advise solutions like no other.

In this episode, you’ll learn:

How to give the customer relevant information (this is all about mastering step two).
Why it’s so important to be brutally honest with your customers (you should sell with knowledge, not manipulation).
The reason you should wait to tell customers the price (this is a controversial decision).

You can take the guesswork out of advising a solution by following the directions outlined in this episode. If done correctly, advising a solution should satisfy the customer’s needs and lock in the sale. Listen today to learn how!

Matt Bradley - Understand the Customer's Problem (Step 2)

Tue, 19 Sep 2023 09:30:00 -0000

Sales is not about bombarding customers with product information, but rather about taking a step back and truly comprehending what they need.

In today’s episode—the second installment of "The Seven Steps of The Sales Process Revisited" series—Tim talks with Matt Bradley, the Partnership Manager at WhyFire and editor of The FireTime Magazine, about arguably the most important step of the Seven-Step Sales Process. Matt’s perfect for this discussion because he’s a natural at understanding customers’ problems in an authentic manner.

In this episode, you'll learn:

The questions you should ask a customer to understand their problem (these vary by customer).
How understanding a customer lets you know if they’re a good fit for your business (you want this knowledge early on).
Why you want to be serving people first and selling to people second (this mindset buys credibility in the long run).

When you step into your customer's shoes, you transform the entire sales process. Don't miss this episode, where we discuss the significance of truly understanding the customer's problem (mastering this step is the single best use of your team’s time and energy).

Holly Reed - Greet the Customer (Step 1)

Tue, 12 Sep 2023 09:30:00 -0000

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.

Quinn Lackey - 7 Steps of the Sales Process

Tue, 05 Sep 2023 09:30:00 -0000

Businesses are experiencing the waning of the once-ridiculous demand from the Covid years and have a newfound hunger for the Seven-Step Sales Process. To begin Season 11 of the podcast, we are setting out to explore how each step of the Seven-Step Sales Process is executed by industry professionals who embody them. By hearing from these experts, the seven-step process will be expanded upon and explored like we’ve never done before!

In today’s episode—the introduction to "The Seven Steps of The Sales Process Revisited" series—Tim talks with Quinn Lackey, a sales professional at Barnhill Chimney, who is not just familiar with, but lives and breathes the Seven-Step Sales Process. Quinn's experience wearing many different hats within the industry makes him an ideal guest to navigate the nuances of the entire Seven-Step Sales Process with Tim.

In this episode, you’ll learn:

What a process fundamentally signifies (and how they led Quinn to an awakening in his career).
Why always saying “yes” to the customer will lead to more sales (even if you can’t accommodate what they’re asking for).
The secret to letting your customers know they mean more to you than their dollars (this is easier than you think).

If your business hasn't adopted a structured sales process, you're leaving potential sales on the table. As the economy softens, this is the last thing you want. By keeping up with this season, you’ll learn how to bolster your business's sales process so that you make the most of the upcoming busy season. Tune in to this episode for an insightful overview of the Seven-Step Sales Process, and mark your calendar every Tuesday for a fresh episode dissecting each step.

Email Tim a Question for the Q&A Episode

"Let’s Get Personal: 4 Ways to Accelerate Advocacy for your Business" by Tyler Anderson (FTM Rapid Reaction)

Tue, 29 Aug 2023 09:30:00 -0000

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.

"3 Warehouse Tasks That Should Your Plans and Processes" by Kyle Titsworth (FTM Rapid Reaction)

Tue, 22 Aug 2023 09:30:00 -0000

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.

"Retrofits - Maintenance, Upgrades, and Innovations to Installed Wood Stoves" by Noel Putaansuu (FTM Rapid Reaction)

Tue, 15 Aug 2023 09:30:00 -0000

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.

"Overcoming the Pain of Sustaining Change" by Jerry Eisenhower (FTM Rapid Reaction)

Tue, 08 Aug 2023 09:30:00 -0000

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.

"FirePower with Phil Connor: Empathy" (FTM Rapid Reaction)

Tue, 01 Aug 2023 09:30:00 -0000

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.

"Competing Without Losing" by Bill Lentz (FTM Rapid Reaction)

Tue, 25 Jul 2023 09:30:00 -0000

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.

"Improve Employee Performance with Better Job Descriptions" by Clay Dennis (FTM Rapid Reaction)

Tue, 18 Jul 2023 09:00:00 -0000

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.

"Your Real Rival" by Tim Reed (Patio and Hearth Products Report Rapid Reaction)

Tue, 11 Jul 2023 07:18:28 -0000

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.

"Service—The Dirty Word of the Hearth Industry" by Mark Stoner (FTM Rapid Reaction)

Tue, 04 Jul 2023 09:00:00 -0000

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.

Q & A - Season 10 Finale

Tue, 27 Jun 2023 09:00:00 -0000

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:

Join The Fire Time Network
Support The Fire Time Podcast Financially
The Fire Time Magazine Podcast (Apple Podcasts) | (Spotify)

Gideon Honeycutt and Kenneth Walker - Relationships Are Everything

Tue, 20 Jun 2023 12:30:00 -0000

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:

What the tell-tale signs of well-paced relationship development are (and how going too slow or fast can severely mess things up).
How to know what is actually giving value to a customer (and why it is essential that you care about this).
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 occur can teach everyone a thing or two. Listen to this episode to learn more.

Access The Carbon Almanac

Jean-François Fauteux - Life After Electrification

Tue, 13 Jun 2023 12:30:00 -0000

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.

Email Tim a Question for the Q&A Episode

Matt Bradley - Hiring and Inspiring Gen Z

Tue, 06 Jun 2023 12:30:00 -0000

If we want to be serious about hiring and inspiring Gen Z, we don’t have to offer more paid time off or higher wages. Instead, we first need to understand the forces that influence young people's worldview, and, second, sincerely connect with them.

In today’s episode, Matt Bradley (Partnership Manager at WhyFire) explains how postmodernism plagued Gen Z and what can be done to reverse its effects. After a decade of teaching thousands of Gen Z high school students, Matt’s found how to cultivate genuine relationships with young people and empower them to do challenging things.

In this episode, you’ll learn:

Why members of Gen Z believe there's nothing to strive for in life (and the three primary problems within this belief).
How to empower members of Gen Z through mentorship (and how doing this will actually empower you too).
Practical principles for hiring and inspiring Gen Z (and the questions you should be asking when hiring).

If we want to make a difference with this generation, the ideas discussed in this episode are all we need to begin. You can develop young people with courageous strength entrenched in moral purpose. They'll show up to work even when it's difficult, go home and take care of their loved ones even when it's inconvenient, and show up energized and ready to go the following day. Get started by listening to this episode.

Johnathan Sanders - Invest in Video and Photography

Tue, 30 May 2023 12:30:00 -0000

A lot of businesses settle for bad stock photography because it’s what’s available. Producing quality content in-house is much easier than you might think, and its benefits will quickly become apparent once published.

In today’s episode, Tim chats with Johnathan Sanders (Production Specialist, Spark Marketer) about why quality, locally-produced content is so crucial for hearth businesses to flourish.

In this episode, you’ll learn:

What photography and video are for (this content is far more versatile than you think).
How to start creating quality content (this advice is for any business of any size).
Why content lets the customer experience your services before they commit to them (this is huge for increasing sales).

Right now, the economy is uncertain at best, and it’s more important than ever your business stands out. Listen to this episode to learn one of the most impactful ways to stand out.

Spark Marketer’s Website

Donate to Stove Team International

Stove Team International - Saving Lives One Stove at a Time

Tue, 23 May 2023 12:30:00 -0000

Smoke from indoor cooking fires kills more people annually than AIDS, tuberculosis, and malaria combined. These deaths are easily preventable, and our industry is perfectly positioned to help prevent them.

In today’s episode, Tim talks with Shelby Curtis and Mike Hatfield of Stove Team International about their efforts in facilitating the placement of low-smoke, fuel-efficient, and safe cookstoves in collaboration with local communities to support families and protect the environment. After learning about Stove Team International’s mission, the conversation progresses to how the Hearth Industry can become more involved in this noble cause.

In this episode, you’ll learn:

What Stove Team International does to bring safe cookstoves to those in need (and how half of the world’s population needs such a thing).
The amount it costs to bring a stove to a family in need (this will blow your mind).
How to orient your business so that you can support Stove Team (this will allow you to never apologize for your prices again).

In our industry, it's so easy to get caught up in the day-to-day, but we need to take a moment to back up and think bigger. By making tiny tweaks to how we do things, we can make significant, life-saving changes for those in less privileged parts of the planet.

Commit to Sales Practice (Building a Framework of Sales Management Part 7)

Tue, 16 May 2023 12:30:00 -0000

Being confident in sales skills is common, but reflecting on and critiquing them to get better is not. This is why committing to practicing sales day in and day out is critical to success.

In today’s episode, Tim takes on something we have never done on the podcast before: he has a live sales practice with Curtis Coomer and Quinn Lackey of Barnhill Chimney.

In this episode, you’ll learn:

The rhythm of a good sales practice session (this is something that has taken Tim years to master).
What needs to be put in place to commit to a regular sales practice with your team (this will allow your salespeople to grow drastically).
How to get past the awkward beginnings of a sales practice (this is what separates those who succeed the most).

What we do in this episode is something you must do if you want to go from playing defense to playing offense. Regular sales practice will take your team to the next level if you can stick to it. Listen to this episode to learn from some of the best at implementing a regular sales practice.

Run a Regular Sales Meeting (Building a Framework of Sales Management - Part 6)

Tue, 09 May 2023 12:30:00 -0000

Not regularly meeting with your sales team is essentially giving up on where your business is going. Meetings are the place to make changes in your company, and not having them will keep your business stagnant.

In today’s episode, Tim builds on previous episodes of the Building a Framework of Sales Management series by discussing how to run a regular sales meeting.

In this episode, you’ll learn:

How frequently sales meetings should be held (and how long each meeting should be).
What meeting invites must contain if you want genuine buy-in (and other tips to making meetings something all team members look forward to).
Why making time to air grievances in meetings is crucial (and how consistency is key to making this productive).

As we near the end of this series, you should be able to take away at least something from each episode to help your business’s sales management go from being defensive to offensive. Listen to this episode to learn how to run regular sales meetings—one of the most important yet overlooked steps.

Operate Off of Key Measurements (Building a Framework of Sales Management - Part 5)

Tue, 02 May 2023 12:30:00 -0000

What separates hearth professionals and business people working at Fortune 500 companies is that most hearth professionals were never professionally trained in sales. Far too many hearth companies operate their sales processes as if they are driving by looking through the rearview mirror. To operate effectively, they also need to pay attention to metrics telling what’s happening and what’s ahead.

In today’s episode, Tim talks about key measurements and how they can transform the effectiveness of a sales team. These key measurements allow you to go from driving using the rearview mirror to driving with total awareness of where you’re at and what’s to come.

In this episode, you’ll learn:

The four most important key measurements (Tim has seen these measurements drastically improve sales teams).
What lead and lag measures are (these two, put together, will paint a complete picture of what’s happening).
How to start taking key measurements (this isn’t as difficult as you might think).

You'll go from playing defensively to offensively with your sales processes by listening to all episodes in the Building a Framework of Sales Management series. Listen to this episode to continue your journey to achieving this.

Coach the Right Behaviors (Building a Framework of Sales Management - Part 4)

Tue, 25 Apr 2023 12:30:00 -0000

Many business leaders have expectations in mind and may criticize their team when those expectations are not met. However, until they sit down with each team member and coach them on the specific behaviors they want, a lack of alignment in expectations will occur.

In today’s episode, Tim talks about how to coach the right behaviors once a business starts to operate from a sales dashboard. This is how you can go from having a disconnected team to a connected one that plays offensively.

In this episode, you’ll learn:

The four specific behaviors you need to coach to your team members (Tim has seen these make all the difference).
Why meeting with team members regularly is crucial to ensure expectations are met (team members cannot read your mind).
What a weekly progress report is and how to make one (this will take your team from guessing how things are going to knowing how things are going).

The step discussed in this episode—part four of the Building a Framework of Sales Management series—can be time-intensive as it requires creating a regular cadence of meeting with team members to set expectations and then coaching, affirming, and correcting them. Not many business leaders achieve this, but if you can, you’ll get one step closer to making your business play as offensive as possible.

Utilizing a Sales Dashboard (Building a Framework of Sales Management - Part 3)

Tue, 18 Apr 2023 12:30:00 -0000

“Guys, there is over a million dollars of lost business in here,” was all that one of Tim’s former colleagues had to say while cleaning out a wastebasket to make him realize how much money his company was losing by not having a sales dashboard.

In today’s episode, Tim explains how to utilize a sales dashboard. This tool will allow you to track opportunities that have not closed in a much more granular way, making your life easier and making you more money.

In this episode, you’ll learn:

The things you should consider when creating a sales dashboard (this is everything you need to see and everything you don’t).
How to rate the attractiveness of a job (this is a systematized way of always knowing what customers are the highest priority).
What software solution is right for your sales dashboard (this is not as important as you think).

While sales are still slow, it’s the time of year to make change. Listen to this episode—part three of the Building a Framework of Sales Management series—to help you close more opportunities.

Utilize a Documented Sales Process (Building a Framework of Sales Management - Part 2)

Tue, 11 Apr 2023 12:30:00 -0000

Do your salespeople have the liberty to sell however they please? While that may occasionally work, having a consistent sales process can regularly work. This doesn’t mean your salespeople become robots; it means they have a flexible framework to solve every customer’s problem. They go from thinking, “This is how I do it,” to “This is how we do it.”

In today’s episode, Tim will teach you how to develop and document your company’s sales process to hold all salespeople accountable to a performance standard.

In this episode, you’ll learn:

The five steps of utilizing a sales process (this will allow you to go from having nothing to everything).
The structure of the document you need to create to document your sales process (this will become your salespeople’s bible).
The sales process that The Fire Time Magazine utilizes (this process works very well for our industry, and you can replicate it).

As the economy continues to tighten up, now more than ever, we need to play offense if we want to be successful. By choosing not to build a sales management framework, your company will likely not grow in the long term. Listen to this episode—part two of the Building a Framework of Sales Management series—to learn how to lead your sales process and company to success.

Start Learning and Get Certified from NFI

Sales Goals and Compensation Plans (Building a Framework of Sales Management - Part 1)

Tue, 04 Apr 2023 09:00:00 -0000

Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.

Tim Reed—Respond to the Market or Capitulate to Irrelevance (2023 Fire Time EDx)

Tue, 28 Mar 2023 09:00:00 -0000

Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.

Brandi Biswell—Adapt to a New Generation of Workers (2023 Fire Time EDx)

Tue, 21 Mar 2023 09:00:00 -0000

Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.

Grant Falco—Unleash the Power of Grit and Empathy (2023 Fire Time EDx)

Tue, 14 Mar 2023 09:30:00 -0000

Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.

"Navigating the Post-COVID Market" by Kevin Owens (FTM Rapid Reaction)

Tue, 07 Mar 2023 10:30:00 -0000

Gone are the days of storefronts for everything. Covid made many industries pivot to finding creative ways to put their product in front of customers at their homes. This movement is not slowing down; it is in our industry's best interest to get to where the market is going. Listen to this episode to learn how to get your products in front of consumers.

While we prepare Season 10 of the podcast (which begins next week!), Tim will be giving weekly rapid reactions to audio articles from The Fire Time Magazine. In this week's episode, Tim reacts to “Navigating the Post-COVID Market” by Kevin Owens.

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.

Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.

"Develop a Sales Process that Thrives in a Down Economy" by Tim Rethlake (FTM Rapid Reaction)

Tue, 28 Feb 2023 13:30:00 -0000

Salespeople will almost always take the path of least resistance unless a process prevents them from doing so. This sort of operation was sufficient in recent times, but now more than ever, you need salespeople who have processes to pursue opportunities so that you maximize sales in the likely oncoming down economy. Listen to this episode to learn how to develop your team’s processes to be prepared for the worst.

While we prepare Season 10 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 “Develop a Sales Process that Thrives in a Down Economy” by Tim Rethlake (Director of Sales Effectiveness at Hearth & Home Technologies).

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.

Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.

"Better Together" by Ryann Blake (FTM Rapid Reaction)

Tue, 21 Feb 2023 10:30:00 -0000

There’s a tidal wave of government regulation coming toward our industry. While it certainly will disrupt our industry, that’s not necessarily bad. The best way to ensure good outcomes is riding the tidal wave together. Listen to this episode to avoid being swept away by upcoming government regulations.

While we prepare Season 10 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 “Better Together” by Ryann Blake (Owner of Chimney Techniques Stove Shop).

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.

Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.

A Guide to the 2023 HPBExpo

Tue, 14 Feb 2023 13:00:00 -0000

In this bonus episode, Tim walks through the FTN HPBExpo guide. Click here to download it as a PDF so you have an intentional plan to win this year in Louisville!

In addition, our team is hosting the first ever FTN EDx Scavenger Hunt. Collect points by completing challenges and scanning QR codes. The top three will receive some amazing packages from the FTN team. Click here to register for the FTN Challenge and get started collecting points today!

Finally, on Saturday night, we are hosting a Fire Time Network: EDx event at the Bomhard Theater in downtown Lousiville. You don't want to miss this night of presentations on the past, present, and future of our industry. Registration is free by clicking this link.

"Firepower - Connection" by Phil Connor (FTM Rapid Reaction)

Tue, 07 Feb 2023 05:30:00 -0000

What does calling people by their names, deleting the email client off your phone, and truthfully understanding your authenticity and sincerity do for the people you interact with? It allows you to connect with them on a deeper level. These days, too many people fall victim to letting distractions impact the quality of their relationships. Don’t be like them; listen to this episode to hear what you can do to deepen your connections.

While we prepare Season 10 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 “Firepower - Connection” by Phil Connor (CEO of Ignition Laboratories).

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.

Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.

"Use ‘Turn Signals’ to Avoid Disasters at Work" by Clay Dennis (FTM Rapid Reaction)

Tue, 31 Jan 2023 05:30:00 -0000

Many people don’t have any semblance of control over their schedules, and that negatively impacts their teams. By having “turn signals,” you can gain control over your schedule, show courtesy to your team, and build internal discipline that will make you proactive and intentional with your time. Listen to this episode to learn about turn signals, which will help you galvanize and rally team members to your cause.

While we prepare Season 10 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 “Use ‘Turn Signals’ to Avoid Disasters at Work” by Clay Dennis (a believer, a coach, and a friend when called).

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.

Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.

"Cognitive Dissonance: The Background Radiation Sapping Employee Productivity and Workplace Happiness" by Casey Harvey (FTM Rapid Reaction)

Tue, 24 Jan 2023 13:30:00 -0000

“Team members should be treated the same way as customers.” If you repeat this statement often but it’s false day-to-day, it produces cognitive dissonance in your culture, allowing bad habits and toxicity to form. Maintaining this culture will deter young people from your company and ultimately lead to its demise. Listen to this episode to learn how to eliminate cognitive dissonance within your company and show generosity, purpose, and vision to attract the next generation.

While we prepare Season 10 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 “Cognitive Dissonance: The Background Radiation Sapping Employee Productivity and Workplace Happiness” by Casey Harvey (VP of Sales at Ray Murray, Inc.).

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.

Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.

Amie Ryan - Invest in Your Team with Education

Tue, 17 Jan 2023 13:30:00 -0000

Shockingly, there isn’t an industry-wide required certification process to put fire into customers' homes. However, there are many obtainable certifications that not only ensure your staff is expert at what they do but also plant peace of mind in your customers’ minds. Given the option, virtually nobody would choose an uncertified business over a certified one when dealing with something that could burn their home down.

This episode is an interview interrupting our weekly Rapid Reaction episodes to celebrate the upcoming HPBExpo in Louisville, Kentucky. Join Tim as he interviews Amie Ryan of the National Fireplace Institute (NFI) to learn about the benefits of—and ways to get—educated and certified by NFI (inexpensively). The content in this episode is a great way to prepare for the upcoming HPBExpo, as both NFI and Tim will be providing educational opportunities at the show.

In this episode, you’ll learn:

How education increases customers’ respect and can bring our industry together (this, once fully embraced, could transform our industry for the better).
What NFI has planned for this year’s HPBExpo (this is an opportunity that you do not want to miss).
What The Fire Time EDx event at this year’s HBPExpo will consist of (this will be the premiere event of the expo).

We provide customers with beauty, comfort, and safety. If a customer doesn’t feel you’re providing them with safety because your team isn’t certified, you will have difficulty putting fire into their home. By getting certified, you can increase your customers’ trust in your business and improve our industry. Listen to this episode to learn how to get started.

The Hero’s Journey by Joseph Campbell

"Two Ways to Ask Customers Better Questions" by Jim Adams (FTM Rapid Reaction)

Tue, 10 Jan 2023 13:30:00 -0000

When a salesperson is standing in front of a customer, it’s important to ask intentional questions. Listen to this episode to get a framework for finding the right tone for sales situations and asking questions that genuinely show customers you care.

While we prepare Season 10 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 “Two Ways to Ask Customers Better Questions” by Jim Adams (Fire Investigator and Fuel Burning Appliance Specialist for QdotGlobal).

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.

Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.

"How a $20 Add-On Could Save Your Business in the Fight Against CO2" by Michael Verkruyse (FTM Rapid Reaction)

Tue, 03 Jan 2023 13:30:00 -0000

Two-thirds of Americans believe that the climate crisis is a major issue that needs to be addressed. Yet, many of the major companies that occupy our lives daily continue to pump out tons of CO2 with little to no public scrutiny. This is because they offset their emissions by purchasing carbon credits. People in our industry need to seriously consider this inexpensive strategy if we want our industry to survive another generation. Listen to this episode to learn how to start contributing to solving the climate crisis.

While we prepare Season 10 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 “How a $20 Add-On Could Save Your Business in the Fight Against CO2” by Michael Verkruyse (VP for Associated Energy Systems).

Email Michael: michaelv@aes4home.com.

Read The Carbon Almanac: https://thecarbonalmanac.org.

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.

Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.

"The President's Perspective" by Grant Falco (FTM Rapid Reaction)

Tue, 27 Dec 2022 13:30:00 -0000

In recent years, our industry has been too occupied by intense demand to orient our businesses in accordance with shifts in society. Today, there are industry-wide struggles in labor, sales, supply, and electrification. These things are about to converge and impact our industry like never before. Listen to Grant Falco’s take and advice on these issues in this episode to better prepare for the future of our industry.

While we prepare Season 10 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 "The President's Perspective” by Grant Falco (Co-Owner of Falcos & Co-Founder of Fire Time Network).

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.

Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.

"Don't Just Buy Your Marketing—Own It" by Brion Barnhill (FTM Rapid Reaction)

Tue, 20 Dec 2022 13:30:00 -0000

Once you’ve paid for a TV ad, it’s gone. This isn’t necessarily bad, but before dumping money into marketing you buy, you should assess if you’ve fully taken advantage of the marketing you own. Listen to this Rapid Reaction Episode to learn more about the two different types of marketing and when to rely on each.

While we prepare Season 10 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 "Don't Just Buy Your Marketing—Own It” by Brion Barnhill (Owner, Barnhill Chimney Company).

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.

Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.

Last Call - Q&A with Tim Rethlake (Season 9 Finale)

Tue, 13 Dec 2022 13:30:00 -0000

The Fire Time Podcast launched over four years ago, and the first episode featured today’s guest. After praising him as the George Washington of our industry’s Mt. Rushmore, Tim asks this guest to respond to a series of questions that came in throughout the last season.

In today’s episode, Tim talks with the soon-to-be-retired Tim Rethlake (Director of Sales Effectiveness at Hearth & Home Technologies). Tim taps into Rethlake’s 40-some years of industry experience while he’s still behind the wheel—and the two have some epiphanies during their conversation that you can’t afford to miss.

In this episode, Tim and Rethlake tackle these questions (among others):

Is company culture even a thing anymore with how often people job-hop? (And how can we prevent job-hopping in the first place?)
What should we look for when we’re hiring? (And what are the right questions to ask during interviews?)
Are salespeople formed or gifted? (And how can we overcome the negative paradigm surrounding them?)

It’s incredible to see how things have changed since Rethlake first appeared on the podcast. His influence on our industry will endure, and his words will guide you during any tough times ahead. Listen to this episode today to learn more.

To Sell is Human by Dan Pink

AIM - Always Intentional Man

Every Episode with Rethlake:

Episode 1 - Tim Rethlake (What Every Salesperson Needs to Understand)

Episode 15 – Tim Rethlake (7 Habits of Highly Effective Salespeople) Pt. 1

Episode 16 - Tim Rethlake (7 Habits of Highly Effective Salespeople) Pt. 2

Episode 39 - Tim Rethlake (Show Gratitude)

Episode 74 - Tim Rethlake & Jeni Forman (Let's Talk About IR)

Kirk Newby - Planting Trees Not Killing Fish

Tue, 06 Dec 2022 13:30:00 -0000

Too many people treat business decisions like killing fish. Today’s guest explains how he believes this mindset is detrimental to maintaining meaningful connections with the people a business serves. Instead, he claims, every decision should be thought of as planting a tree.

In today’s episode, Tim sits down with Kirk Newby (President of Associated Energy Systems), a legacy maker Tim has long respected. Pulling from his lifetime of experience, Kirk shares some valuable words of wisdom you won’t want to miss.

In this episode, you’ll learn:

How Kirk has maintained a remarkable relationship with his brother and business partner for over 30 years (this is a lesson in humility).
Why things that are worth doing are never easy (this message is especially pertinent to younger people).
What must be put in place to be a relationally driven business (this is how to plant trees and not kill fish).

If you want to retire from a thriving legacy business when the time comes, you need to stop running your company like a fishing operation and start viewing it as a tree nursery instead. Listen today to learn how one of our industry’s greats has set himself up for this outcome.

Alan Newkirk - Leaving a Legacy of People

Tue, 29 Nov 2022 13:30:00 -0000

The business owned by this episode’s guest experienced one of its greatest periods of growth during the 2008 recession. With the current instability of the economy, 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 and Master Hearth Professional), someone he’s 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 so they’re ready to take over once you’re gone (impacting people is the most important work you’ll do).
How to win by putting all your eggs in one basket and watching it closely (going a mile deep and an inch wide is often the way to go).
How to take advantage of a down economy (picking up the best talent during tough times is the key).

When you’re 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. If you want to be in the former spot, listen to this episode and learn to empower your people now so they can take over later.

Click here to check out more from the CVC Success Group

Jerry & Sheryl Isenhour - Growing Your Business in a Down Economy

Tue, 22 Nov 2022 10:00:00 -0000

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 support The Fire Time Podcast financially

How to Understand Your Customer's Problem

Tue, 15 Nov 2022 13:30:00 -0000

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

Grant Falco - Pushing Through the Dip

Tue, 08 Nov 2022 13:30:00 -0000

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.

SureFire Training Academy

Alan Rush - Mastering In-Home Sales

Tue, 01 Nov 2022 12:30:00 -0000

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.

Rush Profits

Monday Morning Meeting Minutes

Chris Becker - Building a Business from the Truck Up

Tue, 25 Oct 2022 12:30:00 -0000

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.

Blue Collar Gold: How To Build A Service Business From The Dirt Up

Mark Stoner - Blue Collar Gold

Tue, 18 Oct 2022 12:30:00 -0000

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).

Blue Collar Podcast

Poppy & Peep Chocolate

Email Mark

Christy Campbell - Creating a Brand That’s Good News for Your Customers

Tue, 11 Oct 2022 12:30:00 -0000

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.

Email Christy

Michael Verkruyse - From Google to Fireplaces

Tue, 04 Oct 2022 12:30:00 -0000

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.

StoveTeam International

Classic Stoves & Fireplaces Instagram

Jodi Harrington - Creating a Comfortable Showroom

Tue, 27 Sep 2022 12:30:00 -0000

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.

Patrick Ryan - Making Change in a Family Business

Tue, 20 Sep 2022 12:30:00 -0000

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.

David Rettinger - Visibility is the Catalyst for Change

Tue, 13 Sep 2022 12:30:00 -0000

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.

Check out Striven

Watch the Video Version of This Conversation (Please Share This)

Are Cord Wood Tested Stoves Going Away?

Tue, 06 Sep 2022 12:30:00 -0000

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.

Access the EPA Wood Stove Certification List

https://www.itsfiretime.com/2019/11/19/the-fire-time-podcast-episode-43-alex-judd

Communicate Better with these Two Little Words by Clay Dennis (FTM Rapid Reaction)

Tue, 30 Aug 2022 12:30:00 -0000

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.

The Power of the Backlog by Sam O'Donnell (FTM Rapid Reaction)

Tue, 23 Aug 2022 12:30:00 -0000

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.

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.

3 Keys to Creating an Effective Showroom by Deb Hannig (FTM Rapid Reaction)

Tue, 16 Aug 2022 12:30:00 -0000

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.

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.

Artists Ship, Leaders Execute by Tim Reed (FTM Rapid Reaction)

Tue, 09 Aug 2022 12:30:00 -0000

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.

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.

Relationships, Results, and Trust—Compounded Over Time—Create Influence by Alex Judd (FTM Rapid Reaction)

Tue, 02 Aug 2022 12:30:00 -0000

Too many leaders promise things that they don’t end up doing. This creates a disconnect between leaders and their teams, and it’s often the underlying reason teams don’t fully buy into their leaders’ initiatives. If you’re ready to overcome this challenge, then this episode of the podcast 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 "Relationships, Results, and Trust—Compounded Over Time—Create Influence" by Alex Judd.

Podcast episodes with Alex:

https://www.itsfiretime.com/2020/09/29/the-fire-time-podcast-episode-72-alex-judd

Alex’s Path for Growth Podcast: https://www.pathforgrowth.com/podcast

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

Good Design is Simpler than You Think by Christy Campbell (FTM Rapid Reaction)

Tue, 26 Jul 2022 12:30:00 -0000

Let’s face it: Our industry could use some help when it comes to marketing design. Often, that’s because people don’t understand the importance of keeping their designs simple. If you’re ready to make your marketing design better, start by listening to this podcast episode.

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 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.

Why Team Members Fail and How to Help Them Succeed by Jerry Eisenhower (FTM Rapid Reaction)

Tue, 19 Jul 2022 12:30:00 -0000

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

Consultative Sales from the Buyer's Perspective by Heather Hockenberry (FTM Rapid Reaction)

Tue, 12 Jul 2022 12:30:00 -0000

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!

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

Q & A - Season 8 Finale

Tue, 05 Jul 2022 12:30:00 -0000

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

Listen to the first episode of this series with Stan Campbell

Vision, Mission, Core Values - Part 3

Tue, 28 Jun 2022 12:30:00 -0000

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 second episode of this series with the WhyFire Team

Listen to the Fire Time Magazine Podcast

Listen to Last Week’s Episode with Stan Campbell

Why Core Values Matter

Tue, 21 Jun 2022 12:30:00 -0000

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.

Check Out The Life of a Chimney Sweep Podcast

Stan Campbell - Mission, Vision, Core Values, Goals, and Objectives

Tue, 14 Jun 2022 12:30:00 -0000

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).

Hiring Stan is the best money Tim has ever spent. Bring him in to critique your organization by emailing him here: stanfordjcampbell@gmail.com.

Sean Kraemer - Life of a Chimney Sweep

Tue, 07 Jun 2022 12:30:00 -0000

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.

Click Here to Join the NCSG

Nearing Home by Billy Graham

Clay Dennis - Building a Business That You Can Sell

Tue, 31 May 2022 12:30:00 -0000

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.

Megan Lee - Taking Your Place in the Industry After Growing Up in It

Tue, 24 May 2022 12:30:00 -0000

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.

Buy Schurrer’s new book: The Secret Society of Success

Tim Schurrer - The Secret Society of Success

Tue, 17 May 2022 12:30:00 -0000

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 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).

Build a Winning Team Podcast

Sam O'Donnell - Follow Up to Win

Tue, 10 May 2022 12:30:00 -0000

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

Dan Bonar - The Journey of a Young Executive

Tue, 03 May 2022 12:30:00 -0000

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.

Click Here To Register For NEHPBA’s The Path Forward event on May 1-3

NEHPBA on the Battle of Electrification

Tue, 26 Apr 2022 12:30:00 -0000

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 Join The Fire Time Network

Jon Fox - Turning Your Company Into a Selling Machine

Tue, 19 Apr 2022 12:30:00 -0000

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)

Building the Heartbeat Report (Warranty %)

Tue, 12 Apr 2022 12:46:27 -0000

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.

Building the Heartbeat Report (Installation Completion Percentage)

Tue, 05 Apr 2022 12:30:00 -0000

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.

Building the Heartbeat Report (Backlog)

Tue, 29 Mar 2022 12:30:00 -0000

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.

Building the Heartbeat Report (Traffic Count)

Tue, 22 Mar 2022 12:30:00 -0000

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.

Great By Choice by Jim Collins

Navigating the Supply Chain in 2022 - Live from HPBExpo 2022

Tue, 15 Mar 2022 09:00:00 -0000

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.

A Woman's Approach to the Sales Process - Live from HPBExpo 2022

Tue, 08 Mar 2022 13:30:00 -0000

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.

Would You Buy From You? (FTM Rapid Reaction)

Tue, 01 Mar 2022 13:30:00 -0000

“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

From Riding to Running Your Business (FTM Rapid Reaction)

Tue, 22 Feb 2022 13:30:00 -0000

"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

5 Things Every Hearth Retailer Should Know (FTM Rapid Reaction)

Tue, 15 Feb 2022 13:30:00 -0000

“Know what SKUs are right for you.”

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)!

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

FirePower with Phil Connor - Passion (FTM Rapid Reaction)

Tue, 08 Feb 2022 13:30:00 -0000

“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

The Secret: 4 Simple Steps To Reconciliation (FTM Rapid Reaction)

Tue, 01 Feb 2022 13:30:00 -0000

"We can't argue with a customer's experience."

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

More Than 60,000,000 Reasons You Should Rethink Your Marketing (FTM Rapid Reaction)

Tue, 25 Jan 2022 13:30:00 -0000

We are no longer physical companies with a digital presence; we are digital companies with a physical presence...

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

4 Simple Strategies For Connecting With Customers (FTM Rapid Reaction)

Tue, 18 Jan 2022 13:30:00 -0000

"Oh, what kind of dog do you have?" is the type of question salespeople should really be asking customers...

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

The Cohesive Unit (FTM Rapid Reaction)

Tue, 11 Jan 2022 13:30:00 -0000

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

Dave Pomeroy's Rules of Customer Percentages (FTM Rapid Reaction)

Tue, 04 Jan 2022 13:30:00 -0000

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

3 Lies That Are Killing Your Business (FTM Rapid Reaction)

Tue, 28 Dec 2021 13:30:00 -0000

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

Demand More From Reps Like Me (FTM Rapid Reaction)

Tue, 21 Dec 2021 13:30:00 -0000

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

Q & A - Season 7 Finale

Tue, 14 Dec 2021 10:00:00 -0000

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:

Episodes for a new sales rep to listen to:

Zig Ziglar Secrets of Closing the Sale

The Fire Time Magazine Podcast (Apple Podcasts) | (Spotify)

Rachel Feinstein - Why Everyone Needs a Mentor

Tue, 07 Dec 2021 13:30:00 -0000

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

Michelle’s Book: She Works His Way

Michelle Myers - Working with Purpose

Tue, 30 Nov 2021 13:30:00 -0000

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

@sheworkshisway on Instagram

Email a Question For The Season 7 Finale

Email A Q&A Question For The Season 7 Finale

Robert Bartucci - Simplify, Focus, Execute

Tue, 23 Nov 2021 13:30:00 -0000

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

How to Build a Great Team

Tue, 16 Nov 2021 13:30:00 -0000

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.

Pete Schoenfeld - Communication Wins

Tue, 09 Nov 2021 13:30:00 -0000

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.

Jim Adams - Protect Your Company From Fire Investigations

Tue, 02 Nov 2021 12:30:00 -0000

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

Noel Putaansuu - The Wood Burning Certification Process Doesn't Match Reality

Tue, 26 Oct 2021 12:30:00 -0000

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

Edmund Poplawski - Would You Buy From You?

Tue, 19 Oct 2021 12:30:00 -0000

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.

10 Steps to Execute - Steps 8, 9, & 10

Tue, 12 Oct 2021 12:30:00 -0000

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

10 Steps to Execute - Steps 6 & 7

Tue, 05 Oct 2021 12:30:00 -0000

“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.

10 Steps to Execute - Steps 4 & 5

Tue, 28 Sep 2021 12:30:00 -0000

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.

The Journey - How Two Retailers Stumbled Into a Community Bigger Than Themselves

Tue, 21 Sep 2021 12:30:00 -0000

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

10 Steps to Execute - Steps 2 & 3

Tue, 14 Sep 2021 12:30:00 -0000

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.

10 Steps to Execute - Overview & Step 1

Tue, 07 Sep 2021 12:30:00 -0000

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.

Q & A - Season 6 Finale

Tue, 15 Jun 2021 12:00:00 -0000

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

Season 2 Episode - 7 Habits of Highly Effective SALES people

Back to Basics—Why Every Company Needs a Sales Process

Tue, 08 Jun 2021 12:30:00 -0000

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.

This Blizzard Exposes The Perils Of Attempting To ‘Electrify Everything’

Robert Bryce - The Perils of Trying to Electrify Everything

Tue, 01 Jun 2021 12:30:00 -0000

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.

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

Click here to buy Traction by Gino Wickman

Jon Fox - How to Gain Traction in Your Business

Tue, 25 May 2021 12:00:00 -0000

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 view the EOS Traction Wheel

Contact Jon:

jon@vitlconsulting.com

VITL Consulting

Click here to check out Canva

Grant Falco - Moving Your Company From Analog to Digital

Tue, 18 May 2021 12:00:00 -0000

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

Tim Reed - 3 Books You Need to Read—Now

Tue, 11 May 2021 12:30:00 -0000

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.

Phil Connor - Find Your Fire Power

Tue, 04 May 2021 12:30:00 -0000

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.

Checkout the Business Transition Readiness Course

Julie Keyes - Poised for Exit

Tue, 27 Apr 2021 12:30:00 -0000

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.

Buy Julie’s Book, Poised for Exit

Buy Christopher Snider’s Book, Walking to Destiny

Buy John Warrillow’s Book, Built to Sell

Troy Olsen - Adapt or Die

Tue, 20 Apr 2021 12:30:00 -0000

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.

Peter Parsons - The Passion of the Sale

Tue, 13 Apr 2021 12:30:00 -0000

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.

Click to purchase Good to Great by Jim Collins

Jenna Guldin - The Right Seat on the Bus

Tue, 06 Apr 2021 12:30:00 -0000

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.

Justin Sundset - The Bias Against Electric Fireplaces

Tue, 30 Mar 2021 12:30:00 -0000

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.

Sam O’Donnell - Be Proactive to Win in Sales

Tue, 23 Mar 2021 12:30:00 -0000

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).

Sam O’Donnell - 5 Steps to Simplify the Customer Experience

Tue, 16 Mar 2021 12:30:00 -0000

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.

Working with clients in the showroom

Ryann Blake - When to Say No

Tue, 09 Mar 2021 13:30:00 -0000

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:

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

Checkout Barnhill Chimney Supply

Brion Barnhill - The Four Day Work Week

Tue, 02 Mar 2021 17:15:00 -0000

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.

Pick up your own copy of Traction

Q & A - Season 5 Finale

Tue, 15 Dec 2020 10:30:00 -0000

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

Colleen Kittridge - What the Young Generation Brings to the Table

Tue, 08 Dec 2020 10:30:00 -0000

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

Scott Ramspott & Nathan Lammers - Dealer, Step Your Game Up!

Tue, 01 Dec 2020 10:30:00 -0000

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

Dick Hoffman - Becoming the Chairman of the Board

Tue, 24 Nov 2020 10:30:00 -0000

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

Malcom & Zack Fisher - The Forgotten Territory

Tue, 17 Nov 2020 10:30:00 -0000

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

Tim Reed - Learn to Lead Yourself

Tue, 10 Nov 2020 10:30:00 -0000

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

Kevin Obee - Building a Culture of Meetings

Tue, 03 Nov 2020 10:30:00 -0000

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

Grant Falco - How to Build a Business Scoreboard

Tue, 27 Oct 2020 09:30:00 -0000

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

Art Ratcliffe - What Makes a Great Sales Rep?

Tue, 20 Oct 2020 09:30:00 -0000

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

Tim Rethlake & Jeni Forman - Let's Talk About IR...

Tue, 13 Oct 2020 09:30:00 -0000

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

Nick Bauer - Legacy Business and Acquisitions

Tue, 06 Oct 2020 09:30:00 -0000

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

Alex Judd - A Path For Growth

Tue, 29 Sep 2020 09:30:00 -0000

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

Taylor & Zack Estes - Finance 101

Tue, 22 Sep 2020 09:30:00 -0000

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.

Henry Hall - Economics 101

Tue, 15 Sep 2020 09:30:00 -0000

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 read "The Art of Sales" & "The Heart of Sales" by Bill Lentz.

Bill Lentz - The Art of Sales

Tue, 08 Sep 2020 09:30:00 -0000

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.

To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime

Q & A - Season Four Finale

Tue, 11 Aug 2020 09:30:00 -0000

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!

Marketing - Building a Winning Hearth Company (8 of 8)

Tue, 04 Aug 2020 09:30:00 -0000

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

Showroom - Building a Winning Hearth Company (7 of 8)

Tue, 28 Jul 2020 09:30:00 -0000

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

Support Staff - Building a Winning Hearth Company (6 of 8)

Tue, 21 Jul 2020 09:30:00 -0000

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

Grounds & Warehouse - Building a Winning Hearth Company (5 of 8)

Tue, 14 Jul 2020 09:00:00 -0000

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

Service - Building a Winning Hearth Company (4 of 8)

Tue, 07 Jul 2020 09:00:00 -0000

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

Installation - Building a Winning Hearth Company (3 of 8)

Tue, 30 Jun 2020 09:30:00 -0000

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