The Fire Time Podcast (Tim Reed)

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. Learn more about Striven here How to Write Copy that Sells by Ray Edwards The Hero’s Journey by Joseph Campbell Support The Fire Time Podcast Financially

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. Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network

Carter Harkins and Taylor Hill from the Blue Collar Proud show stop by to talk all things SEO. These guys are doing some amazing things, check them out at the links below: https://bcpshow.com https://sparkmarketer.com https://www.closingcommander.com  

Cherbel Yousief, President of Sherwood Industries (Enviro Fireplaces) stops by to talk about innovation. Their company has gone through many changes in the last few years–they shifted focus from their top-producing lines to the ones they saw would win in the years to come. For more information on Sherwood Industries check out this link: http://www.enviro.com

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.

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). Sign up for our EDx Challenge Scavenger Hunt at the HPBExpo: https://www.itsfiretime.com/challenge. Sign up for our EDx event at the HPBExpo Meetup: https://www.itsfiretime.com/expo.  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.

While we prepare for Season 13 of the podcast, we're taking a break from our Fire Time Magazine Rapid Reaction series to reply a conversation that Tim had with Mark Stoner about how service and speed is key to success. Here are the original show notes: Few businesses in our industry have over 20 trucks on the road, more than 100 employees, and no limit for growth. This episode’s guest, however, is the owner of businesses that fit these unusual criteria. In today’s episode, Tim talks with the peak performer Mark Stoner (President of Ashbusters Chimney Service and author of Blue Collar Gold). Their conversation starts with Mark’s life story, then moves to Mark diving deep into how he has achieved success with his businesses, and ends with a discussion about the importance of speed in business. In this episode, you’ll learn: Why chimney work is an untapped gold mine for hearth retailers (and how to start doing it). Why you are the only thing holding yourself back from success (and how accountability is the secret sauce to move you out of your own way). Why speed is essential to succeeding in the modern business world (and how to find the perfect relationship between speed and quality).  Don’t let your business be a unicycle that only you, the owner, are riding. Instead, build a business with multiple wheels and people in control so it’s less vulnerable to unexpected obstacles. Listen to this conversation to learn how Mark has used this philosophy to find remarkable success in several businesses. Blue Collar Gold: How To Build A Service Business From The Dirt Up Blue Collar Podcast Poppy & Peep Chocolate Email Mark -------- Become a supporter of The Fire Time Network and get access to awesome rewards: https://itsfiretime.com/join To hear more audio articles from our magazine, subscribe to the Fire Time Magazine Podcast: https://www.itsfiretime.com/magazine.

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! Support The Fire Time Podcast Financially

What if there was a process for eliminating mistakes in your business so you could grow like never before? As it turns out, there is—and you can learn all about it on The Fire Time Podcast. This season, Tim and Grant will go through the 10-Step Execution Framework that they designed to help you set and exceed expectations for your business. Over the years, these steps have been taught to many companies, but they’ve never been compiled in one place—until now.  In today’s episode—the second installment of the 10 Steps to Execute series—Tim and Grant discuss Step 2 (The Job Walk and Final Estimate) and Step 3 (The Sales Follow-Up) of the 10-Step Execution Framework. In this episode, you’ll learn:  The details of Steps 2 and 3 of the 10-Step Execution Framework (these will stop mistakes in their tracks). Four things that must happen before a job is greenlit and can move forward to installation (these are responsibilities too many salespeople neglect). Why your installation coordinator can make or break your business (they’re the key to unlocking profit in your schedule). Stop watching the same mistakes prevent your business from growing. Implement the 10-Step Execution Framework into your sales process and watch frequent mistakes fade away.   Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network

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. 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 "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.

"While we prepare for Season 14 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 an article he wrote titled, "Don't Take Yourself Too Seriously" (released in the October 2024 issue of The Fire Time Magazine). ------ Become a supporter of The Fire Time Network and get access to awesome rewards: https://itsfiretime.com/join 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. Nominate someone for the HPBExpo Ultimate Awards Show: https://www.hpbexpo.com/awards/

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)

While we prepare for Season 13 of the podcast, we're taking a break from our Fire Time Magazine Rapid Reaction series to reply a conversation that Tim had with Dr. JJ Peterson from a few years ago about creating a message that inspires customers to take action. Here are the original show notes: Most companies think they have a message that makes sense to their customers when it's actually confusing them. The reason is because companies are too close to what they do and aren't able to back up enough to see from the perspective of their customers. In today's episode, JJ Peterson from Storybrand sits down to talk about how their 7 part framework can connect businesses with their customers like never before. If you think your messaging may be confusing for your customers then this episode is for you: Learn why the framework of story connects a customer to your business like nothing else (believe me, this is a game changer) Understand why your business should never play the "Hero" in marketing (and why you should instead become the "Guide") Listen to JJ explain the 7 part Storybrand framework from start to finish (this can make a radical difference for you right away) Don't miss out on learning what you need to move the needle in your marketing. This framework is proven to work regardless of the size of your business and customer base. You can finally take control of your marketing and clearly explain the value that your company offers in a way that your customers understand.   Links from this show: Buy a copy of "Building a Storybrand" Listen to the Building a Storybrand Podcast Go to a Storybrand Live Workshop -------- Become a supporter of The Fire Time Network and get access to awesome rewards: https://itsfiretime.com/join To hear more audio articles from our magazine, subscribe to the Fire Time Magazine Podcast: https://www.itsfiretime.com/magazine.

In a world where negativity dominates the headlines, remaining positive can be challenging. However most people miss that intentionally surrounding yourself with the right things will allow you to unlock an internal firepower.  Today, Tim talks with Phil Connor (CEO | Ignition Laboratories), a regular contributor to The Fire Time Magazine with his powerful “Firepower with Phil Connor” column. In this episode, the primary focus is Phils’s genius PIVOT model, as seen in the most recent publications of the magazine.  By the end of this episode you will have learned:  What each letter in the PIVOT acronym stands for and how you can implement it into your own life (this is huge for staying positive when it’s so easy to be negative) How utilizing The Personal Combustion Triangle can supercharge your personal success (you can learn all of the skills that you need) Why we as an industry MUST come together and communicate if we want to survive (we need to reconnect with why we sell out products) Waking up every morning with a negative view of our world won't get you anywhere. Instead, channeling positivity through a lens like Phil’s PIVOT model will allow you to see that there is purpose in what you do. Listen to this episode to learn how you can live a more positive, purposeful life. Support The Fire Time Podcast financially Click here to join The Fire Time Network

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. Sign up for our EDx Challenge Scavenger Hunt at the HPBExpo: https://www.itsfiretime.com/challenge. Sign up for our EDx event at the HPBExpo Meetup: https://www.itsfiretime.com/expo.  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.

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 Nashville! Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime. Nominate someone for the HPBExpo Ultimate Awards Show: https://www.hpbexpo.com/awards/

While we prepare for Season 14 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 an article by Phil Connor titled, "Follow-Through" - part of the FirePower with Phil Connor column (released in the July 2024 issue of The Fire Time Magazine). ------ Become a supporter of The Fire Time Network and get access to awesome rewards: https://itsfiretime.com/join 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. Nominate someone for the HPBExpo Ultimate Awards Show: https://www.hpbexpo.com/awards/

It’s easy to think that core values are unnecessary fluff, but that mindset will likely lead to slow growth and poor culture. Core values, done right, are hard-edged driving forces that make companies come alive. In today’s episode—the follow-up to last week’s episode with Stan Campbell—Tim talks about WhyFire’s core values with his fellow team members, Matt Bradley and Sam O’Donnell. These core values galvanize the WhyFire team every day—something that’s clearly conveyed through this lighthearted conversation. In this episode, you’ll learn: How the WhyFire team came up with their core values (and how those shape the team’s daily actions). How to create an actionable core value (and what three traits make a rock-solid one). How to bake your core values into your team (and why this gets everyone rowing in the same direction). Honestly, most core values are fluff because they aren’t truly internalized. Taking core values seriously might be challenging at first, but doing so will lead your company down the path of prosperity. If you’re ready to rethink your core values, listen to this episode today.   Listen to Last Week’s Episode with Stan Campbell Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network

While we prepare for Season 13 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 an article that he wrote titled, "Default to Generosity" (released in the March 2024 issue of The Fire Time Magazine). ------ Become a supporter of The Fire Time Network and get access to awesome rewards: https://itsfiretime.com/join 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. Nominate someone for the HPBExpo Ultimate Awards Show: https://www.hpbexpo.com/awards/

Most companies are so focused on getting to the next sale that they forget about the person who just purchased from them. Don't leave your customers in the dust! To cap off our series on the seven-step sales process, I sat down with Tim Rethlake (Hearth & Home Technologies) to talk about Step 7: Gratitude. In this conversation: Learn why showing gratitude towards past customers sets you up for future success (this "says" easy, but "does" hard) Discover some practical ways that you can show gratitude to past customers (these are super practical and don't take a lot of time) Listen to TR tell a story about gratitude that paid off 10 years later (seriously, this is crazy) Having a heart of gratitude towards your customers will set you up for success in ways that nothing else will—so start building practices in today. You can build an army of brand ambassadors who are an (almost) free marketing department everywhere they go by being generous and gracious towards them after the purchase.   Don't miss out on the HUGE ANNOUNCEMENT that I teased back in Season 2! Free video course: 3 Reasons Your Website is Leaking Money

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).   Sign up for our incredible 2023 HPBExpo Meetup: https://www.itsfiretime.com/expo.  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.

I know that you want to be a winning hearth company that grows every year. In order to do that, you’re always looking to sell more fireplaces. The problem that the impending NSPS is changing everything and there is all kinds of misinformation about what you can and can’t sell, which makes you feel like you’ll never be able to figure it out. That’s just plain wrong because you can’t make purchasing decisions on bad information!    I know how it feels to be a dealer that's facing the NSPS, that's why I grabbed Grant Falco (Owner, Falco's) and Chris Neufeld (VP, Blaze King) for this episode to talk through the five things you need to survive NSPS:   Believe the facts and not the hype Prepare your 2020 inventory now Be aware of the discounts that are coming Beware of manufacturers who are taking shortcuts Get the latest scoop from HPBA If you have more questions after this episode, we are hosting an NSPS Q & A on Facebook Live (tomorrow morning) to answer all of your questions and here are the details: Tuesday, May 7th  7am PDT (10am EDT) Click here to RSVP   Links from today's episode: HPBA Regional Affiliates (please join your local affiliate group if you aren't already part of one) Facebook Live Q & A on 5/7/19  Blaze King (Walla Walla, WA) Falco's (Spokane, WA)

When a customer makes the effort to make it all the way to your showroom floor, you better understand why they are standing in front of you. Understanding the customer's intentions without bias, and then finding a polite way to eventually ask for the sale is the key that so many salespeople are missing out on. When selling fireplaces, BTU's aren't everything—the experience the product will deliver to the customer is.  In today's episode - the debut of Season 5 - we sit down with Bill Lentz, the author of The Art of Sales (a series of articles that was very influential in shaping how Tim has gone about his career in the hearth industry). We are not trying to make the customer a fireplace salesperson, we are trying to show them how it could make their lives better is a big takeaway listeners will gain from this episode. The content matter discussed can be applied to all aspects of life beyond the showroom floor! Not being afraid of being assertive and asking the customer for the sale is a daunting task at first, and it will sometimes result in failure. However, getting knocked down is key to finding your true self, and not being afraid of posing more inquisitive questions toward customers down the road.    Click here to read "The Art of Sales" & "The Heart of Sales" by Bill Lentz.   To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime Click here to join The Fire Time Network

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.

In today's market, everyone is looking for people who can move the needle—but there aren't many of them. The truth is that if you want your business to attract "A" players, then you have be an inspiring leader with a playbook to grow the people around you. That playbook is EntreLeadership. In today's episode, I sat down with Alex Judd (Entreleadership Business Coach @ Ramsey Solutions and Host of The EntreLeadership Podcast—one of the biggest business podcasts in the country) to talk about the building blocks that have helped Ramsey Solutions become the standard of company culture and leadership that it is. In this episode, learn: Why vision is the critical to the foundation of leadership (and what you can do to communicate it clearly) The kind of leadership your team needs to keep them aligned (and not take their eyes off of the prize) The common denominator between most successful people that Alex talks to on The EntreLeadership Podcast (these are world renowned thought leaders) Don't miss the chance to understand what it takes to grow your company longterm and attract the best talent. Rather, become the leader your team needs, communicate the vision that you have for your company, grow team members who rally to your cause, and create a legacy that lasts beyond yourself.

Companies in our industry are losing money every day because of second trips and call backs on installations. You know it shouldn’t be this hard, but it seems to happen over and over again. In today's episode, we sat down with Grant Falco (Owner, Falco's) to discuss what it takes to build out an installation department that takes your company to the next level. If this sounds like your world then this conversation could change everything. In this episode: Learn to set up the processes that your business needs to eliminate wasted return trips on installations Understand how to grow a culture of accountability with your team that is bigger than any one person Learn how to structure regular meetings so no job falls through the cracks Stop bleeding money with return trip after return trip, rather, take control of your team, raise the quality of your work, blow your customer’s expectations out of the water, and make a ton of money along the way.   To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime   Click here to join The Fire Time Network

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. Access the WhyFire Sales Accelerator Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network

In the finale to Season 3 of the Fire Time Podcast we hosted a Q & A session live on Instagram and it didn't disappoint! These episodes are amazing because they give us a chance to get extremely specific into the context and situation of your unique business. In this conversation we answer: How do you scale a Service & Installation department to ramp up in-season and survive when it's slower? What do you do when you are in a business where ownership and management are competing with the salespeople? How do you build a compensation plan for salespeople when you've never paid on performance before? The truth is that it is only business leaders who have humility to ask questions like this that have the potential to take their business to the next level. 

Rachel Feinstein is the Senior Manager for Government Affairs for the HPBA (Hearth, Patio & BBQ Association). She works everyday to fight for the future of our industry in our nation's capitol. In this episode we dive deep on what Government Affairs is and why it's so critical for everyone to step up and use their voice at the local level. We also cover The Tom Pugh Government Affairs Academy, this is really the leadership training program of our industry and it's an amazing experience to go through.  After I went through the academy this year, I wrote up my experience in a blog post, click here to check it out! Here are some links from today's show that you need to check out: Click here to learn about the HPBA To get in contact with Rachel Feinstien, click here  

While we prepare for Season 13 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 Clay Dennis' article, "3 Things To Know About Your Company’s Customer Closing Ratios" (released in the April 2024 issue of The Fire Time Magazine). 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. Nominate someone for the HPBExpo Ultimate Awards Show: https://www.hpbexpo.com/awards/

Pretty much all business owners know where they want their companies to go. Still, very few actually understand how to break down their big goals into smaller, achievable objectives that can be distributed company-wide. In today’s episode—the final one of the season—Matt Bradley returns to talk to Tim about WhyFire’s goals and objectives for the next three to five years. In doing so, they hope to provide some insight into how you can create your own goals and objectives. In this episode, you’ll learn: How WhyFire’s goals and objectives came to be (and how the definitions of “goals” and “objectives” differ). How to give your employees just the right amount of authority (and why you should let team members own specific goals). Why it’s important to surround yourself with people who balance you out (and how doing so will allow you to see where you’re blind). We all dream of reaching our companies’ loftiest goals, but few of us break down the steps to achieve them. More often than not, this creates stagnant companies that barely scrape by. If you’re ready to craft goals and objectives that will truly move the needle, then this episode’s for you.   Listen to the first episode of this series with Stan Campbell Listen to the second episode of this series with the WhyFire Team Listen to the Fire Time Magazine Podcast Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Join The Fire Time Network

Business owners work too hard to see their company sell for nothing when it's time to retire. Unfortunately, this happens all the time because they don’t take the steps needed to prepare to get ready. Today, Tim talks with Julie Keyes, the owner of Keyes Strategies and author of Poised for Exit, to discuss the best practices and options for business owners when preparing to sell or step away from their business.  In this episode you will learn:  Why you should practice your exit before it's time (this is the key to maximizing your business legacy). How, in some cases, not selling your business is the right answer (and you can still step away to enjoy your life). The pros and cons between an internal and external sale (and how to go about each).  At the end of the day, relying on hope to eventually get out of your business will accomplish nothing. Instead, you can start planning today, create systems that will carry on long after you, and sell your business for the profit you deserve.  Checkout the Business Transition Readiness Course Buy Julie’s Book, Poised for Exit Buy Christopher Snider’s Book, Walking to Destiny Buy John Warrillow’s Book, Built to Sell Support The Fire Time Podcast financially Click here to join The Fire Time Network

While we prepare Season 12 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 Brandi Biswell's article, "Office Managers: Differentiators in Organizational Success". 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. Nominate someone for the HPBExpo Ultimate Awards Show: https://www.hpbexpo.com/awards/

Most business owners aren't thinking about getting their company ready to sell until it's too late. What they miss is that preparing now helps you run a better business, in general, plus it protects you the event that things suddenly change. In today's episode, Tim sits down with Dick Hoffman (Former Retailer & Chairman of the HPBA Board) to talk about his journey of selling the business that he started decades earlier and why he has chosen to remain active in the industry during his retirement.  In today's episode you will learn:  How to build your business so that it is ready to sell (it really isn't that hard, it just takes effort). Why putting systems and processes in place is key if you want to prepare for tomorrow (this is the difference between thinking long term and short term in your business). What the process of buying and selling a business entails (and how you can navigate it). Selling your business may be on your radar now, but things change quickly—and you always want to be ready. Taking these steps today will help you make more money right now as well as have a better company tomorrow.   Resources mentioned in this episode:  The Fire Time Magazine - http://www.thefiretimemagazine.com or http://www.itsfiretime.com/app HPBA Retailer Tool Kit - https://www.hpba.org/retailer-toolkit Sunbelt Business Brokers - https://www.sunbeltnetwork.com   To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime   Click here to join The Fire Time Network

Few businesses in our industry have over 20 trucks on the road, more than 100 employees, and no limit for growth. This episode’s guest, however, is the owner of businesses that fit these unusual criteria. In today’s episode, Tim talks with the peak performer Mark Stoner (President of Ashbusters Chimney Service and author of Blue Collar Gold). Their conversation starts with Mark’s life story, then moves to Mark diving deep into how he has achieved success with his businesses, and ends with a discussion about the importance of speed in business. In this episode, you’ll learn: Why chimney work is an untapped gold mine for hearth retailers (and how to start doing it). Why you are the only thing holding yourself back from success (and how accountability is the secret sauce to move you out of your own way). Why speed is essential to succeeding in the modern business world (and how to find the perfect relationship between speed and quality).  Don’t let your business be a unicycle that only you, the owner, are riding. Instead, build a business with multiple wheels and people in control so it’s less vulnerable to unexpected obstacles. Listen to this conversation to learn how Mark has used this philosophy to find remarkable success in several businesses. Blue Collar Gold: How To Build A Service Business From The Dirt Up Blue Collar Podcast Poppy & Peep Chocolate Email Mark Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network

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/2019/11/19/the-fire-time-podcast-episode-43-alex-judd 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

What is it that makes a good sales rep? Product knowledge? Communication skills? Responsiveness? The truth is that all of these things are needed, but only a few reps have mastered them. In today's episode, we sit down to discuss the value that a good sales rep brings to the table with Art Ratcliffe (Mendota Hearth Products). Art is one of the best in the game and his value to customers is legendary.  This episode will teach you:  Why value doesn't exist unless you communicate it (this is something that many salespeople miss) What successful sales reps such as Art do on a day to day basis (and why that rhythm matters) Why the sales team is more important than the owner if you are a sales rep (seriously, way more important) This episode is going to help you (a) understand what to expect out of the sales reps that call on you, and (b), help you build a framework to serve customers even better than before. To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime Click here to join The Fire Time Network

Despite what some misguided folks say, the chimney sweep business isn’t a dirty, low-dollar industry. After experiencing the culture of this industry first-hand, Tim thinks hearth retailers can learn a ton from it. In today’s episode, Tim chats with Sean Kraemer (Podcaster and Owner of Holy Smoke Inc.) about his story about buying and transforming the business he worked for so that it could grow and support his family. Given that Tim and Sean have lived somewhat similar lives—Sean was also in a punk band—this conversation is an eye into the minds of two young business owners striving to serve their employees, their customers, and their communities in any way they can. In this episode, you’ll learn: How to appraise and advertise your business when you’re ready to sell it (and how to prove the company makes money on repeat). Why you need to be in the right mental state before buying a business (and why you’ll likely end up in a rut if you’re not). How to find a mentor when you need one (and why doing so will make you aware of your levels of incompetence). After attending the National Chimney Sweep Guild Convention, Tim was amazed at the tight-knit nature of the industry. These people genuinely care about each other and the people they serve. If we could combine our two industries, we could all grow together. Listen today to learn more and get involved.   Check Out The Life of a Chimney Sweep Podcast Click Here to Join the NCSG   Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network

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. Support The Fire Time Podcast Financially

As the crisis rages, everyone is looking for a way to get ahead and the truth is that it's easier to do together. In today's episode, we sit down with Dominique Pagé (Owner, United Buyer's Group) to hear about how two dealers getting worked over by a manufacturer a few years ago was leveraged into a network of hundreds of businesses that combine their buying power—so no one is left in that situation ever again. In many ways, our industry has been built with a tight-fisted mentality of protecting what's ours and never sharing secrets. The problem is that a mentality like that means we have to re-invent the wheel every time we encounter something new. The truth is that what got us here won't get us where we need to go. It's only by joining forces and sharing best practices that we have a chance to maximize our potential.

Kip Rumens and Ed Hosack, Sales Reps for Travis Industries are two of my favorite people in the industry–in fact, they are the reason that I am in it today. This episode dives deep on everything that you need to understand to win the sales game and goes into the origin story of Tim Reed (podcast host). For more information on Travis Industries: https://www.fireplacex.com https://www.lopistoves.com https://www.davincifireplace.com    

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. Support The Fire Time Podcast financially Click here to join The Fire Time Network

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! Support The Fire Time Podcast Financially

Just because your business doesn’t process many warranties doesn’t mean your customers are happy. Having—and tracking—a baseline warranty percentage that your team constantly strives to maintain is paramount to operating a business you actually understand, and that customers appreciate. How do you track warranty percentage, though? In today’s episode—the finale of the heartbeat report series—Tim and Grant chat about warranty percentage as a keystone metric. They both explain how important this metric has been, in their experience, to win the fight against incomplete jobs. In this episode, you’ll learn: What the three different types of warranties are (and who loses the most on each). What a good baseline warranty percentage is (and how to achieve it). What warranty percentage will tell you about your products (this will change how you communicate with manufacturers). Not keeping track of warranty percentage—and the three other keystone metrics—is actively allowing for nasty things to get swept under the rug. Preventing this is simple; it just requires you to confront reality and to start asking questions. Listen today to get started.   Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network

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. Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network

Many hearth businesses lose installation days because they don’t schedule before purchasing. At first, this order of operations might sound reckless, but it’s actually one secret to running a highly productive business. This secret—along with many others—is part of the 10-Step Execution Framework, which will help you set and exceed expectations for your business so you can grow like never before. In today’s episode—the third installment of the 10 Steps to Execute series—Tim and Grant discuss Step 4 (Scheduling) and Step 5 (Purchasing) of the 10-Step Execution Framework. In this episode, you’ll learn:  What the best scheduling process looks like (and how not setting scheduling targets prevents your business from growing).  How weekly phone calls with your distributors can work miracles (seriously, doing this is a game-changer). Why you have to hold manufacturers accountable (especially if you want to get any product right now).  There’s no easy way to grow your business. But by learning and implementing the 10-Step Execution Framework, you’ll understand what it takes to win.   Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network

Many businesses today exist for themselves when in reality they need to be operating for the sake of others. In today's episode, we examine the major benefits of what happens when you begin using your strengths not for yourself, but rather for service.   A weekly Zoom Call Community focusing on generosity, gratitude, and growth was a silly thought Alex Judd had one night when the effects of COVID-19 were just starting to be visible in the day to day. We sat down with Alex (the former host of Dave Ramsey's Entreleadership Podcast) to discuss how much this 'silly' idea has swiftly turned into his new business. In this episode, you will gain value in the form of:  Learning how strength is ultimately for service (and how this core value can drastically improve your life) Understanding how your habits are a crystal ball to your future self (and how to to change that if you don't like what you see) Destroying the lie that walking around with a big to-do list is a badge of honor (it's actually crippling your potential) Don't continue living the life you weren't meant to live. Learn to work on your internal strength, and then use it to serve others today!  Watch the full-length uncut video version of this podcast: https://youtu.be/g6qw-gH88hs To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime Click here to join The Fire Time Network  

The next year for our industry looks bleak. For most dealers, surviving alone will be difficult. If we want to maximize our chances of getting through it as a whole, we need to start sharing knowledge with each other. In today’s episode, Tim sits down with Pete Schoenfeld (United Buyers Group, HPBA National Board) to talk about the tough spot many businesses find themselves in due to supply chain issues. Pete provides valuable insight about new practices he’s noticed dealers adopting to get through these uncertain times. In today’s episode, you’ll learn:  The resources that you need to start tapping into (you’re probably unaware of most of them). The increasing importance of understanding a customer’s problem (your team has to start prioritizing this). The benefits of physically traveling to talk with other industry professionals (you’re missing out by staying strictly online). This next year doesn’t have to be so scary. If we focus on communicating—with retailers, distributors, and customers—we have an increased chance of making it out of the COVID crisis as a whole. Listen today to learn what you can do to best prepare your business for the daunting months ahead.   Sign Up For The Fire Time Workshop Click Here to Join The Fire Time Network Support The Fire Time Podcast Financially

When COVID-19 hit, it left everyone reeling. For those of us who went to the HPBExpo in New Orleans, we came home to a whole different world. Every business leader was forced to face the fear of disruption that was forced on them, as the dynamics of their business changed overnight, and find new opportunity. In today's episode, we sat down with Casey Harvey (Director of Sales, Ray Murray) to discuss how he reacted and was able to pivot in the midst of disruption to reach his customers in new ways. Don't miss the wisdom in this conversation and be a business that operates out of short-sighted panic. Rather, face fear head on, and be proactive to grow your company both now and in the future.   Falco's COVID-19 Community Response Video: https://youtu.be/o2RnZShihoY Share on social media with the hashtag #SpokaneRises   To support the podcast financially, check out our patreon site: https://www.patreon.com/itsfiretime

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. The Hero’s Journey by Joseph Campbell 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) Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network

If you want an effective sales process it has to start with greeting the customer. Now, most people think this isn't something that needs practice—and they're wrong! The truth is that you are on the playing field as soon as a customer walks into the showroom and you can only make a first impression once.  In this conversation, you'll learn: The two questions you have to ask in the greeting process (this is something that most companies miss) What the "5 words of death" are and how to avoid them (this will kill the ability to build rapport) How to use a framework for greeting a customer without becoming a robot (if you practice this, you are going to win any first impression) It's the first step in our seven step sales process and it can't be ignored. The next 6 episodes are going to build on this to flesh out a sales process that you can use right away to move the needle in your company. The Fire Time Sales Process: Greet the Customer Understand Their Problem Advise a Solution Make a Plan Call to Action Pursue Show Gratitude  

You shouldn’t wait until the conditions are perfect to have a meeting. You should have a meeting because it’s Tuesday, which is when the meeting is due. This statement may seem simple, but it contains the key to getting things done when you say you’ll do them. Want to start shipping things on time? Start your journey by listening to this episode of the podcast. While we’re getting ready for Season 9 of the podcast, Tim will give you his rapid reaction to a series of audio articles from The Fire Time Magazine. To check out more audio articles from that publication, subscribe to the FTM podcast (linked below). In this week's episode, Tim gives you his rapid reaction to his article, "Artists Ship, Leaders Execute.” Read The Fire Time Magazine Reader Edition online: https://magazine.itsfiretime.com. Download The Fire Time Magazine app to get full access to the magazine (for free): https://www.itsfiretime.com/app. Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.

Have you ever considered what it's like to go through the consultative sales process from the buyer's perspective? If so, wouldn't that make it more of a buying process rather than a sales process? What then would be the role of a salesperson if the buyer is in control and making all the decisions at every point in the process? Before answering these questions, let's clarify several points… listen to this episode for more! While we are getting ready for Season 9 of the podcast, every week, Tim will be giving you his rapid reaction to an audio article from The Fire Time Magazine. To check out more audio articles from The Fire Time Magazine, subscribe to the FTM podcast (links below). In this week's episode, Tim gives you his rapid reaction to "Consultative Sales from the Buyer's Perspective" by Heather Hockenberry. Read The Fire Time Magazine Reader Edition: https://magazine.itsfiretime.com/ Download The Fire Time Magazine App to get full access to the magazine (for free): https://www.itsfiretime.com/app Support The Fire Time Podcast Financially: https://www.patreon.com/itsfiretime

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.

"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

If you're looking to grow your business in the midst of the COVID-19 crisis, you've got to be taking service seriously. For many companies, service is a necessary evil that they offer with gritted teeth (because they feel that they have to), while for others, it's a profit center that leads to repeat business and customers for life.  What's the difference? Intentionality. In today's conversation, we sit down with Grant Falco (Falco's | Spokane, WA) to dive deep on what it takes to grow a winning service department.  In this episode: Understand why many companies fail when it comes to running a service department Learn the first three metrics to track on your service scoreboard Settle the debate on charging per hour or flat rate Don't sleep on this conversation—now more than ever service is what will keep businesses afloat in the coming months. You can transform your service calls from nails on a chalkboard to marketing that pays you by putting these principles in place.   To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime   Click here to join The Fire Time Network

Your business is like a boat—if all your team members are not paddling in the same direction, you are getting nowhere. Understanding how to have company-wide clarity regarding where you want to go is critical if you want to operate effectively. Today, Tim sits down with Jon Fox of Vital Consulting to outline the Entrepreneurial Operating System (EOS), a framework created by Gino Wickman, designed to help business leaders overcome problems and execute what needs to be done within a business. In this episode you will learn:  The six systems that EOS lines out for running a successful company (this is gold) How making expectations clear to your team will align them around you like never before (and thin the herd of anyone who shouldn't be there) Why learning to optimize before you maximize is the key to longevity (this is easier said than done) Too many businesses go day in and day out operating without any sense direction. As a result, team members are unmotivated, and productivity is limited—but it doesn’t have to be that way. By putting the EOS System to work in your business, you can begin to understand where it is that you want to go and just how to gain traction to get there. Listen today to get moving. Click here to buy Traction by Gino Wickman Click here to view the EOS Traction Wheel Contact Jon:  jon@vitlconsulting.com VITL Consulting   Support The Fire Time Podcast financially Click here to join The Fire Time Network

Would you be okay with giving your team members free products so they can experience the lifestyle they provide? If not, you should seriously reconsider your approach. Salespeople that speak from experience are better equipped than those who just read the manufacturer's manual. In today’s episode, Tim talks with Megan Lee (Key Account Manager at Looft Lighters) about her experience growing up in, and working in, the barbecue industry. As one of the leading women in our space, Megan brings some new topics to the show, including how to use social media to make a difference, how to attract young people to work in our industry, and what young women in our industry need to know. In this episode, you’ll learn: Why you need to be a sniper—not a shotgunner—if you want to attract the right customers (making a message for everybody is making a message for nobody). Why you should always call customers and not waste time emailing them (our industry is built on relationships, and emails aren’t very relational). Why positioning your brand to be aligned with a lifestyle is crucial (this makes your brand a provider of value, not a provider of a commodity). Experience is everything—plain and simple. As a leader, it’s essential to allow team members to experience your product in their own lives. That way, when customers come to your store, team members can tell them about the value a product has brought to their own lives. Listen today to learn more.   Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network

------ Become a supporter of The Fire Time Network and get access to awesome rewards: https://itsfiretime.com/join 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. Nominate someone for the HPBExpo Ultimate Awards Show: https://www.hpbexpo.com/awards/

------ Become a supporter of The Fire Time Network and get access to awesome rewards: https://itsfiretime.com/join 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. Nominate someone for the HPBExpo Ultimate Awards Show: https://www.hpbexpo.com/awards/

Do you know what it takes to win in today's landscape? In this weeks episode, Tim Reed stops by his own show to answer hardball questions about what it takes to move the needle in our industry. Guest hosted by Grant Falco, this episode gives you a peek behind the curtain at what makes Tim tick and shows you the steps he has taken to grow his company. If you are stuck and don't know what to do, you have to listen to this episode: Learn what you need to know to take control of your time Understand the biggest problem facing our industry right now Discover the one practice that will double your sales numbers Don't sit back and let life happen to you—there is so much more that you were meant for. Tim and Grant will help you take control and show you some basic steps to take if you want to win in the changing landscape.

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. Support The Fire Time Podcast Financially

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). Support The Fire Time Podcast Financially

While we prepare for Season 13 of the podcast, we're taking a break from our Fire Time Magazine Rapid Reaction series to reply a conversation that Tim had with Tim Schurrer author of The Secret Society of Success: Stop Chasing the Spotlight and Learn to Enjoy Your Work (and Life) Again. This is an incredible conversation about what the best teams and organizations do to prosper. Here are the original show notes: How do you define success? Making lots of money? Being famous and influential? It’s okay to want these things, but it’s also worth considering what else you’ll want once you have them. In today’s episode, Tim sits with Tim Schurrer (author, speaker, and former COO of StoryBrand) to discuss Schurrer’s new book, The Secret Society of Success: Stop Chasing the Spotlight and Learn to Enjoy Your Work (and Life) Again. Their conversation begins with Schurrer sharing his understanding of success, then offering a series of examples. In this episode, you’ll learn: What the secret society of success is (and how to become a part of it). How to create a culture where people feel valued (and why soft skills drive hard results). What taking the spotlight off of yourself will do for your business (and why doing so creates thriving relationships). Do you view success as an opportunity to have a spotlight on yourself, or do you see it as an opportunity to help others? Leaders of the best companies in the world consistently make it clear that the second definition is why they do what they do. Redefine what success means to you by listening to this episode. Buy Schurrer’s new book: The Secret Society of Success Build a Winning Team Podcast -------- Become a supporter of The Fire Time Network and get access to awesome rewards: https://itsfiretime.com/join To hear more audio articles from our magazine, subscribe to the Fire Time Magazine Podcast: https://www.itsfiretime.com/magazine.

Everyone knows that the market is changing, but many companies don't understand the water's they are swimming in. Much like Blockbuster in the late 1990's, our industry has a choice to continue with the status quo or respond the the market. In this episode, Tim shares a keynote address the he gave in Pennsylvania for the 2023 MAHPBA Conference that explains what is happening and how companies can respond. Order the latest issue of the printed Fire Time Journal: https://itsfiretime.com/journal. Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime. Read The Fire Time Magazine Reader Edition online: https://magazine.itsfiretime.com.

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 SureFire Training Academy Monday Morning Meeting Minutes  Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network

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.

While we are getting ready for Season 8 of the podcast, Tim gives you his rapid reaction to an audio article from The Fire Time Magazine. To check out more audio articles from The Fire Time Magazine, make sure to subscribe to the FTM podcast (links below). In this week's article, Tim gives you his rapid reaction to, "3 Lies That Are Killing Your Business" an incredible article by Grant Falco. You aren't going to want to miss this... Checkout Calendly: https://calendly.com/ Read The Fire Time Magazine Reader Edition through your web browser: https://magazine.itsfiretime.com/ Download The Fire Time Magazine App to get full access to the magazine (for free): https://www.itsfiretime.com/app Support The Fire Time Podcast Financially: https://www.patreon.com/itsfiretime

Most businesses will say, “but we've always done it that way”, to avoid making changing that are difficult and scary—especially when it come to replacing analog systems with digital in their business. Failing to take seriously the impact of going digital will cripple your business in the coming years as the market continues to change.  Today, Tim sits down with his good friend and business partner, Grant Falco (owner of Falco’s and co-founder of The Fire Time Network), to discuss some basic digital tools that will help a business run more efficiently. In this episode you will learn:  Why you should transfer everything to a digital calendar (you won’t believe how much more efficient this will make your team) How using Google Drive across your company will allow everyone to be more organized than ever (it’s free and easy to use) What investing in a Point of Sale (POS) system means for tracking and understanding your inventory (this can grow your bottom line like you've never imagined) By not going digital, you’re missing out on the ability to track and record—two things that are huge in scaling your business and having more time to do the things you enjoy. Creating digital tools for your business is easier than ever, so why wait? Listen to this episode to become familiar with what tool should come first for your business.  To get ahold of the GoogleSheets CRM that Tim discussed in this episode. Send an email to: tim@itsfiretime.com Click here to check out Canva Support The Fire Time Podcast financially Click here to join The Fire Time Network

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.

------ Become a supporter of The Fire Time Network and get access to awesome rewards: https://itsfiretime.com/join 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. Nominate someone for the HPBExpo Ultimate Awards Show: https://www.hpbexpo.com/awards/

Special thanks to Brian Callanan and Seattle Channel for granting us permission to air this debate. To watch the full video, and learn more about the work they do, visit https://seattlechannel.org/CityInsideOut?videoid=x159478 ------ Become a supporter of The Fire Time Network and get access to awesome rewards: https://itsfiretime.com/join 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. Nominate someone for the HPBExpo Ultimate Awards Show: https://www.hpbexpo.com/awards/

Everyone wants to be part of something that matters, but most people don't have the endurance to get there. The truth is that creating a legacy is something that takes laser-like focus day in and day out at the goal at hand. In today's episode, Tim joins Nick Bauer (the owner of Empire Comfort) to discuss what it is like to be a family member in a legacy business, along with what goes into acquiring other businesses (Empire recently acquired Primo Ceramic Grills). By the end of this episode you should be able to walk away with knowledge on the following:  What it's like being apart of a legacy business (and how to set up the next generation for success) All the moving parts that go into a business acquisition (and why growth has to be controlled)  If you want to be in charge of everything you have to be willing to not be in charge of anything (more business owners need to know this) Stop ignoring the shift occurring in your industry today, and start looking at possible opportunities to increase your business's long-term stability. Business acquisitions tend to scare off many owners, but little do they know if they play their cards right acquiring another business could drastically increase their performance.    To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime Click here to join The Fire Time Network    

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    

Tim Rethlake, VP of Sales Enablement at Hearth n Home Technologies stops by in the inaugural episode to talk about all things sales. If you want to revolutionize your sales team, this episode is for you.

In this episode, Tim shares a course that he recently taught in Dallas, Texas at AES Dealer Days about creating a culture of sales practice in your business. If you’re struggling to inspire your sales team to perform as the economy tightens up then it’s critical that you have them practice regularily. This course walks through the basics of how to lead your team in sales practice—and Tim even practices live with some of the audience. Don’t miss this conversation to invest in your sales team and grow their performance! —— Order the latest issue of the printed Fire Time Journal: https://itsfiretime.com/journal. Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime. Read The Fire Time Magazine Reader Edition online: https://magazine.itsfiretime.com.

How do you make it so stupidly easy to buy from you there is no excuse not to? Believe it or not, there is a fairly systematic process to do so.  Today, Tim sits down to talk everything sales process—an art that he has spent much of his life mastering and teaching. When broken down into its simplest form, all that the sales process is, is an exchange of trust between the salesperson and the customer. However, understanding how to build the most trust possible in the shortest amount of time is where many salespeople fall short.  In this episode you will learn: Why sales is a performance art (and how to perfect your performances) The secret of asking permission from your client (almost no one does this, and as a result, customers ready to buy walk out empty-handed)  What going from a fast is slow to a slow is fast approach means for better serving your customers (the customer is what comes first, not the products) A good understanding of the sales process makes salespeople come alive. Quit thinking you know what a customer wants and instead be prepared to serve them—it’s effortless to repeat this once you have it down. Sales is service, and it should become a gift to whoever you’re selling to. Listen today to learn how to revolutionize your processes.  Season 2 Episode - 7 Habits of Highly Effective SALES people Support The Fire Time Podcast financially Click here to join The Fire Time Network

In this episode, we round out Season 11 by answering questions that have come in over the last few months. In this episode, Tim responds to these questions: Can you get to $3 million without advertising? Should you run your advertising in-house or outsource it? What do you do when a customer has a price objection? How do you get your team to write up more estimates? Do you have any resources on getting your business ready to sell? Do you have a go to response when a customer asks you about specific statistics of a unit? 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 12 kicks in February. Links from this episode: Join The Fire Time Network Support The Fire Time Podcast Financially The Fire Time Magazine Podcast (Apple Podcasts) | (Spotify)

Picking up where last week's episode left off, Tim Reed and Tim Rethlake (TR²) square off to talk about habits 4-7 from "The 7 Habits of Highly Effective People" (by Dr. Stephen Covey) through the lens of a sales professional. These habits will grow your team by leaps and bounds if they take them to heart. In today's conversation, Tim and Tim cover habits 4-7: Think win, win (this is critical to be effective in a sales role) Seek first to understand, then be understood (our industry always gets this wrong) Synergize (this is where 1+1=3) Sharpen the saw (if there is one thing to take away from the habits then this is it) This book is such a classic that it becomes cliche—don't miss out on the wisdom that's here! If you apply these habits to your life you'll be amazed at what you are able to accomplish. People want to to business with winners and these habits will help take you there.   Links from today's episode:Behind Your Back Podcast Stephen Covey's Time Quadrant "Big Rocks" video (seriously, check this out) Tim Rethlake's "Good to Grate" sales blog The 7 Habits of Highly Effective People Graphic

While we prepare for Season 14 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 an article by Nathan Lammers titled, "Fight for Every Sale" (released in the September 2024 issue of The Fire Time Magazine). ------ Become a supporter of The Fire Time Network and get access to awesome rewards: https://itsfiretime.com/join 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. Nominate someone for the HPBExpo Ultimate Awards Show: https://www.hpbexpo.com/awards/

Most of our industry is made up of family businesses—which can be both a blessing and a curse. In this episode, Tim Reed sat down at the HPBExpo with Stephen Schroeter (co-CEO, Napoleon) and Grant Falco (Owner, Falco’s) for a live conversation about the dynamics of family business in today’s market. This conversation will cover:   The similarities of family business regardless of the size of your company What kinds of boundaries should be set up to protect your family from being run over by the business How to harness the relationships within your family to take your business where it’s never gone before   Don’t miss the wisdom in this conversation... Family businesses are tough, but, if you apply these principles and apply them, you can see results like never before.   To support the podcast, check out our page on Patreon: https://www.patreon.com/itsfiretime

“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.).   Sign up for our incredible 2023 HPBExpo Meetup: https://www.itsfiretime.com/expo.  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 Fire Time Podcast is for the hearth industry and by the hearth industry. Here is what you need to know about it.   Contact: http://www.itsfiretime.com  

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. Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially  Click Here to Join The Fire Time Network

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).   Sign up for our exciting 2023 HPBExpo Meetup: https://www.itsfiretime.com/expo/.  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.

Everyone is looking to build a winning business, but the question is where do you start? Over the next eight episodes of the podcast, Tim Reed and Grant Falco will outline how to build out the departments necessary to running a winning hearth company—and the first department is Leadership. Most companies fail when it comes to motivating their team members because they don't have an effective leadership model for their business. In this conversation: Understand how setting goals is the foundation of leadership in any company (and why your team needs to know them as well) Learn how to communicate with your team effectively (to keep them engaged and inspired) Understand why building team scoreboards is absolutely critical (this will keep your team aligned like nothing else ) Stop running your company on auto-pilot! Now, more than ever, your team members need leaders to follow. Putting this content to use is the start of building an incredible business that leads the way during a time of crisis.   To support The Fire Time Podcast financially, check out our Patreon site: https://www.patreon.com/itsfiretime

“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

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.

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. Watch the Video Version of This Conversation (Please Share This) Access the EPA Wood Stove Certification List Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network

It’s mandatory that customers feel comfortable in the showroom. Having a place to sit and playing music in the background will help create the ambiance you need to seal the deal. Listen to this episode for more simple strategies you can use to transform your showroom. While we’re getting ready for Season 9 of the podcast, Tim will give you his rapid reaction to a series of audio articles from The Fire Time Magazine. To check out more audio articles from that publication, subscribe to the FTM podcast (linked below). In this week's episode, Tim gives you his rapid reaction to "3 Keys to Creating an Effective Showroom” by Deb Hannig. Podcast episode with Deb: https://www.itsfiretime.com/2019/09/17/the-fire-time-podcast-episode-34-understand-their-problem-step-2/.  Read The Fire Time Magazine Reader Edition online: https://magazine.itsfiretime.com. Download The Fire Time Magazine app to get full access to the magazine (for free): https://www.itsfiretime.com/app. Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.

------ Become a supporter of The Fire Time Network and get access to awesome rewards: https://itsfiretime.com/join 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. Nominate someone for the HPBExpo Ultimate Awards Show: https://www.hpbexpo.com/awards/

—— Join The Fire Time Movement: https://www.itsfiretime.com/join Order the latest issue of the printed Fire Time Journal: https://itsfiretime.com/journal. Read The Fire Time Magazine Reader Edition online: https://magazine.itsfiretime.com. Get The Fire Time Workshop: https://itsfiretime.com/workshop

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. Donate to Stove Team International

------ Become a supporter of The Fire Time Network and get access to awesome rewards: https://itsfiretime.com/join 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. Nominate someone for the HPBExpo Ultimate Awards Show: https://www.hpbexpo.com/awards/

While we are getting ready for Season 8 of the podcast, Tim gives you his rapid reaction to an audio article from The Fire Time Magazine. To check out more audio articles from The Fire Time Magazine, make sure to subscribe to the FTM podcast (links below). In this week's article, Tim gives you his rapid reaction to, "Dave Pomeroy's Rule Of Customer Percentages" an incredible article by Clay Dennis. You aren't going to want to miss this... Read The Fire Time Magazine Reader Edition through your web browser: https://magazine.itsfiretime.com/ Download The Fire Time Magazine App to get full access to the magazine (for free): https://www.itsfiretime.com/app Support The Fire Time Podcast Financially: https://www.patreon.com/itsfiretime

Most hearth companies know that social media is important, but can’t figure out how to use it effectively. This episode with Grant Falco (Falco's & @falcobbq | Spokane, WA) is going to give you an understanding of the basics that every company needs. Even though social media can seem complicated, the concepts that you need to grow your business are easier than you think.  This episode will: Help you understand why mastering social media is more important now than ever (and how you can begin to do that in your company) Showcase the real world results that Grant has personally seen (and how exactly you can do the same thing) Teach you what kind of messaging will engage your audience (everyone is looking for this) Don’t risk missing out on what social media can do for your company, instead, you can master the basics of social media, grow your business, connect with more customers and save money on marketing longterm.

In this episode, Tim sits down with Gideon Honeycutt (Sales Rep, Valor and Blaze King) to talk about how sales reps can give value to retailers. This conversation covers: How frequent and effective communication is key to growing a business relationship. Why sales reps need to offer intentional and pro-active assistance. What it means to have a game plan for dealers to succeed. Don't miss this conversation to learn what the best sales reps our industry are doing and why it makes an impact with retailers! Order the latest issue of the printed Fire Time Journal: https://itsfiretime.com/journal. Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime. Read The Fire Time Magazine Reader Edition online: https://magazine.itsfiretime.com.

Most small businesses don't have a cohesive sales process to organize their sales—and the result is that their results are haphazard at best. In order to be successful, a sales team needs a process to follow, like a playbook, that they can execute over and over again to get the results they want. Now, this isn't micromanagement (far from it), rather, this is you as a leader putting lines on the court so everyone can play the same game. In this episode, learn the seven steps that you need in your sales process: Greeting Understand Their Problem  Advise a Solution Make a Plan Call to Action Pursue Show Gratitude If you can master these steps, you're going to be shocked at the results you'll get. Don't settle for a sales team that operates in the chaos of the Wild West, instead, take control of your sales process and win the business that you deserve.

One of the questions that I get most often is, "Tim, what are the resources that have helped you?". Based on that, this week's episode goes through books, podcasts, gear and some other miscellaneous things that have helped grow myself (and my company)—I know they can do the same for you. In this episode: Get my list of "Top 6 Books" that are absolute must-reads Learn which 4 podcasts you need to have on rotation Find out what gear can help you on a day to day basis Understand the tools that I use daily to win If you've been looking for resources to help jumpstart your growth as a professional (and a person for that matter), then this episode is for you.