------ 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/

To kick off season 13 of The Fire Time Podcast, Tim sits down with Gideon Honeycutt, a sales rep for Valor and Blaze King in the South East to talk about what retailers can do to increase sales in the midst of a slow economy. In this conversation, they cover: Why every customer in the the showroom needs an estimate (and how to make that happen). What it is that makes in-home appointments with customers so powerful (and how to leverage them). How creating an intentional follow-up process leads to huge sales (and what it takes to do that).  Don't miss out on this episode if your company's been struggling—instead put these steps into action to boost your sales even when things around you are slow. ------ 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 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 Matt Bradley's article, "Business Lessons from Man's Search for Meaning" (released in the May 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/

If you don’t care about the outward-facing appearance of your business, why should a customer assume you care about the appearance of a fireplace you install in their home? In today’s episode—a divider between the up-and-coming leaders and peak-performers sections of this season—Tim talks with his sister, Christy Campbell (Graphic Designer for The Fire Time Magazine) about marketing, branding, and photography. Tim constantly praises Christy for her uncanny eye for understanding a client's vision and making The Fire Time Magazine beautiful.  In this episode, you’ll learn: Why consistency over time is the only way to build a brand (and why not being consistent will scare customers away). Why caring about the small details in design builds trust (and how to find a balance between being not detailed enough to too detailed). Why it’s okay if you can’t design things in-house (and what you need to tell external designers to get satisfactory results). In the modern-day, marketing, branding, and photography are extremely important. If you don’t know how to get started or modernize your practices in these areas, this episode is for you. Email Christy Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network

Moving from accounting to marketing to tech to fireplaces, this episode’s guest proves it’s never too late to make a drastic professional pivot. In today’s episode, Tim talks with Michael Verkruyse (VP for Associated Energy Systems), an up-and-coming leader. Michael brings a wealth of knowledge to our industry which he gained from working for small startup companies and Google. A large portion of this conversation is comparing our industry to that of Google and discussing the significance of carbon neutrality in our industry. In this episode, you’ll learn: How the hearth and tech industries differ (and how knowledge from the tech industry can be applied to ours). How sales persons need to understand customers first, product second (and why this spirit makes our industry special). How coming together as an industry to discuss carbon neutrality will benefit us (and examples of similar industries to ours that are already doing this). Michael went from an industry at the forefront of technology to the hearth industry, which is certainly not at the forefront of technology. In doing this, he has noticed many things that our industry needs to do better to keep up with the times. Listen to this episode to hear what must be done for our industry to remain relevant. StoveTeam International Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network

A college degree in English and a teaching job were today’s guest’s attributes when she became a full-time leader at her family’s hearth store. In the seven years since this transition, she has helped market the business into something that physically and digitally is effective and true to her family. In today’s episode, Tim is joined by Jodi Harrington (Marketing & Purchasing Director for Classic Stoves & Fireplaces), a young leader who, in Tim’s opinion, has an intuitive sense of how a hearth business should be presented. Jodi shares her experience growing up in the industry, how her family's showroom has evolved since she stepped in, and how she doesn’t let being a female leader affect her. In this episode, you’ll learn: Why you need to sacrifice units for seats (generally, people don’t stand in their house when looking at a fireplace). Why it’s essential to have sections in a showroom (think about how you navigate a department store). Why focusing on bringing together your business’s digital and physical experiences matters now more than ever (Jodi’s family’s business does this very well). Your showroom needs to be able to grow to meet the desires of your customer base. This often means removing units to make room for things to be more like a home. If you can listen to and practice the concepts discussed in this episode, your business will be better this season. Classic Stoves & Fireplaces Instagram Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network

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

A man bun and a love for surfing are what today’s guest had when he left a tech job in San Francisco for his father’s hearth company in New Jersey. Ever since this pivot, he has been committed to understanding and redefining how his family’s business operates. To start Season 9 of the podcast, Tim talks with the up-and-coming David Rettinger (Principal at Rettinger Fireplace). After beginning with David’s life story, this conversation explores how to gain visibility in a business and explains how David uses software to do just that. In this episode, you’ll learn: How to get visibility within your business (this is crucial to responding to incidents proactively instead of reactively). How to build workflows for every part of your business (this will allow for your business to operate with intentionality). How to overcome the title of being “the boss's kid” (this is a message that every leader needs to hear). The next generation of leaders in our industry are rising and, more often than not, coming from unusual backgrounds that empower them to innovate. Listen to this conversation to hear how David’s experience has led him to succeed in doing things differently. Check out Striven Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network

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

Want to learn two little words that will transform the way you communicate? If so, listen to this rapid reaction episode of The Fire Time Podcast. While we’re getting ready for Season 9 of the podcast, Tim will give you his rapid reaction to a series of audio articles from The Fire Time Magazine. To check out more audio articles from that publication, subscribe to the FTM podcast (linked below). In this week's episode, Tim gives you his rapid reaction to "Communicate Better with these Two Little Words” by Clay Dennis. Read The Fire Time Magazine Reader Edition online: https://magazine.itsfiretime.com. Download The Fire Time Magazine app to get full access to the magazine (for free): https://www.itsfiretime.com/app. Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.

Many companies have the information their backlog provides right in front of them. Yet few companies understand this information—and even fewer know how to use it to execute. If you’re ready to understand your backlog and take control of your business, then this episode is for you. While we’re getting ready for Season 9 of the podcast, Tim will give you his rapid reaction to a series of audio articles from The Fire Time Magazine. To check out more audio articles from that publication, subscribe to the FTM podcast (linked below). In this week's episode, Tim gives you his rapid reaction to "The Power of the Backlog” by Sam O'Donnell. Read The Fire Time Magazine Reader Edition online: https://magazine.itsfiretime.com. Download The Fire Time Magazine app to get full access to the magazine (for free): https://www.itsfiretime.com/app. Support The Fire Time Podcast financially: https://www.patreon.com/itsfiretime.

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

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

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 Bill Ryan's article, "6 Simple Ways to Transform Your Showroom on a Budget" (released in the March 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/

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

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.

Very often, we like and hire people who are like us. Often, this makes teams that have glaring weaknesses because everyone's similar and they all have the same flaws. This episode will inform you how to hire people unlike you so that there are no gaping holes in the fabric of your company. While we are getting ready for Season 9 of the podcast, every week, Tim will be giving you his rapid reaction to an audio article from The Fire Time Magazine. To check out more audio articles from The Fire Time Magazine, subscribe to the FTM podcast (link below). In this week's episode, Tim gives you his rapid reaction to "Why Team Members Fail and How to Help Them Succeed" by Jerry Eisenhower. Read The Fire Time Magazine Online and Subscribe to The Fire Time. Magazine Podcast: https://magazine.itsfiretime.com/ Download The Fire Time Magazine App to get full access to the magazine (for free): https://www.itsfiretime.com/app Support The Fire Time Podcast Financially: https://www.patreon.com/itsfiretime

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

How do you build a payscale for salespeople? How do you design an effective showroom? When will there be another Fire Time Workshop? Listen to learn the answers to these questions—and many more—as we round out Season 8. In today’s episode, Tim responds to questions he has received from WhyFire customers, audience members, and podcast listeners over the last several months.  In this episode, you’ll learn: How to display pricing in the showroom (establishments you probably visit often do this well—replicate it). How to make consistent job walk forms (these only take 20 minutes to create). Why some steps of the 10-Step Execution Process are non-negotiable (you just need to trust us on this). It’s incredible how much ground we covered this season, and we can’t wait to tell you what’s planned for Season 9 come early September. Until then, you can look out for a weekly Rapid Reaction episode. And remember, summer is the invest season—don’t waste it!   Get started on JotForm Listen to the Fire Time Magazine Podcast Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Join The Fire Time Network

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

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

If you walked up to your team and asked them to recite your mission statement, could they do it? If not, here’s the hard truth: Your mission statement stinks, and you need to improve it. If your team doesn’t know why your organization exists, where you’re going, and how they’re expected to behave, then you’re setting them up to fail. In today’s episode, Tim sits down with his mentor, Stan Campbell, to define and discuss the essential elements of any healthy business: mission, vision, core values, goals, and objectives. During the conversation, Tim explains how Stan helped him and his team develop each of these elements so that they could always have clarity on what the company is and where it’s going. In this episode, you’ll learn: How core values—when done right—will pump up your team (this makes winning organizations). How an outsider’s critique of your organization will change everything (this will allow you to truly see eye-to-eye with your team). How you should delegate tasks (this isn’t offloading things you don’t want to do onto others' plates). The landscape is littered with organizations that never made it past their leaders' capacities. If you truly care about your business, you should be okay with leaving behind a legacy that doesn’t include you. Making things less about you as a leader and giving your team the authority to talk back will pay dividends. Listen today to get started. Hiring Stan is the best money Tim has ever spent. Bring him in to critique your organization by emailing him here: stanfordjcampbell@gmail.com.

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

“I started looking at my company as a retirement plan.” Do you look at your company the same way? Chances are, you probably don’t. But building a business you can sell is all about keeping the end in mind and reverse engineering from there—and this conversation covers how to do that like an expert. Today, Tim talks with Clay Dennis, a man who titles himself a believer, a coach, and a friend when called. Clay tells Tim about how his business almost literally killed him, how he built his business like a retirement plan, how he eventually sold his business, and how he segments his life into acts. In this episode, you’ll learn:  How you can build a business that works as a retirement plan (this is mandatory if you want certainty in the future). What you should know about the three fates of every business (this will help you decide how you want yours to end). What you should do when a manufacturer’s suggested products aren’t moving (this is a hard truth that only the most dominant businesses embrace). Stop operating your business day by day—focus on the end instead. Building a business that you can sell is essential to finishing life well. Listen today to learn how to craft a better future.   Nearing Home by Billy Graham   Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network

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/

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

How do you define success? Making lots of money? Being famous and influential? It’s okay to want these things, but it’s also worth considering what else you’ll want once you have them. In today’s episode, Tim sits with Tim Schurrer (author, speaker, and former COO of StoryBrand) to discuss Schurrer’s new book, The Secret Society of Success: Stop Chasing the Spotlight and Learn to Enjoy Your Work (and Life) Again. Their conversation begins with Schurrer sharing his understanding of success, then offering a series of examples. In this episode, you’ll learn: What the secret society of success is (and how to become a part of it). How to create a culture where people feel valued (and why soft skills drive hard results). What taking the spotlight off of yourself will do for your business (and why doing so creates thriving relationships). Do you view success as an opportunity to have a spotlight on yourself, or do you see it as an opportunity to help others? Leaders of the best companies in the world consistently make it clear that the second definition is why they do what they do. Redefine what success means to you by listening to this episode.   Buy Schurrer’s new book: The Secret Society of Success Build a Winning Team Podcast   Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network

Customers who trust you enough to let you into their homes are customers you need to pursue until the very end. Far too many retailers focus their energy on the top of the sales funnel because it’s easy—but really, the gold mine is at the (more intimidating) bottom of the sales funnel. In today’s episode, Tim and Sam O’Donnell discuss how crucial follow up is to a successful business. Being one of the industry authorities when it comes to follow up, Sam provides invaluable advice for any salesperson looking to grow. In this episode, you’ll learn: That it’s normal to experience fear when calling to follow up (this never goes away). How making a follow up process can grow your sales by 50% (this doesn’t require even a penny spent on marketing). That writing up more is selling less (this is essential to understanding what you should prioritize). Calling to follow up is more straightforward than it seems. However, you must approach it from a place of providing value, not begging for the sale. Listen today to learn how the professionals approach follow up.   Google Sheets CRM   Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network

What if every person in our industry was required to get their hands dirty doing installations and working with customers on the ground level? We’d probably have a lot more highly capable people like this episode’s guest, someone who can’t overstate the importance of experiential knowledge. In today’s episode, Tim speaks with Dan Bonar (VP of Residential Products at ICC Chimney) about his journey from his teenage years to where he is today and the lessons he’s learned along the way. Dan provides a priceless perspective on prioritizing customers before profits without going out of business. In this episode, you’ll learn: How—in a highly commercialized space—do you differentiate your business’s offerings without lowering prices (the answer is in solving problems, not replicating products). How to politely decline favors (the person asking will understand how valuable your time is after this). How to bridge the growing gap between manufacturers and retailers (the key to this is changing your mindset). When done for the right reasons, selling is all about providing value to customers through your product. Listen to this episode to redefine what selling means to you.   Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network

There’s no doubt the fight for natural gas will occupy our industry for at least the next decade. Regardless of how pressing of an issue it is in your region, you need to start getting involved. If we don’t unite in this fight, it could be the beginning of the end of our industry. In today’s conversation, Tim talks with the Northeast HPBA team that works to combat natural gas bans. They talk about the progress they’ve made in their region, the steps our industry needs to take nationally, and the developing technologies that could be our saving grace. In this episode, you’ll learn: How your company can prepare for natural gas bans (this applies to everyone, regardless of region). What setting aside one day per month to meet with people in power can do for your business and our industry (this is how we humanize our industry). What Tim believes our industry's coherent message has to look like going forward  (this is the only way governing bodies will take us seriously). The fact is that, yes, we have treated our environment poorly, and yes, action needs to be taken so that our children’s futures are the best they can be. But we don’t need to abolish natural gas usage entirely to do this; we just need to provide an alternative solution. Listen to this episode to get informed on what you can do to keep our industry alive.   Contact NEHPBA Click Here To Register For NEHPBA’s The Path Forward event on May 1-3   Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here To Join The Fire Time Network

Far too many business people think that too much follow-up will scare customers away. When really, too much follow-up is almost always not a worthwhile concern. Customers will tell you if they find you annoying—it’s not your job to assume for them. In today’s episode, Tim talks with returning guest and EOS Implementer Jon Fox to go back to the basics on all things sales. Over the course of this conversation, Jon reveals how to move from the convincing business to the curiosity business. In this episode, you’ll learn: How to determine if a customer’s a good fit before they’re a customer (this will make you enjoy your job more). How—and why you need—to start using a CRM (this will double your sales straight up). How to do follow-up regularly without seeming annoying (this is usually just a shift in mindset rather than a shift in action). When done for the right reasons, selling is simply providing value to customers through your product. If you and your team can approach it in that way, no customer will ever see you wrongly. Listen to this episode to redefine what selling is to you and how it should be done.   Jon’s Website Last Time Jon Was On (Deep Dive on EOS Framework)   Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network

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

Leaving a job incomplete without reason is insane. Doing so not only decreases customer satisfaction—it also costs you money. What if you could have your finger on the pulse of your business, understand the second an incomplete is hurting you, and correct course before things get messy? In today’s episode, Tim and Grant return to discuss installation completion percentage—the third of the four keystone metrics that make up the heartbeat report. Grant also provides some real-world examples of how he uses this metric in his own business. In this episode, you’ll learn: Why the magic is not in completed jobs, but incompleted jobs (once understood, this will equate to tens of thousands in additional annual revenue). Why you should strongly consider incentive-based pay for installers (this will make your installers feel like they own the company). Why there are different types of incompletes (and which type you need to prioritize). Stop judging the well-being of your business entirely on feel. Instead, build a heartbeat report that tracks key metrics and gives you the complete picture. Want to get started? Just press play.   Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network

Imagine if you could look into the future of your business to predict problems before they happen. Believe it or not, you can by examining your business backlog! Once understood, your backlog will put the future right in front of you. In today’s episode—the second of the Building the Heartbeat Report series—Tim and Sam O’Donnell chat about the importance of the backlog. They both tell stories from their own experience to illustrate the superpower that the backlog is for understanding where your business is at. In this episode, you’ll learn: Why you need to track your backlog (and what it should consist of). Why every day should begin with a backlog review (and how this will force other behavior changes). Why you should focus on growing your backlog—not your revenue (it’s the difference between a “lag” and “lead” measure). You can choose to ignore the tools available and be hit with problems out of nowhere—or you can start analyzing your backlog today, and see many of those problems coming. Start by pressing play.   Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network

Many leaders judge the well-being of their businesses purely based on feel. This works great until it doesn’t—and then you’re left scrambling to figure out where things went wrong. Imagine if, instead, you could have your finger on the pulse of your business so you could prevent problems before they happen. In today’s episode, Tim and Grant discuss traffic count—the first of the four keystone metrics that make up the heartbeat report. Traffic count (door swings) is the metric that Tim credits for bringing him where he is today. In this episode, you’ll learn: How you should track traffic in your business (this—once implemented—will give you a ton of information). How tracking traffic will allow you to align your inventory with what customers actually want (this is exciting to see when it starts to happen). Why having a human track traffic is almost always better than a stale metric produced by a computer (this is something that took Tim and Grant a while to understand). Stop judging the well-being of your business entirely on feel. Instead, build a heartbeat report that tracks key metrics and gives you the complete picture. Want to get started? Just press play. Sign Up For The Fire Time Workshop Support The Fire Time Podcast Financially Click Here to Join The Fire Time Network

To finish out this podcast season, Tim sat down to answer questions that have been coming in over the last few months. In this episode he responds to: What to do if you're an aging business owner looking sell your company. Where to start if your main salesperson doesn't seem motivated to help customers the way that they should. What to do to keep all of the brands straight in a showroom. How to implement a framework of sales management in a business. How to drum up business in the current economy. If you've struggled with any of this then this episode is for you! Don't miss out on taking these next steps forward in your business. —— 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

Every has been trying to figure out when the supply chain will get back to normal, but the truth is that it won't for a while. In this conversation, we sit down with Grant Falco (Falco's), Kirk Newby (Associated Energy Systems), John Shimek (Hearth & Home Technologies), and Stephen Schroeter (Napoleon) to talk about how retailers distributors and manufacturers can get through this crisis together. Despite what some people say, we likely have another 12 months in front of us before the supply chain gets back to normal and during that time it's critical that we work together to get through this. Don't miss our conversation with these leaders to help you take control in 2022.

Everyone wants to know how to win the sales game, but since our industry is mostly made up of men, there are huge gaps in the process that women bring to light. In this episode—live from the HPBExpo—we talk with some of the most prominent women in our industry about how they specifically approach the sales process. In this conversation (moderated by Rachel Feinstein), you'll hear from Ryann Blake (Chimney Techniques), Megan Lee (Looft Lighters), and Jeni Forman (Hearth & Home Technologies), and, seriously, it's a powerhouse. Don't lose another customer because you didn't understand how to connect. This conversation will help understand what needs to be done in every client interaction and take control of the sale.

“When was the last time you took a step back and went through your customer's routine?” For the last episode in the Rapid Reaction series, Tim gives you his reaction to an audio article from The Fire Time Magazine. To check out more audio articles from The Fire Time Magazine, make sure to subscribe to the FTM podcast (links below). In this week's episode, Tim gives you his rapid reaction to "Would You Buy From You?" an incredible article by Edmund Poplawski. This episode also includes some exciting information about the upcoming HPBExpo you do not want to miss out on (we are giving away a ton of free stuff)! Last time Edmund was on: https://www.itsfiretime.com/2021/10/19/edmund-poplawski-episode-104-would-you-buy-from-you/ Read The Fire Time Magazine Reader Edition through your web browser: https://magazine.itsfiretime.com/ Download The Fire Time Magazine App to get full access to the magazine (for free): https://www.itsfiretime.com/app Support The Fire Time Podcast Financially: https://www.patreon.com/itsfiretime

"If you want to go from being a treadmill operator to being a business trailblazer, you should" listen to this episode. While we are getting ready for Season 8 of the podcast, Tim gives you his rapid reaction to an audio article from The Fire Time Magazine. To check out more audio articles from The Fire Time Magazine, make sure to subscribe to the FTM podcast (links below). In this week's article, Tim gives you his rapid reaction to "From Riding to Running Your Business," an incredible article by Grant Falco. This episode also includes some exciting information about the upcoming HPBExpo you do not want to miss out on (we are giving away a ton of free stuff)! Read The Fire Time Magazine Reader Edition through your web browser: https://magazine.itsfiretime.com/ Download The Fire Time Magazine App to get full access to the magazine (for free): https://www.itsfiretime.com/app Support The Fire Time Podcast Financially: https://www.patreon.com/itsfiretime

“Know what SKUs are right for you.” While we are getting ready for Season 8 of the podcast, Tim gives you his rapid reaction to an audio article from The Fire Time Magazine. To check out more audio articles from The Fire Time Magazine, make sure to subscribe to the FTM podcast (links below). In this week's episode, Tim gives you his rapid reaction to "5 Things Every Hearth Retailer Should Know," an incredible article by Clay Dennis. This episode also includes some exciting information about the upcoming HPBExpo you do not want to miss out on (we are giving away a ton of free stuff)! Great By Choice by Jim Collins Read The Fire Time Magazine Reader Edition through your web browser: https://magazine.itsfiretime.com/ Download The Fire Time Magazine App to get full access to the magazine (for free): https://www.itsfiretime.com/app Support The Fire Time Podcast Financially: https://www.patreon.com/itsfiretime

“I’ve had my passion overflow into arrogance and self-righteousness, and blind me from seeing things as they actually are…” While we are getting ready for Season 8 of the podcast, Tim gives you his rapid reaction to an audio article from The Fire Time Magazine. To check out more audio articles from The Fire Time Magazine, make sure to subscribe to the FTM podcast (links below). In this week's article, Tim gives you his rapid reaction to an incredible article about passion by Phil Connor. You aren't going to want to miss this... Email Tim (tim@itsfiretime.com) to get the 2021 FirePower column compilation Phil Connor Interview: https://www.itsfiretime.com/2021/05/06/phil-connor-episode-91-find-your-fire-power/ Read The Fire Time Magazine Reader Edition through your web browser: https://magazine.itsfiretime.com/ Download The Fire Time Magazine App to get full access to the magazine (for free): https://www.itsfiretime.com/app Support The Fire Time Podcast Financially: https://www.patreon.com/itsfiretime

"We can't argue with a customer's experience." While we are getting ready for Season 8 of the podcast, Tim gives you his rapid reaction to an audio article from The Fire Time Magazine. To check out more audio articles from The Fire Time Magazine, make sure to subscribe to the FTM podcast (links below). In this week's article, Tim gives you his rapid reaction to, "The Secret: 4 Simple Steps To Reconciliation" an incredible article by Brion Barnhill. You aren't going to want to miss this... Brion Barnhill Interview: https://www.itsfiretime.com/?s=brion+barnhill Read The Fire Time Magazine Reader Edition through your web browser: https://magazine.itsfiretime.com/ Download The Fire Time Magazine App to get full access to the magazine (for free): https://www.itsfiretime.com/app Support The Fire Time Podcast Financially: https://www.patreon.com/itsfiretime

We are no longer physical companies with a digital presence; we are digital companies with a physical presence... While we are getting ready for Season 8 of the podcast, Tim gives you his rapid reaction to an audio article from The Fire Time Magazine. To check out more audio articles from The Fire Time Magazine, make sure to subscribe to the FTM podcast (links below). In this week's article, Tim gives you his rapid reaction to, "More Than 60,000,000 Reasons You Should Rethink Your Marketing" an incredible article by Michael Verkruyse. You aren't going to want to miss this... Read The Fire Time Magazine Reader Edition through your web browser: https://magazine.itsfiretime.com/ Download The Fire Time Magazine App to get full access to the magazine (for free): https://www.itsfiretime.com/app Support The Fire Time Podcast Financially: https://www.patreon.com/itsfiretime

"Oh, what kind of dog do you have?" is the type of question salespeople should really be asking customers... While we are getting ready for Season 8 of the podcast, Tim gives you his rapid reaction to an audio article from The Fire Time Magazine. To check out more audio articles from The Fire Time Magazine, make sure to subscribe to the FTM podcast (links below). In this week's article, Tim gives you his rapid reaction to, "4 Simple Strategies For Connecting With Customers" an incredible article by Heather Hockenberry. You aren't going to want to miss this... Read The Fire Time Magazine Reader Edition through your web browser: https://magazine.itsfiretime.com/ Download The Fire Time Magazine App to get full access to the magazine (for free): https://www.itsfiretime.com/app Support The Fire Time Podcast Financially: https://www.patreon.com/itsfiretime

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

To finish out this season's conversation about marriages, Tim sat down with his wife Jessica to talk how they have worked to grow as a couple while the navigate running businesses together as well. Hosted by Matt Bradley (Editor of The Fire Time Magazine), in this conversation they unpack: How they leverage each other's strengths to compliment their weaknesses. Why it's so important to build a cadence of rest—even in the midst of busyness. What they do to stay aligned when the demands of the business are all encompassing. Don't miss this conversation to learn how you can serve your spouse as you work to serve customers and grow your business as well. —— 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

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

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

While we are getting ready for Season 8 of the podcast, Tim gives you his rapid reaction to an audio article from The Fire Time Magazine. To check out more audio articles from The Fire Time Magazine, make sure to subscribe to the FTM podcast (links below). In this week's article, Tim gives you his rapid reaction to, "Demand More From Reps Like Me" an incredible article by Art Ratcliffe. You aren't going to want to miss this... Listen to "What Makes A Great Sales Rep?" with Art Ratcliffe: https://www.itsfiretime.com/2020/10/20/the-fire-time-podcast-episode-75-art-ratcliffe/ Read The Fire Time Magazine Reader Edition through your web browser: https://magazine.itsfiretime.com/ Download The Fire Time Magazine App to get full access to the magazine (for free): https://www.itsfiretime.com/app Support The Fire Time Podcast Financially: https://www.patreon.com/itsfiretime