The Fire Time Podcast

By Tim ReedBusiness Marketing Careers

The Fire Time Podcast episodes

December 19, 2023Clay Dennis - Grow Your Business Regardless of the Economy
Every retailer in our industry wants to eliminate the extremes that the seasonality of our business causes—but how do you do that?

In today’s episode, we invited Clay Dennis (Owner, Part Time Business Partners) back to the show to talk about how businesses in our industry can win sales—and grow—regardless of the season or economic climate.

In this conversation, they cover:
Why service after the sale is the key to sustainable growth—and huge profits.
What it takes for a retailer to perform over 3,000 service appointments in a single year.
How business owners should think when it comes to the lifetime value of a customer.

Don’t be a company that’s content to ride the economic waves of our industry when you can grow intentionally regardless of that. This episode with Clay will give you exactly what you need to get started!

Click here to connect with Clay Dennis
Listen to Clay Dennis’ first episode on The Fire Time Podcast
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47 min
December 12, 2023Electrification and the Future of Our Industry (Compact Appliances Panel Discussion)
The issue of electrification isn’t going away—so how should our industry react in light of those facts?

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

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

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

The Fire Time Podcast – Jean-François Fauteux – Life After Electrification
The Carbon Almanac by The Carbon Almanac Network and Seth Godin
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1 hr 3 min
December 05, 2023Scott Hammer - Understanding What Makes People Decide
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
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56 min
November 28, 2023Daniel Hammer & Kyle Titsworth - Taking Over a Legacy Business
How do you take over a legacy business and run it when you’re 20 years younger than many of the people who work there?

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

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

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

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1 hr 31 min
November 21, 2023Tyler Anderson - Use Your Marketing to Create Advocates for Your Business
A lot of companies think that marketing is about getting your business in front the customer—but that couldn’t be further from the truth. Marketing is simply explaining the problem you solve for your customers.

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

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

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

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50 min
November 14, 2023Mark Stoner - Train Your Installers the Right Way
Most companies struggle to grow their installation teams because they don’t have a good way to train new people. And whether companies realize it or not, the lack of installers is the biggest lid on the growth of our entire industry.

In today’s conversation, Tim sits down with Mark Stoner (President of Ashbuster’s Chimney Service, Parter at SureFire Training Academy, and serial entrepreneur) to discuss how he has systematized training in his company to grow technicians and installers. In this conversation you’ll learn:
Why the “Big Dog, Little Dog” training approach just doesn’t work (even though it’s what most of the industry does).
How to build a training system that can be used consistently over time (this is something you can do in just a few hours).
Why most companies are missing out on the potential they have to serve more customers (it has to do with their approach to service and installation).

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

Learn more about SureFire Training Academy
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57 min
November 07, 2023Jill McClure - Leading with Clarity and Purpose
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.
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57 min
October 31, 2023Tim Reed - Moving from Sales Defense to Offense (NE Distribution Keynote)
Most salespeople in our industry struggle because they don’t have a clear process to follow when they’re working with customers. This results in them wandering from feature to feature before leaving the customer with the vague instructions of “so let me know when you’re ready.”

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

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

To wrap up our series on the seven steps in the sales process, this keynote will help you put all of the pieces together that we’ve been building over these last eight weeks. Don’t miss out on what having a specific sales process will do for your company. Start putting this into practice today and watch what happens to your team’s morale—and their results!
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1 hr 6 min
October 24, 2023Brandi Biswell - Show Gratitude (Step 7)
The value of expressing gratitude often takes a backseat to marketing investments. But in reality, gratitude can be your most potent marketing tool.
In today’s episode—the final installment of "The Seven Steps of The Sales Process Revisited" series—Tim talks with Brandi Biswell, an owner of Flew's Brothers Chimney Service and a coach at the CVC Success Network. Together, they dive into the many ways businesses can express gratitude and its impact.
In this episode, you'll learn:
The countless ways your business can show gratitude to customers (even if they don’t do business with you).
How showing gratitude can become a cornerstone of your business’s brand (this will save you money on marketing).
What you must do to go from being a transactional business to a relational one (you won’t believe how simple this is).
Don't overlook the power of gratitude in building your brand and forging customer connections. Tune in to this episode and tap into a wealth of examples illustrating how consistent expressions of gratitude can transform your business.

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52 min
October 17, 2023Dennis Deakin - Pursue the Opportunity (Step 6)
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!

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51 min

About The Fire Time Podcast

From the publisher's feed

Are you tired of presentations that are only half relevant to your business? Many speakers are not practitioners of their material, simply teachers—not so with The Fire Time Podcast. This podcast is…

for the hearth industry and by the hearth industry. Host Tim Reed has over a decade of experience in the hearth industry, making conversations with guests relevant and extremely practical. In Season One, Tim speaks with twelve hearth industry leaders and provides content relevant to any position, whether on the retail or manufacturing side. Hearth companies everywhere are lost because the landscape of business has changed dramatically in the last ten years. They are trying hard, but they just don’t know what to do. The Fire Time Podcast equips hearth companies to win by sharing ideas and innovation from the best minds in our industry. This podcast will give you the tools to move the needle in your company and win in the changing landscape. This podcast is the first of its kind—specific to the business that you work in every day and simple enough to teach you what’s needed to succeed. Do not miss out on The Fire Time Podcast, available for Apple and Droid devices or at www.itsfiretime.com/podcast. The simple and repeatable steps provided will empower you to grow the bottom line of your company and inspire the team that you lead. ABOUT: Tim Reed is the Retail Sales Leader at Fireside Home Solutions in the Pacific Northwest where he helps his team members make it so stupidly easy to buy from them that there is no excuse not to. Starting as individual salesperson in an empty warehouse, he has grown Fireside’s Retail division by millions (after cutting his marketing budget by 90%). Tim has been invited all over the country to teach companies how to market effectively to their customers and sell more than ever before. His YouTube videos, sales blog, and “Fire Time Podcast” have become a resource for the industry and are actively helping thousands of people rethink their paradigms so that they can grow their businesses in the changing landscape. Tim learned “just enough to be dangerous” about sales, marketing, web development, and leadership from years of playing guitar in a failing punk band—which he swears has uniquely qualified him for his job today. Now considered one of the most innovative minds and compelling communicators in the industry, Tim uses his platform to serve others, helping them create clear messages that are wildly compelling to their audiences. Tim lives in Portland, Oregon with his wife, Jessica, two children, Olivia and Luke, and his 90 pound Golden Retriever, Walter. He still plays guitar in a failing punk band. CONTACT: [email protected] | www.itsfiretime.com