The Fire Time Podcast

By Tim ReedBusiness Marketing Careers

The Fire Time Podcast episodes

April 06, 2021Jenna Guldin - The Right Seat on the Bus
If one of your best salespeople requested time off in the middle of peak season, would you give it to them? Often, this vacation time is not granted, and your salesperson is bummed out over peak season. Your business shouldn’t be run this way. Having flexibility with your team members is key to having a team that is filled with drive and passion.

In today’s episode, Tim sits down with Jenna Guldin of Salter’s Fireplace & Outdoor Living. Much like Tim, Jenna is of the younger millennial generation, making her a great guest to discuss things that matter in the workplace today.

In this episode you will learn:
Why putting team members in positions where they can utilize their strengths is crucial to them staying with your company (you don’t want your team to not enjoy what they do).
How getting rid of team member that doesn't fit can't be put off (this affects your business much more than you think).
What to understand when deciding to hire a millennial (they are not as bad as you think—but they are different).

Taking time to make sure your team members are in the right seats on the bus is something that every leader needs to do regularly. Team members are not numbers, and all have their strengths that should be utilized. Listen today to learn how you can become the leader of a team that loves what they do, and goes to the wall for your company over and over again.

Click to purchase Good to Great by Jim Collins

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51 min
March 30, 2021Justin Sundset - The Bias Against Electric Fireplaces
On a global scale, many governments are implementing new bans preventing combustion fireplaces from being installed in new homes. With this on the radar, business owners in our industry are naturally worried about the future of their companies. This doesn’t have to be the case—if you're willing to take on electric fireplaces.

In today’s episode, Tim sits down with Justin Sundset of Dimplex, to discuss his take on our industry’s future. Justin acknowledges an inherent bias that many industry professionals have against electric fireplaces—none of which are based on the facts.

In this episode you will learn:
How the market for electric fireplaces is bigger than all combustion fireplaces combined (you are missing out on customers by ignoring this).
What your storefront offers that the internet does not (and how this makes selling electric fireplaces easier).
Why not having electric fireplaces on display pushes your customers to go check out competitors (they hardly take up any space—there is no reason not to).

Viewing electric as another facet of your business—rather than a replacement for combustion models—will benefit you in more ways than not. Preparing for a future where combustion fireplaces are thin and few might sound like an unappealing challenging task, however, adding electric to your arsenal is easier than you think. If you've been struggling on how to attack electric fireplaces in your market, listen today.

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49 min
March 23, 2021Sam O’Donnell - Be Proactive to Win in Sales
When something goes wrong on an installation it is common for salespeople to become afraid of the customer and hide. With this approach, the customer has every right to be frustrated with you. Instead, you can be proactive and keep them in the loop (in real-time)—which can save the job and your relationship with the customer.

In today’s episode, Tim sits down with Sam O’Donnell of Fireside Home Solutions to finish discussing Sam’s five principles to simplify the customer buying experience.

In this episode you will learn:
How committed customers coming into your showroom are more serious than you think (and how easy you can make it for them to buy).
Why a salesperson needs to follow up with customers at least seven times (and why customers don't think it's annoying).
How you can sell 50% more than you did in the previous year without spending a dime (it only takes a little bit of your time, but makes a huge difference).

Understanding how to simplify your customers' buying experience will not only make them more likely to buy, but also make your life easier. Taking the extra effort to keep your customers on track throughout the entire sales process is rare in our industry. Listen to this episode to win more sales and serve your customers better than anyone else.

Click to listen to the Adam Cribb Episode (this episode is all about follow-up).

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50 min
March 16, 2021Sam O’Donnell - 5 Steps to Simplify the Customer Experience
Most salespeople think that, in order to be a genius on the floor, they need to know all the technical information about their products. However, the majority of customers really could care less—you are selling a lifestyle not a brochure.

Today, Tim sits down with Sam O’Donnell, a retail associate for Fireside Home Solutions. Sam is a wizard when it comes to the sales process—going from no experience to one of the best salespeople Tim has come across in a matter of 15 months! In this discussion, Sam outlines his article in the March edition of The Fire Time Magazine surrounding five principles that he has found to be successful in simplifying his customers’ buying experience.

In this episode you will learn:
The easy secret to having a consistent sales process that sells (if you don’t have one you will lose).
Why speaking with lots of big words will scare off customers (and how you should be communicating instead).
The reason why providing a quote as fast as possible is essential to capturing the sale (in today's world, this is simply the cost of doing business).

Remember, customers are not experts on your products like you and your team are—so keep it simple. We are fortunate to be in an industry with complex products that have historically protected us from disruption. But these products are also, unfortunately, very hard to buy. Understanding how to make the sales process as simple as possible for your customers is key to maximizing your sales. Listen today to learn how.

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44 min
March 09, 2021Ryann Blake - When to Say No
Trying to help your customers is the goal of every business. Accomplishing this objective often entails taking on as many opportunities as possible. Initially, this might be the right move, but over time, this can cripple your business. The truth is that when time and resources and limited a business owner needs to focus on their true customer—and not every customer.

In today’s episode, Tim sits down with Fire Time Magazine contributor, Ryann Blake, the owner of Chimney Techniques. Ryann discusses some of her unique strategies and contributions that have modernized the family business since she took it over.

In this episode you will learn:
How becoming more specialized in what your business offers will save you time and make you more money (efficiency is the name of the game).
What the future of customer service looks like (and what you need to do now to keep up).
Why hiring a photographer is extremely important if you want to attract customers (this will make your business HUMAN).

Not doing everything for everybody might be a hard switch to make. But by learning to say no, you and your team can actually serve your customers better—and be more profitable as well. Listen today to find out how you can transform your business to become more sustainable and successful.

Chimney Techniques Photography:
Working with clients in the showroom
Happy people enjoying the products we sell
Cinder (the store mascot)

Last time Ryann was on the show: The Fire Time Podcast - Episode #53 - Fighting a Culture of Burnout

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51 min
March 02, 2021Brion Barnhill - The Four Day Work Week
Is your business successful, but you’re not happy? This is often the case because business owners will work themselves to death and push their team without any cohesive direction. It doesn’t have to be this way—this episode will help you understand the secrets to running a successful business where you are running it from above and being dragged along behind.

To initiate season six, and introduce The Fire Time Magazine, we have chosen to sit down and interview some of the magazine's incredible contributors. Today, Tim talks with Brion Barnhill, the owner of Barnhill Chimney and Barnhill Chimney Supply. Brion began his career in an interesting way, but has quickly evolved to the point of operating a business grossing over four million dollars per year. This rapid growth has come with some of the typical issues business owners run into as they scale. However, how Brion has chosen to handle these challenges is something we can all learn from.

In this episode you will learn:
Why hiring people who compensate for your weaknesses is better than trying to do everything yourself (this will make you money and save you time).
Why taking the time to create an organizational chart—showing the role of each team member—is essential for success (you’re likely to fail without it).
How switching to a four-day workweek can change how your company operates forever (the benefits are outstanding).

Stop waking up every morning sleep-deprived and not wanting to go to work. You too, can take control of your business by accepting your strengths and going all-in on them. Listen today to find out how.

Checkout Barnhill Chimney Supply
Pick up your own copy of Traction

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Click here to join The Fire Time Network
54 min
December 15, 2020Q & A - Season 5 Finale
Everyone knows that this year has been crazy for businesses in the hearth industry. That's why we are back with the final episode of this season to answer all of the questions that have been coming in over the last few months.

This episode will answer:
What is the best way to track door swings? (This is something that everyone needs to be doing).

What makes a good website in our industry? (Hint, it's not about how the website looks).

How can you make sure that next year's season is smoother than this one? (It all starts with deciding to invest back into your business).

At the end of the day, there is more to life than money, but without money, your business (and your life) may not have enough fuel to get to the destination. We know that the answers in this episode can help you fill your tank back up so that there is an abundance to share with those around you.

Please take 30 seconds to give us feedback on this season: itsfiretime.com/survey

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

Click here to join The Fire Time Network
53 min
December 08, 2020Colleen Kittridge - What the Young Generation Brings to the Table
Having the ability to switch relationships from personal to professional without friction is a dream of many business owners. So many people will tell you to never go into business with family or friends -- but is that really true?

In today's episode, Tim sits down with Colleen Kittridge (Travis Industries Pacific Northwest Sales Rep) to discuss how she took over her father's position and what different systems have been put into place resulting from this shift in generations.

In this episode, you will learn:
How to get respect from people that view you as a kid (and how you can use your age to your advantage)

Where the difference between millennials and industry veterans lies (along with what it means for the future)

Why working with family and friends doesn't have to be off-limits (too often a common misconception)

Don't go into tomorrow being afraid of/or being a millennial. Instead, build a better functioning team by embracing the next generation's ideas and building relationships that strictly aren't just centered around business.

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

Click here to join The Fire Time Network
42 min
December 01, 2020Scott Ramspott & Nathan Lammers - Dealer, Step Your Game Up!
Most dealers across the country think that having a solid sales team is the only key to selling. But often, these same dealers overlook the importance of having a well-thought-out showroom floor and a holistic customer experience. Investing time into both, training your team, and upgrading your showroom is the true key to successful selling.

In today's episode, Tim sits down with two competing sales reps: Scott Ramspott (Kozy Heat) and Nathan Lammers (Mendota) to talk about the best practices they witness in showrooms that they cover in their territory.

In this episode you will learn:
Why showroom displays need to be in perfect shape—always (the little things make a big difference)

How upgrading the interior of your showroom will drastically improve your customer's experience (it doesn't take as much effort as you think)

What building a network of other dealers can do for your business (learning from other people's mistakes is a game-changer)

Don't continue losing sales because your showroom scares away customers. Instead, create an experience that makes people comfortable by cleaning things up and making it easy for them to purchase.

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

Click here to join The Fire Time Network
1 hr 10 min
November 24, 2020Dick Hoffman - Becoming the Chairman of the Board
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
48 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