The Fire Time Podcast

Even before the COVID-19 crisis, our industry was fighting a culture of burnout... Phone calls are always coming in, emails never stop, and customer expectations are higher than they've ever been. Combine that with the guilt of seeing people who "hustle" on social media and it's easy to feel totally spent. In today's conversation, Tim Reed sits down with Ryann Blake (Owner of Chimney Techniques) t...

If you want your sales team to simplify their process so they can connect better with their customers, then you have to listen to this conversation! In today's episode, Tim Reed sits down with acclaimed author and keynote speaker (Bridget Brennan, CEO of The Female Factor and author of "Winning Her Business") to talk about connecting with today's female consumer and building a sales process based...

In part 1 of our conversation with Craig Newby (Owner, Associated Energy Systems) and David Rosvold (Owner, NW Stoves), we laid out the basics of how a sales rep can deliver value to their customers. In part two, we bring the conversation home with tangible things you can do to move the needle with our clients. In this conversation: Learn how good reps make a plan for their customers (and their cu...

In the midst of the COVID-19 crisis, every sales rep is wondering how they can give value to their customers. In today's conversation, we flipped the tables so that Craig Newby (Owner, Associated Energy Systems) and David Rosvold (NW Stoves) could grill Tim Reed about what makes a sales rep valuable to a retail business. In this conversation: Learn why sales reps have to make an appointment every...

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...

The HPBExpo is just around the corner and it's going to be amazing! In today's bonus episode, Jerry Isenhour (President, CVC Success Group) sits down to talk about his education sessions at the trade show. This conversation will help you: Learn why selling high end outdoor living is a must (and a huge profit center) for every fireplace retailer Understand where the weak points are in the big box s...

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...

We are standing on the edge of a precipice looking around at the disruption that's happening in nearly every other sphere of business. Understanding this, we can either continue to stay segmented and blindly hold onto what has worked in the past or we can come together to figure out this new landscape of business together. In today's episode, I sit down with Pete Schoenfeld (Senior VP, Fireplace W...

Most companies go to the HPBExpo every year because "it's what we've always done", but they don't attack it with intention and focus. The result is that they spends thousands of dollars to wander around or aimlessly show products during the day so they can go out and party at night. The truth is that's not how you win a trade show. In today's episode, I walk you through each day of the HPBExpo com...

As the digital age is coming into full focus, brick and mortar businesses everywhere are trying to figure out how to stay relevant. While some traditional retailers have been swept away like the dinosaurs, many have stood firm and even gained ground by rethinking their value proposition for their customers. In today's episode, I sit down with Elyse Rethlake (Fireside Hearth & Home, daughter of the...

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 ...

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 y...

Most businesses in our industry are living in a constant state of chaos. Every day they push and push to put out fires, but never think about building processes to grow their company longterm.  In this episode, I sat down with Eli Rosa (VP of Inside Operations, Fireside Home Solutions) to talk about how to build process in the midst of chaos. Her journey to Vice President is an uncommon one and sh...

Everyone wants to grow their business from where it’s at now, but many business owners miss the fact that educating their team is the best(and cheapest)way to get there. In this conversation, I sat down with Rick Vlahos (Executive Director | Hearth, Patio & BBQ Education Foundation) to talk about what leaders in our industry can do to educate their team members. In this episode: Disarm the “if I e...

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 fut...

Businesses in our industry are losing thousands of customers because they aren't following up on their opportunities. It sounds simple, but this sixth step in the sales process is ignored by almost in the hearth industry (seriously). In today's episode, I sit down with Adam Cribb from Fireside Hearth & Home to talk in detail about how he pursues his opportunities on a day-to-day basis. In this epi...

Many experienced sales reps trip up in one of the most critical parts of the sales process—Call to Action! Everything in the sales process is leading your customer towards making a decision about your product and it's critical that you don't mess this up. Louie Falco (Owner, Falco's [Spokane, WA] & U.S. Sales Manager, Sherwood Industries) has been a sales leader in the hearth industry for over 30...

Most customers get confused at some point in the process when they're buying something new and the answer for salespeople is simple: Make a Plan. It sounds too easy to be true, but it's because we are too close to what we do and often forget what it was like before we knew all about our product. In today's episode, Bradley Hartmann (President, Behind Your Back Sales Co.) returns to the podcast to...

One of the most important things you can do in a sales process is tell a customer about the value that you provide—but how can you do that in a way that separates you from everyone else? The truth is that your products might be the answer your customers problems, but they'll never know it if you don't frame them as a solution. In this conversation, Robert Schnell (Principle, Arctic Sales) stops by...

Most companies miss the most important step in the sales process because they are flying too fast. But the truth is that understanding the customer's problem is the most important thing you can do if you want to have the opportunity to provide a solution.  In today's economy, salespeople are being pulled in a million different directions and our customers suffer from it because they simply don't t...

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...

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 co...

This conversation was originally part of Bradley Hartmann's "Behind Your Back" Podcast on April 11th, 2019. The content was amazing and Bradley was gracious enough to let us use it on the Fire Time Podcast as a bonus episode. Make sure to check out the full episode at:  https://podcasts.apple.com/us/podcast/behind-your-back-podcast-with-bradley-hartmann/id1256694214?i=1000434686624 Thanks for list...

If you've been struggling for answers that are specific to your business than this episode is for you. In the finale to Season Two, we take questions from all over North America and dive deep on the specifics of helping your business. In this episode: Learn how to motivate your team to think about their job as more than just a paycheck Take advantage of what I learned as I implemented 4DX (The 4 D...

If you're company is trying to sell product to high end clients then you have to listen to this conversation. In today's episode, I sat down with Cory Dupuy (Firespace Engineer, Fireside Home Solutions) to talk about the thought process that has turned him into the of of the most successful fireplace builder sales reps in North America. In this conversation, we cover: The secret to breaking into t...