The Fire Time Podcast
Tim Reed
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: tim@itsfiretime.com | www.itsfiretime.com
Episodes
Mentioned books
Dec 20, 2022 • 26min
"Don't Just Buy Your Marketing—Own It" by Brion Barnhill (FTM Rapid Reaction)
Once you’ve paid for a TV ad, it’s gone. This isn’t necessarily bad, but before dumping money into marketing you buy, you should assess if you’ve fully taken advantage of the marketing you own. Listen to this Rapid Reaction Episode to learn more about the two different types of marketing and when to rely on each. While we prepare Season 10 of the podcast, Tim will be giving weekly rapid reactions to audio articles from The Fire Time Magazine. In this week's episode, Tim reacts to "Don't Just Buy Your Marketing—Own It” by Brion Barnhill (Owner, Barnhill Chimney Company). 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.
Dec 13, 2022 • 1h 56min
Last Call - Q&A with Tim Rethlake (Season 9 Finale)
The Fire Time Podcast launched over four years ago, and the first episode featured today’s guest. After praising him as the George Washington of our industry’s Mt. Rushmore, Tim asks this guest to respond to a series of questions that came in throughout the last season.In today’s episode, Tim talks with the soon-to-be-retired Tim Rethlake (Director of Sales Effectiveness at Hearth & Home Technologies). Tim taps into Rethlake’s 40-some years of industry experience while he’s still behind the wheel—and the two have some epiphanies during their conversation that you can’t afford to miss.In this episode, Tim and Rethlake tackle these questions (among others):
Is company culture even a thing anymore with how often people job-hop? (And how can we prevent job-hopping in the first place?)
What should we look for when we’re hiring? (And what are the right questions to ask during interviews?)
Are salespeople formed or gifted? (And how can we overcome the negative paradigm surrounding them?)
It’s incredible to see how things have changed since Rethlake first appeared on the podcast. His influence on our industry will endure, and his words will guide you during any tough times ahead. Listen to this episode today to learn more.The Hero’s Journey by Joseph CampbellTo Sell is Human by Dan PinkAIM - Always Intentional ManEvery Episode with Rethlake:Episode 1 - Tim Rethlake (What Every Salesperson Needs to Understand)Episode 15 – Tim Rethlake (7 Habits of Highly Effective Salespeople) Pt. 1 Episode 16 - Tim Rethlake (7 Habits of Highly Effective Salespeople) Pt. 2Episode 39 - Tim Rethlake (Show Gratitude)Episode 74 - Tim Rethlake & Jeni Forman (Let's Talk About IR)Sign Up For The Fire Time WorkshopSupport The Fire Time Podcast FinanciallyClick Here to Join The Fire Time Network
Dec 6, 2022 • 46min
Kirk Newby - Planting Trees Not Killing Fish
Too many people treat business decisions like killing fish. Today’s guest explains how he believes this mindset is detrimental to maintaining meaningful connections with the people a business serves. Instead, he claims, every decision should be thought of as planting a tree.In today’s episode, Tim sits down with Kirk Newby (President of Associated Energy Systems), a legacy maker Tim has long respected. Pulling from his lifetime of experience, Kirk shares some valuable words of wisdom you won’t want to miss.In this episode, you’ll learn:
How Kirk has maintained a remarkable relationship with his brother and business partner for over 30 years (this is a lesson in humility).
Why things that are worth doing are never easy (this message is especially pertinent to younger people).
What must be put in place to be a relationally driven business (this is how to plant trees and not kill fish).
If you want to retire from a thriving legacy business when the time comes, you need to stop running your company like a fishing operation and start viewing it as a tree nursery instead. Listen today to learn how one of our industry’s greats has set himself up for this outcome.Sign Up For The Fire Time WorkshopSupport The Fire Time Podcast FinanciallyClick Here to Join The Fire Time Network
Nov 29, 2022 • 52min
Alan Newkirk - Leaving a Legacy of People
The business owned by this episode’s guest experienced one of its greatest periods of growth during the 2008 recession. With the current instability of the economy, learning how to prosper when everyone else is suffering is in your best interest. This guest will explain how he did it.In today’s episode, Tim talks with Alan Newkirk (Owner of Newkirk Ventures and Master Hearth Professional), someone he’s admired from afar for a long time. Alan began a very successful hearth parts company (Total Hearth) in the ‘90s, which was swiftly acquired by people Alan believed in when he was ready to retire. Now in retirement, when Alan looks back on his company, he is most proud of the people.In this episode, you’ll learn:
How to raise up people around you so they’re ready to take over once you’re gone (impacting people is the most important work you’ll do).
How to win by putting all your eggs in one basket and watching it closely (going a mile deep and an inch wide is often the way to go).
How to take advantage of a down economy (picking up the best talent during tough times is the key).
When you’re in your mid-sixties, where do you want to be? You could be in Alan’s position, where you’ve built and sold a business that has significantly impacted the people it has employed and will continue to do so for future generations. Or you could be stuck managing your business day in and day out, wondering when you’ll have to close down for good. If you want to be in the former spot, listen to this episode and learn to empower your people now so they can take over later.Sign Up For The Fire Time WorkshopSupport The Fire Time Podcast Financially Click Here to Join The Fire Time Network
Nov 22, 2022 • 59min
Jerry & Sheryl Isenhour - Growing Your Business in a Down Economy
As the economy starts to tighten up, it's more important than ever that you're in control of your sales process. In today's episode, we begin a series of conversations with "Legacy Makers" that have seen turbulent times before and have come out the other side.This first conversation is with Jerry and Sheryl Isenhour (CVC Success Group)—a power couple that has been serving this industry faithfully for decades. We podcasted live from the Chimney Expo in King of Prussia, Pennsylvania and hit a number of topics, including:
Why a sales process is so important as the economy starts to turn.
What most people miss as they hire millennials onto their team.
How to set up your pricing in the showroom for success.
Don't miss out on this conversation with two industry legends! By taking the time now to put this into practice, you'll be miles ahead of every else who is complacently standing by.Click here to check out more from the CVC Success GroupClick here to support The Fire Time Podcast financially
Nov 15, 2022 • 42min
How to Understand Your Customer's Problem
As the market starts to shrink with the economy, the most important thing we can do is take the time to understand our customer's problem. It's simple. Companies who understand their customer's problem are in a position to advise a solution—and companies who don't understand the problem can't.In today's episode, Tim turns the page from speaking with Peak Performers to hit the sales process hard. In this conversation, you'll learn:
Why the old sales funnel that's gotten our industry to this point doesn't work anymore.
What it takes to master the new sales process to move the needle with our customers.
How to understand your customer's problem in every interaction you have with them.
Don't think you can coast while the market dries up around you. Rather, put these things in place and connect with more customers than ever—regardless of the economy.New Sales Funnel vs. Old Sales Funnel Graphic: https://drive.google.com/file/d/12MmzKkcldb2gquIhAg1s2feKBl1uFOgF/view?usp=sharingSign Up For The Fire Time WorkshopSupport The Fire Time Podcast FinanciallyClick Here to Join The Fire Time Network
Nov 8, 2022 • 1h
Grant Falco - Pushing Through the Dip
Imagine operating a hearth business that dominates its local market and coaching a kid's soccer team while being Tim’s accomplice in almost every endeavor. This episode’s guest does all these things in stride and has the humility to admit it’s not always easy.In today’s episode, Tim is joined by Grant Falco (Co-Owner of Falcos & Co-Founder of Fire Time Network) to round out the peak performer section of this season. Grant’s tenacity and attitude set him apart and allow him to operate his family’s business with unmatched deliberateness in decision-making.In this episode, you’ll learn:
How to know when you’re in a dip versus a cul-de-sac (this difference is crucial when deciding how to use limited resources).
How Grant developed a mentality that breeds success (this story will inspire you to do the same).
How being honest with your gut will allow your intuition to regularly inform your decisions (this is something Grant tries to practice every day).
While peak performers may seem perfect, their success has probably come with extensive struggle. We must accept this and push through our own struggles if we want to prosper. Listen today to learn from someone who embodies this mentality like nobody else.Sign Up For The Fire Time WorkshopSupport The Fire Time Podcast FinanciallyClick Here to Join The Fire Time Network
Nov 1, 2022 • 1h 1min
Alan Rush - Mastering In-Home Sales
Today’s guest typically spends 250 days of the year traveling to chimney businesses and helping salespeople become rockstars. He’s booked two years out, and Tim says he’s “as legit as it gets.” In today’s episode, Tim interviews the peak performer Alan Rush (Owner of Rush Profits and Partner at SureFire Training Academy). Alan has over 20 years of professional solution-selling experience, which he applies in his current line of work by showing in-home technicians how to work with clients so they buy more.In this episode, you’ll learn:
Why your team should switch from the technician mindset to the expert mindset (this shift will act as a catalyst for customers to spend more willingly).
Why you should have a folder of photos on your phone for rapport building (this is a little-known trick to building meaningful relationships with customers).
Why problems should never be introduced in proposals (this is an instant turn-off for customers).
Closing out this episode, Alan says, “if you keep doing what you’re doing, you’re going to continue to get what you got,” which is a sentiment that rings true for all hearth-related businesses resistant to change within their sales processes. You can never stop improving your processes, and by listening to this interview with one of our industry’s best, you’ll learn at least a few things that will change how you sell. Listen now to get started.Rush ProfitsSureFire Training AcademyMonday Morning Meeting Minutes Sign Up For The Fire Time WorkshopSupport The Fire Time Podcast FinanciallyClick Here to Join The Fire Time Network
Oct 25, 2022 • 39min
Chris Becker - Building a Business from the Truck Up
Standing in living rooms in a tattered t-shirt and jeans might sound like a terrible sales strategy, but it’s exactly how today’s guest began one of the largest hearth retail operations in the nation.In today’s episode, Tim talks with the peak performer Chris Becker (President of Twin City Fireplace), who slowly took over his father’s business after realizing working in a cubicle wasn’t for him. After many years of backbreaking work, Chris has made a serious mark in our industry and has many lessons to share.In this episode, you’ll learn:
What a week-in-the-life of Chris looks like (and his advice for creating a schedule).
Why in-home selling works (and why it’s more effective now than ever).
Why success requires self-awareness (and how to cultivate that trait).
In the past, success required putting your nose to the grindstone and working hard—but things are a bit different now, and success requires more strategy than ever. Chris’s story is a prime example of this shift. Listen to this episode for tips on working smarter from someone who’s worked far beyond harder.Sign Up For The Fire Time WorkshopSupport The Fire Time Podcast FinanciallyClick Here to Join The Fire Time Network
Oct 18, 2022 • 1h 7min
Mark Stoner - Blue Collar Gold
Few businesses in our industry have over 20 trucks on the road, more than 100 employees, and no limit for growth. This episode’s guest, however, is the owner of businesses that fit these unusual criteria.In today’s episode, Tim talks with the peak performer Mark Stoner (President of Ashbusters Chimney Service and author of Blue Collar Gold). Their conversation starts with Mark’s life story, then moves to Mark diving deep into how he has achieved success with his businesses, and ends with a discussion about the importance of speed in business.In this episode, you’ll learn:
Why chimney work is an untapped gold mine for hearth retailers (and how to start doing it).
Why you are the only thing holding yourself back from success (and how accountability is the secret sauce to move you out of your own way).
Why speed is essential to succeeding in the modern business world (and how to find the perfect relationship between speed and quality).
Don’t let your business be a unicycle that only you, the owner, are riding. Instead, build a business with multiple wheels and people in control so it’s less vulnerable to unexpected obstacles. Listen to this conversation to learn how Mark has used this philosophy to find remarkable success in several businesses.Blue Collar Gold: How To Build A Service Business From The Dirt UpBlue Collar PodcastPoppy & Peep ChocolateEmail MarkSign Up For The Fire Time WorkshopSupport The Fire Time Podcast FinanciallyClick Here to Join The Fire Time Network
