Tim Byrne Podcasts

Timology 3 – Tim’s Podcast About Podcasts
"Why are you doing this?"  Tim gets asked that all the time.  Other business owners were totally mystified when Tim ...
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In the first episode in this series Tim outlined the mathematical formula every great salesman needs to follow. Marketing + relationships + accounting = a sale. Today he reveals the secret to building relationships. It’s a lot like dating. Would you walk up to someone in the bar and say “Hi! I’m really good looking and I’m great in bed.”? It wouldn’t work. It’s the same in sales. You need to form actual relationships with actual people before you can expect to sell anything. Building a relationship starts by getting people to remember your name. Then it’s learning the other person’s name and using it at least three times in a conversation. You’re trying to build intimacy and that can’t happen if you don’t know the other person's name. Tim uses all sorts of tricks to get people on the phone. That isn’t easy these days. Try and avoid voicemail at all costs. But if you have to leave a message make sure your name and number are at the front of the message. Do anything you can think of to get a callback. Tim will record happy birthday on a voicemail whether it’s the person’s birthday or not. Long before you ever seal a deal you need to know your client. It’s the same as dating. Most people don’t hop into bed on the first date. And if they do it tends to be a little weird. You have to build an actual relationship before you get lucky! At minimum you’re going to need at least four interactions with your client (lunch, phone calls, a meeting on-site) before you sign any contracts.
Timology 2 – Why selling is like dating
In the first episode in this series Tim outlined the mathematical formula every great salesman needs to follow.  Marketing + ...
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Tim is excited to launch a brand new series for the summer. His “Timology” series will reveal the secrets of great salesman. Tim came by this knowledge the hard way - years of failing. For over 20 years Tim scratched and crawled his way to building a successful business. Along the way he developed a winning strategy for selling his products and services. Tim says that three are three facets to being great in sales. Those are relationship building, marketing and accounting. In today’s episode Tim talks about the importance of building a relationship with a client. Tim likens building those relationships to being a successful political candidate. You have to shake one hundred hands to get one vote. The math is similar in sales. You have to introduce yourself to one hundred people to get one sale. Building a relationship with a client depends on personal contact. Tim insists on taking a potential client out for a drink or a meal before taking them on. If they don’t have time for that Tim isn’t interested in working with them. You need to become friends with your clients otherwise you won’t be able to depend on them for future business. There is a lot of negativity around sales. There is a common idea that sales people are scumbags who will say anything to get your money. And to be sure there are plenty of guys like that out there. Tim takes an opposite approach. If you are the only one walking away happy you’re doing it wrong. You don’t just bid jobs in order to bid jobs. You have a moral obligation to give the client a fair price.
Timology 1 – The Secret to Being a Great Sales Guy
Tim is excited to launch a brand new series for the summer.  His “Timology” series will reveal the secrets of ...
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Tim celebrates Season 1 with a retrospective episode featuring some of the funniest, dumbest and most offensive clips from the last 20 episodes.  The episode features perhaps the most important conversation ever featured in the podcast.  Back in Episode 7 discussed where the best bathroom can be found in downtown Toronto.  Tim is immediately interested in this line of conversation having visited every public washroom in the GTA over the last 30 years. Tim excitedly describes Crown Property Management’s bathrooms near the airport which have alcohol wipes that can be used to wipe down the seat prior to use. The pair then debate which building has the best washrooms in the downtown core. For the longest time Tim used Atrium on the Bay because for years the loading dock manager would let him use the second floor washrooms. (This was before the age of the security guard, of course). Next we return to one of the more disturbing tales ever spun on the podcast.  In Episode 8 Tim welcomed his old mentor Bill Stallon onto the podcast.  Together they recounted one of their more memorable adventures together at Beaver Valley. The group retired to a hot tub after a large steak dinner. Because no one had swim trunks that meant everyone was naked. Not having anything to drink one of the hosts offered a full bottle of XO Cognac.  After drinking the entire bottle Bill was now soundly asleep, happily bobbing in the tub.  What followed next was a heroic attempt to move the much larger Bill out of the Tim.  After dragging Bill like a corpse across a frozen threshold they left him in the laundry room. (Covered up for modesty’s sake.) Along with these classic tales the blooper episode also features Anthony Vinzi noting that Tim looks like a vagrant and the story of Tim's insane attempt to break the sound barrier in a brand new Porsche.  It's been a great first season!  Hope to see you when season two gets underway in the fall!
Episode 21 – Blooper Special
Tim celebrates Season 1 with a retrospective episode featuring some of the funniest, dumbest and most offensive clips from the ...
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Tim heads back into the office and welcomes longtime colleague Jeff Amos onto the podcast this week. Jeff has worked with Stadia for 14 years or as Tim likes to say “since Jesus was a cowboy.” Jeff came on-board as a part time worker when he was in his early 20’s. Tim and Jeff went to the same high school and they start this week’s episode sharing war stories. Unsurprisingly, Tim was something of a difficult student. He politely told the principal to fuck off one day in Grade 12 and walked out the door, never to return. Ten years later that same principal invited Tim to speak to students about succeeding in business. That teacher told him that he didn’t remember many of the thousands of students he taught over the years. But he always remembered Tim Byrne. Jeff worked long enough installing glass that he ended up injuring himself on a number of occasions. The most egregious happened when he was working at the Bay Tower installing a piece of half inch glass in an office partition. The glass slipped broke and slammed into his arm. The doctors had to cut him open on multiple occasions to remove all the broken glass. That wasn’t the only injury. Once in the Stadia shop a piece of glass slid right through his hand slicing open both his palms. He was working with a Stadia hero named Ronnie who Jeff was desperate to impress. “Do you want to go to the hospital?” Ronnie asked. “Nope!” Jeff replied before taping up his hands with duct tape and finishing the work day. A lot has changed on the workplace safety front just in the last ten years. The days of never wearing gloves or safety glasses are long gone. “Have you ever been scared on the job?” Tim asks. Jeff quietly nods his head before launching into a harrowing story about installing glass on the CN Tower. They are 45 stories up and a gust of wind catches them on the swing stage. The stage was blown 15 feet straight up in the air before crashing back down. Everyone was tied in and secure and no tools were lost. But pants were definitely shit on that day. Jeff is often asked why he has worked at the same company for so long. It’s difficult to explain he says. “Everyone is fucked up,” he says. “But everyone cares about each other and that’s impossible to find anywhere else.” The culture is so strong at Stadia that employees who stop working with the company almost always eventually ask for their job back. If you are not as happy to come into work on Monday as you are when you leave on Friday you’re working at the wrong place.
Episode 20 – Hello Jeff Amos
 Tim heads back into the office and welcomes longtime colleague Jeff Amos onto the podcast this week.  Jeff has ...
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Tim is happy to have a guest from the construction management world on the show this week. There’s lots to be learned which Tim emphasized in his intro in which he entreats the listener to “pay attention” and learn how to price jobs so as not to “look like a fucking retard.” Tim University is now in session. Dave Angelis is Tim’s guest this week. Dave is a partner with Ivy North Corporation, a project management firm based in Etobicoke. The company has focussed on staying small and working on medium-sized projects that they can service the hell out of. Their sweet spot is on projects in the $10-30 million range. Tim is curious how construction managers are finding subs to bid on jobs. Developers often have preferred contractors that they go to on a regular basis. Dave feels strongly in bringing in as many bids as possible to find the best contractors out there. They have a list of guys they like as well and they definitely have a shit list of contractors they don’t. Dave likes to get a minimum of five bids per trade. The high bid is probably too busy. The low bid is way too desperate. It’s the guys in the middle that he likes to pick from. “Have you guys ever fucked up and taken the lowest bidder to get yourself out of a financial jam” Tim asks diplomatically. Dave admits that sometimes there will be a problem with developer. They may have made an error in their design or maybe the city is holding them up on permits. Whatever the issue is their bank account is draining and they have to make some hard decisions. The problem is when you pick the low bidder they tend to come in and try and nickel and dime a developer. They might bid lower than the cost of the job and then try to add 25% to the job before they’re done. Tim talks about many bad experiences he has had with general contractors. He was once on a job where every single trade got hit with the same $14 thousand charge for the same problem. GC’s try and make their money by bidding low on jobs and then burning their subs as hard as they can. “Why would I go to a GC when I know there all these bullshit shenanigans going on instead of hiring a construction manager?” Tim asks. You won’t find a lot of people building condos with GC’s these days, Dave answers. They are usually on large commercial spaces. There are a lot of companies that need a one-off building like a warehouse. It’s those kinds of builds that you can find yourself getting burned on. Connect https://www.ivynorthcorporation.ca
Episode 19 – Tenders with Dave Angelis from Ivy North
 Tim is happy to have a guest from the construction management world on the show this week.  There’s lots ...
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It wasn’t so long ago that our hero wandered into a clothes shop in Woodbridge. It’s called 4 Men United. It’s run by four brothers born in Canada to an Italian family with a long history in the fashion industry. Tim likes the place. It’s a much more comfortable place to shop than your average men’s store, usually populated by a hungry horde of ravenous salesman. It’s different at 4 Men. But Tim, being Tim, quickly wore out his welcome. You see, one of the brothers sports a rather large, dark beard. The kind of beard that any Italian man might grow. But for Tim something else came to mind. “Hey! Nice terrorist beard!” He said one day while trying on a pair of slacks. “Hey!” said the offended owner. “I have friends who are Muslim!” Unphased, Tim retorted that the owner was, in point of fact, an idiot. He was not referring to Muslims. He was referring to terrorists. Tim recounts this story at the start of this week’s episode which features, by some miracle two of the brothers who agreed, against their better judgement, to appear on the show. Alessandro and Marco are ridiculously young to be running a successful retail store. Just 23 and 28 they learned at the foot of their father who worked in Canadian retail for decades. After their dad’s retirement Ales and Marco, along with their older brothers Michael and Mario, struck out on their own. The business has been operating for four years now. They’ve been incredibly successful. Just this last year alone they they did over 400 weddings. The key to their success has been a focus on quality service. That runs contrary to the rest of the industry which seems to focus on predatory sales tactics than actually giving the customer what they want. All of this seems to completely bore Tim. “Which one of the brothers has had sex in the store?” He asks. Too professional to answer the brothers gently skirt the question. Tim is undeterred. “How many guys have you seen butt naked in the change room?” Again, being professionals, neither Ales nor Marco will admit to bearing witness to any such thing. They do, however, admit that there is a tendency among a certain kind of customer to strut around the store in their tighty whities while trying on clothes. Most of those customers are named Tim Byrne. Connect https://www.4menunited.com/
Episode 18 – Suit The Hell Up! with 4 Men United
It wasn’t so long ago that our hero wandered into a clothes shop in Woodbridge.  It’s called 4 Men United ...
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Tim is really excited for this week’s guest. He somehow managed to convince the President of BOMA Toronto to join him on this edition. Susan Allen has a ton of experience in building management, including a decade at Cadillac Fairview. Tim’s been super-impressed with her work ethic for a long time and was thrilled when she agreed to appear on the show. Susan has been in the industry for a little over twenty years. She worked at TD Centre for about eight years and later was asked to move over to the retail side of the business. Her first property was at Woodbine Centre which was a faltering shopping mall in Etobicoke. She managed to turn the place around and learned a lot about retail in the process. Moving from commercial to retail was very different. The commercial world is a lot more buttoned-down and corporate. Woodbine depended on a lot of small businesses with very different expectations. Tim gets to brass tacks right away. “Who pays their rent better? Retail or commercial?” He asks point blank. Susan is very diplomatic in her answer. She says big corporate retailers are pretty easy to deal with because they are so stable. The smaller mom and pop operations are often struggling and that meant Susan had to make accomodations for them. Susan had already worked with BOMA for more than a decade before she came over to work as President. She had left her position at Cadillac Fairview to get her MBA. Shortly after the President of BOMA left and she was asked to take over. “Is BOMA an old boys club?” Tim asks. When he was more involved with the organization he found it to be a pretty insular place. Susan says they have worked very hard to change that. Every member can apply for any position now and they will all be guaranteed at least an interview. BOMA has also been working hard to open the organization to younger professionals. “Do women get paid less than men?” Tim asks. Susan says she hasn’t experienced that in her career, with the caveat that she has worked with two great companies over the years. These days top talent is in such high demand that she would be shocked if it was pervasive practice. “It just doesn't make any business sense.” She says. Tim wraps up the conversation by asking if she works more or less hours since moving to BOMA. Her husband asked the same question. She says she’s just not wired that way. She’s always working to raise the bar higher. “You’re a total powerhouse.” Tim says. Connect https://www.bomatoronto.org/ https://www.linkedin.com/in/susan-allen-7a28a586
Episode 17 – Susan Allen’s 1st Podcast featuring BOMA Toronto
Tim is really excited for this week’s guest.  He somehow managed to convince the President of BOMA Toronto to join ...
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Episode 16 – The King Ron Rau
 TIm is coming to you one last time from the Gaylord Hotel in beautiful downtown Nashville.  The Gaylord is ...
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Tim continues his adventures a the PRSM conference in Nashville this week. This time he’s invited an old friend Boston Rob to join him. Oddly Rob is not from Boston originally but the nickname has stuck over the 15 years Tim has known him. His real name is Rob Atkocaitis. “I have a cream for that.” Tim says. Rob has had a bunch of jobs over the last 15 years but he now works with Ocean Air AC. They manufacture portable air conditioners and heaters. The business has changes a lot over the last decade. In the past manufacturers would sell through a stocking distributor but now the middle man has been cut out. Most manufacturers in the HVAC world sell direct to their customers now. Ocean Air manufacturer makes everything in the United States making them the kind of business Donald Trump says he wants to defend. Tariffs on foreign manufacturers would be a huge boon to their company. The HVAC market has been flooded with cheap products from Asia. They won’t last as long as Ocean Air units but they cost less up front. That’s hard to compete with. Rob says he is a big relationship sales guy. He’s travelling at least three days a week to keep up his relationships with all his clients. He’s been in the industry for so long he knows his stuff back and forth. Meeting new clients can be brutally hard and he says it keeps getting harder. It used to be much more relationship based. Nowadays it’s all about cutting costs as much as possible. Unlike most manufacturers Ocean Air actually follows up with clients after their units are installed. “What’s the most embarrassing things you’ve ever done in front of a client?” Tim asks. Rob recounts a story from early in his career. Still in his mid 20’s went on a long day of golding with a client. Needless to say the “golf game” was just code for a long day of drinking. After the game he was invited back to his client’s place for a nightcap. Being a young cub he was still unaware of the dehydrating effects of alcohol. Within minutes of arriving at the house Rob passed out. A team of paramedics arrived to cart him off to the hospital. The doctor took a battery of tests and asked how much he had to drink. Despite being 15 or 16 beers deep he didn’t even register as legally drunk. His client was so impressed he stayed with Rob for years. Contact Rob http://www.oceanaire-inc.com/ https://www.linkedin.com/in/robert-atkocaitis-8671a7156/ 1-866-GET-AIRE
Episode 15 – Cold as Ice with Boston Rob
Tim continues his adventures a the PRSM conference in Nashville this week.  This time he’s invited an old friend Boston ...
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Episode 14 – The second coming of Big Chris
It's been a strange week in Nashville.  The PRSM conference is a lonely place for a Canadian boy like Tim ...
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Tim is in Nashville this week. He's there attending the PRSM conference. (That's the Professional Retail Store Maintenance Association for the uninitiated.) The conference promised “The largest Multi-Site Retail & Restaurant FM Conference with best-in-class education sessions and networking events plus more than 300+ qualified exhibitors all under one roof!” But after the first full day Tim can't figure out why he is there at all. To get to the bottom of this he's convened a secret late night taping of the podcast with his trusty sidekicks Kat Byrne and Anthony Vinzi. The conversation begins with a diagnosis of all that's wrong with PRSM. For starters Tim and company feel being Canadian has put them at an extreme disadvantage. The conference is almost entirely geared to the American attendees. “We're like the orphaned child waiting for the scraps.” Tim says. The other issue is that there are way more vendors than retailers. The rare retailer that does show up is quickly swarmed by 20 vendors. Kat thinks there is a much different atmosphere compared to IFMA events. They have a strict no selling policy and the events are much more geared to meeting new people in the industry. “At PRSM it's more like vultures.” She says. Tim thinks the biggest issue is that the PRSM event is only once a year. It's hard to build a community when you only see each other every 12 months. Tim shares the story of the early days of BOMA twenty years ago. They focused around suppliers and get them to collaborate on issues they shared in common. They also met twice a month religiously. There was only a few dozen members in those early days but that has since grown to thousands. As the episode wraps up Kat is struggling to justify the $5000 annual fee to be a part of PRSM not to mention the $10 thousand expense of traveling to Nashville. Tim thinks that retailers should be given free memberships and the vendors should have to pay a little more. “PRSM is dying.” Tim says. Tim thinks they should take a step back. Meet every month. Get a drink somewhere and start slow. “Get together the people you should. Make it regular so everyone is friend and it will evolve on it's own.”
Episode 13 – Canada, what to do? Tim, Kat and Anthony in Nashville
Tim is in Nashville this week. He's there attending the PRSM conference. (That's the Professional Retail Store Maintenance Association for ...
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Las Vegas. It's a storied city. The home of The Rat Pack, The Strip and The Bellagio. But when Tim's guest this week mentions that he recently returned from Las Vegas he focuses on something else entirely. “Do you have any stories about hookers and blow?” Tim asks Josh Stratton. Josh is a pretty reserved member of the Stadia and Byrne on Demand team and politely declines to fuel Tim's lascivious imagination. Instead he shares the story of his recent divorce tour of Las Vegas. He and a friend went out for dinner and drinks at The Golden Steer. The Steer became famous when it became a regular haunt for the Rat Pack. It was the only place on The Strop that would serve Sammy Davis Jr. back in the 50's. After staggering out of the place in the early morning hours Josh and his Buddy wandered back onto The Strip. It was at that moment when a group of parachuters dressed completely in black landed right in front of Josh and his buddy. It seems a group of intrepid base jumpers took advantage of quiet Vegas night to jump off the top of a construction crane. Tim is totally unimpressed by this incredible story. “I think you should have added some hookers, nudity and blow to that story.” He says. Tim had to beg Josh to do this interview. It seems that not only do Stadia's customers think this podcast is a terrible idea, so do most of the staff. It's just another example of the loony owner with another dog shit idea that is likely going to sink the entire company. Josh is used to this of course. He's been with the company for five years. Tim and Josh have known each other for longer than that, though. They first met through a mutual friend named Fraser who worked at an electronics store. Tim had done quite a bit of work for that store. But the owner was late paying the bill. Tim rolled up on his Harley, hopped off the bike, stormed into the store and politely told Fraser that if he didn't pay what was owed he was going to destroy every TV in the place. Without missing a beat Fraser cut him a check and the two became fast friends. It was at Fraser's wedding that Josh and Tim met each other. They were both getting trashed at the bar when Tim decided Josh would make a good addition to the company. Josh didn't know a fucking thing about door and glass when he first joined Stadia. Tim said not to worry about it and the he would learn on the fly. Josh did figure out the business eventually but only after more than a few mistakes. The most famous example was changing the giant windows at The TD Towers. It was a frozen January weekend and they had to swap out a 2 0 foot piece of glass using the remote controlled suction gear. The glass was out and set to be installed when the R/C unit stopped working. The glass sat hovering just a few inches off the ground for six hours as Josh desperately tried to figure out what was wrong. In the end the solution was the same as with every piece of electronic gear. Just restart the fucking thing. Sponsors http://stadia.ca/ http://www.byrneondemand.ca/
Episode 12 – Messed Up with Josh Stratton
Las Vegas.  It's a storied city.  The home of The Rat Pack, The Strip and The Bellagio.  But when Tim's ...
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Episode 11 – Engineering Gravity with Gord Bendus
Tim is especially excited for this week's guest. To be fair, he would have been excited to have any guest ...
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Episode 10 – Glass Canada Live!
Tim travels through the heart of darkness along the 401 and finds himself in London, Ontario this week. There he ...
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