Firepower: Put First Things First
With Phil Connor
Put First Things First
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Over the next several months, we’ll be exploring each habit outlined in Stephen Covey’s The 7 Habits of Highly Effective People. The third habit—Put First Things First—is the discipline of organizing our life around what matters most rather than what demands our attention in the moment. Covey described it as the habit that turns our vision into action. It is the bridge between knowing our priorities and actually living them. In our industry, where the pace can be relentless and the demands unpredictable, this habit becomes a powerful anchor for us as salespeople, installers, service technicians, and business owners alike.
Putting first things first is about recognizing that our most meaningful work rarely screams for our attention. Instead, it waits patiently for us to make space for it. For us in the hearth industry, this habit can be the difference between constantly reacting and intentionally building a life, a career, and a business that thrive.
An Investment
For salespeople, the urgent may show up as a full inbox, an endless ringing phone, or a customer who wants a quote right now. These things matter, but they are not the activities that create our long-term success. The important work is building relationships, following up consistently, developing product knowledge, and preparing for appointments with intention. When we as salespeople learn to put these first, everything else becomes easier. A great example comes from the research of Neil Rackham, author of SPIN Selling, who found that top-performing salespeople consistently invest more time in planning and preparation than their peers. They slow down, think ahead, and prioritize the activities that lead to better outcomes. That’s putting first things first in action.
Installers experience this habit in a different way. Their days are often shaped by schedules, jobsite conditions, and unexpected challenges. It is easy to get caught up in the urgency of the next appointment or the pressure to finish quickly. But the most successful installers are the ones who prioritize safety, craftsmanship, and communication above speed. They take the time to double-check clearances, verify venting paths, and walk homeowners through the operation of their new system. The Chimney Safety Institute of America has long emphasized that the most common installation failures come not from lack of skill but from rushing through critical steps. Installers who put first things first protect both the customer and their own reputation.
Service technicians also live in a world where urgency is constant. A no-heat call in January does not wait. A customer without hot water needs help now. But even in these moments, the best technicians prioritize diagnostics over guesswork, communication over shortcuts, and long-term solutions over quick fixes. A study published by the Air Conditioning Contractors of America found that technicians who follow a structured diagnostic process reduce callbacks by more than 30%. That is a direct result of putting the important work first, even when the urgent feels overwhelming.
Our most meaningful work rarely screams for our attention. It waits patiently for us to make space for it.
A Choice
For business owners, putting first things first may be the most essential habit of all. Owners face a constant stream of decisions, interruptions, and responsibilities. Without clear priorities, the business begins to run us instead of the other way around. Covey often referred to the Eisenhower Matrix, developed by President Dwight D. Eisenhower, which categorizes tasks into urgent, important, both, or neither. Many of us as leaders spend our days trapped in the urgent-and-important quadrant, never making time for the important-but-not-urgent work that drives growth. Strategic planning, employee development, financial forecasting, and process improvement all fall into this category. These are the activities that shape the future of our business, yet they are the easiest to postpone.
When the market contracted in 2008, the leadership team at Hearth & Home Technologies implemented a structured approach to prioritizing important work, and as a result, the company saw measurable improvements in efficiency and customer satisfaction. The focus on developing standard work and seeking continuous improvement in their factories helped them reduce variability and increase consistency across operations and logistics. This was not the result of working harder, but rather working on the right things.
Every “yes” is also a “no” to something else.
A Priority
On a personal level, putting first things first invites every professional in the hearth industry to examine how we spend our time and energy. It encourages us to prioritize health, family, learning, and personal growth, even when work feels all-consuming. Covey often said that the key is not to prioritize our schedule but to schedule our priorities. That idea resonates deeply in an industry where long hours and seasonal demands can easily overshadow everything else. We might reflect on former Starbucks CEO Howard Schultz, who made a deliberate decision early in his career to prioritize time with his family despite the pressures of building a global brand. He credits that choice with giving him the clarity and resilience he needed to lead effectively.
In the hearth industry, the same principle applies. A salesperson who prioritizes rest and personal development shows up more energized and confident. An installer who stays physically healthy reduces the risk of injury. A technician who invests in ongoing training becomes more valuable and more fulfilled. A business owner who makes time for strategic thinking builds a company that can weather challenges and seize opportunities. Putting first things first creates alignment, consistency, and momentum.
What makes this habit so powerful is that it is about recognizing that every “yes” is also a “no” to something else. It is about choosing the things that move us toward the life and career we want rather than the things that simply fill our day.
As professionals in the hearth industry, we can begin to experience a sense of clarity and control as we stop reacting and start leading. We stop drifting and start directing our path. The habits build on each other: First we learned to be proactive, and then we learned to envision what the end might look like. Now, we put first things first. In our journals, let’s list what is truly the most important. Pick from that list the three most important tasks or activities. The others are important, but not more important than these three. These will be the focus of our personal firepower. Now the work becomes fun. Let’s be bold, stay kind, and keep the fire burning. Thanks for reading—and have a prosperous month!
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Phil Connor
Phil is always working with his team at Ignition Laboratory to find new ways to spread the fire. If you found Phil’s column impactful, or if you’d like to have him speak at an upcoming event, contact him at phil.connor@live.com.
