Kit BarberOwner, Kit Coaching · Business Coach and Mentor

The 'fire' analogy: How to nurture your leads

28 Jul 2026 · 0 min

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In this brief monologue, Kit Barber explains lead nurturing using a fire analogy. He likens a lead to a dying fire that can either go cold if ignored or be extinguished if smothered with excessive contact. The optimal approach is to "blow on it gently"—providing timely, modest follow‑ups that keep the lead warm enough to eventually ignite into a sale. The message warns against the dreaded salesperson who calls too often, emphasizing balanced, strategic outreach.

So how do you fix it without turning into the person everyone dreads hearing from? The dreaded salesperson. Think of a lead like a fire that's dying down, not a fire that's gone out. If you leave it alone, it's going to go cold for good. If you smother it, you call 5 times in 3 days, you're going to put it out even faster. But blow on it gently at the right moments and it's going to stay alive long enough to catch a light.