The following transcript is provided by YouTube. Mistakes are present. To hear the podcast episode, click HERE.
0:08.0
0:14.2
hello Scaling UP! Nation Trace Blackmore
here your hosts were Scaling UP! H2O the
0:14.2
0:17.9
podcasts where we’re Scaling UP! on
knowledge so we don’t Scale UP! our
0:17.9
0:23.8
systems folks so excited to be here
today I have someone coming into the
0:23.8
0:27.6
studio I don’t know if you guys know
this but most of my interviews are done
0:27.6
0:35.9
remotely so I don’t get to see the face
of the person that I am interviewing all
0:35.9
0:43.2
the time but today I am so today I am
interviewing a good friend of mine Brian
0:43.2
0:50.0
Waymire of innovative water consultants
and I got to tell you Brian and I were
0:50.0
0:53.9
not great friends when we first started
he’s going to tell you that story a
0:53.9
1:02.1
little bit later but we entered into our
relationship as I was his consultant so
1:02.1
1:08.3
his partner asked me to come to his
company and look at not really some
1:08.3
1:12.9
issues they were having but they really
wanted to find issues that they didn’t
1:12.9
1:19.0
know that they had kudos for that and
they also wanted to know what they could
1:19.0
1:26.2
do better so Brian’s going to tell you
the story when we first met but after we
1:26.2
1:29.7
met I played one of my favorite games
and we’re going to talk about this as
1:29.7
1:35.4
well but it is my favorite game to do
it’s called let’s see if I can steal
1:35.4
1:41.4
your business and of course that is not
me going out and really stealing your
1:41.4
1:47.4
business but what I do is I go in as
myself there’s no role or anything
1:47.4
1:53.6
involved I’m just playing myself and I
am looking for things that I would look
1:53.6
2:01.7
for in a survey if I were working with a
new prospect with a new client to see
2:01.7
2:07.5
what I would do differently and I have
baseline things that I look for with any
2:07.5
2:11.9
water treatment program and I just look
to see if those are there and if they’re
2:11.9
2:17.0
not there I make note of that if they
are there I make a note of that too and
2:17.0
2:19.8
I say hey they’re doing a really good
job in these areas
2:19.8
2:26.4
but these are some that you may want to
pay attention to so I did that with them
2:26.4
2:33.6
and I believe that that was the moment
in time that Brian said you know what I
2:33.6
2:40.1
think this guy that my partner brought
here to this account without my blessing
2:40.1
2:43.9
actually I think I had his blessing but
I didn’t have his friendship at the time
2:43.9
2:48.6
I definitely didn’t have his trust that
was the moment in time where he saw
2:48.6
2:56.2
value in what we were doing so let me
ask this question have you ever used a
2:56.2
3:01.7
consultant and that’s what I was I was a
consultant in that relationship and it
3:01.7
3:08.1
was just to find out what could those
guys be doing that they could be doing
3:08.1
3:13.4
better and I got to tell you they run a
fantastic organization and for somebody
3:13.4
3:19.1
to be vulnerable enough and say hey I
want you to come on and I want you to
3:19.1
3:24.9
look at my most valuable account and
make sure that if somebody like yourself
3:24.9
3:31.5
comes in here is there anything that we
could do better and we found some items
3:31.5
3:38.5
like that and they immediately put those
into place so that customer without a
3:38.5
3:44.9
doubt is getting so much better water
treatment because those guys cared
3:44.9
3:52.2
enough to make themselves better so what
should a consultant do for you well if
3:52.2
3:56.2
you look up what a consultant is the
dictionary defines it as someone who
3:56.2
4:01.8
provides expert advice professionally
well what the heck does that mean and I
4:01.8
4:06.7
know we’ve all heard those that can’t do
what do they do yes of course they
4:06.7
4:11.9
consult and folks I say that
tongue-in-cheek I know some exceptional
4:11.9
4:18.6
consultants out there many of them are
mentors of mine that you have heard on
4:18.6
4:26.0
this show so what exactly should a
consultant do so yes the consultant
4:26.0
4:32.7
should give you advice but it should be
advice that you can in Mead
4:32.7
4:38.0
do something with so for example when I
was working with Brian if I just told
4:38.0
4:43.2
him something but I didn’t give him any
handles to use it I don’t think I would
4:43.2
4:48.2
be a very good consultant so that’s what
we did we talked about things that we
4:48.2
4:53.0
found we talked about things that we
could do better and then we talked about
4:53.0
4:59.2
why those things were the way that they
were and a lot of those was maybe it was
4:59.2
5:03.4
how they serviced the account maybe it
was how they had access to the account
5:03.4
5:08.1
so in all the conditions that they had
all the parameters that they had to do
5:08.1
5:13.5
their job in if we didn’t look at that
and we maybe didn’t change those a
5:13.5
5:17.9
little we were always going to be
getting the same result now I’m not
5:17.9
5:21.3
speaking specifically from this
experience I’m speaking from all
5:21.3
5:26.5
experiences where if a customer doesn’t
give us access to things that we need
5:26.5
5:32.6
and we can’t see these things it’s
difficult for us to treat them so you
5:32.6
5:37.0
might have to go out of your way you
might have to make sure our customers on
5:37.0
5:42.6
site or you have access to a particular
area so you can see all of the key
5:42.6
5:47.9
components of the system to make sure
that you are treating it right and then
5:47.9
5:52.4
hopefully you can record some sort of
data while you’re there so each and
5:52.4
5:57.4
every service visit you can determine if
those metrics are in range or if there’s
5:57.4
6:01.6
an issue and hopefully those metrics
will help you discover if there’s an
6:01.6
6:07.6
issue before there’s a real huge issue
you should have metrics on everything
6:07.6
6:11.9
that you do that’s something else a
consultant might be able to help you
6:11.9
6:17.3
with if you’re just running tests and
you’re not doing anything with the test
6:17.3
6:22.7
that you’re running out of your test kit
you guys are really missing the boat you
6:22.7
6:27.5
are the water treatment professional and
all of the tools that you have whether
6:27.5
6:31.8
you’re reading instrument logs whether
you’re taking tests out of your test kit
6:31.8
6:35.7
you’re looking at logs that your
customer might be running with tests
6:35.7
6:41.5
that they’re running it’s your job to
put all of that stuff together and then
6:41.5
6:48.4
make sure that when you leave
that location is better than you found
6:48.4
6:54.0
it that customer knows more about what
you did when you left and when you
6:54.0
6:58.3
showed up and you’re getting information
from that customer about what happened
6:58.3
7:04.5
in between the last time you saw them to
the time that you are right now and
7:04.5
7:08.8
you’re putting all that together and
that’s why you are a professional water
7:08.8
7:14.5
treater and if you want to try to get
better perhaps using a consultant might
7:14.5
7:20.2
be something that you can try but again
a consultant is more than what the
7:20.2
7:25.7
dictionary says provide expert advice
professionally it’s making sure that
7:25.7
7:32.3
that expert advice is provided with
action items so you can actually do
7:32.3
7:37.4
something so again you are gonna hear
about the experience that I had with
7:37.4
7:41.9
Bryan Waymire I know you’re gonna enjoy
this interview so let’s go ahead and get
7:41.9
7:48.2
started my lab partner today is Bryan
Waymire of innovative water consultants
7:48.2
7:53.5
Bryan you are in the Scaling UP! studios
thank you so much for coming so good to
7:53.5
7:56.9
see you buddy how are you good to see
you trace absolutely wonderful it’s nice
7:56.9
8:03.0
to see the studio so much to talk about
today we’ve got a gamut of topics I’m
8:03.0
8:07.8
trying to figure out where we’re gonna
start so does it make sense to talk
8:07.8
8:11.8
about your business first how we met
where you want to go with that sure as
8:11.8
8:16.5
you said I’m the CEO and founder of
innovative water consulting we do have
8:16.5
8:20.0
another company called Legionella
management plan solutions which is a DBA
8:20.0
8:24.3
that we work with it’s we do all that
stuff on the Legionella side I know it’s
8:24.3
8:29.0
a long name I get so much crud about
excuse my language it’s you know search
8:29.0
8:32.6
engine search engine optimization and my
marketing manager that’s how we came up
8:32.6
8:36.2
with the name of the company so for all
of you out there it does work just so
8:36.2
8:39.8
you know a little tag words and you’re
in your title of your company so yeah
8:39.8
8:44.3
that’s that how I met you trace is
through my business partner at the time
8:44.3
8:49.0
great guy right Thompson he brought me
in because he met you at the AWT
8:49.0
8:54.2
training he was brought on to help me
start this new business and he met trace
8:54.2
8:58.5
and we needed some help with some
consulting so trace got called in
8:58.5
9:01.6
I think like I said tres we were talking
before the start I was a little
9:01.6
9:05.5
skeptical at first because you come on
you know I know everything little did I
9:05.5
9:10.9
know I did not know everything and trace
was you I guess yes was a pretty awesome
9:10.9
9:14.8
partner in helping us get our new
business started and moving forward with
9:14.8
9:19.4
that well I want to paint the picture
for the Scaling UP! Nation of how our
9:19.4
9:23.7
first interaction actually went so you
guys picked me up from the airport
9:23.7
9:27.7
and they had lost my test kit and in the
luggage so I had to deal with that so I
9:27.7
9:30.1
think there’s about a half an hour late
to actually coming out where you guys
9:30.1
9:33.6
picked me up and then we went to Cracker
Barrel of course the happiest place on
9:33.6
9:39.7
the planet and I’m glad I was not your
eggs cuz you were stabbing your eggs in
9:39.7
9:45.3
an angerly fashion and Wray was
definitely all on board about me coming
9:45.3
9:50.6
on and you not so much you know is
sometimes you have to eat crow I guess
9:50.6
9:56.3
is the easiest way to say it yeah trace
you know I was in the water treatment
9:56.3
9:59.3
world for 14 years before that you know
I thought I knew it all you’re
9:59.3
10:05.7
absolutely right and you know I was how
old at the time 30 35 36 years old at
10:05.7
10:09.7
the time trying to you know you start
this new business go out on my own I
10:09.7
10:13.7
knew everything the whole clients well
little did I know as Tracy’s famous
10:13.7
10:16.9
tagline I think if I get it right you
you don’t know what you don’t know is
10:16.9
10:20.3
that exactly close it’s pretty close and
I stole that from somebody by the way I
10:20.3
10:25.0
don’t okay fair enough
but skeptical is the word I thought I
10:25.0
10:29.6
knew it all in low and behold I really
didn’t and have really grown as a
10:29.6
10:34.6
business owner and a CEO from that
experience well I appreciate that and
10:34.6
10:39.0
we’ve got a great friendship yes that
experience and and I enjoy talking to
10:39.0
10:42.6
you on a regular basis and I’m trying to
remember after the Cracker Barrel
10:42.6
10:47.0
experience we we went to one of your
accounts and I think I played my
10:47.0
10:51.3
favorite game let me try to steal your
business from you of course you did
10:51.3
10:55.5
you absolutely did and since then you
should see how we have changed how we
10:55.5
11:00.0
operate from cleanliness from you know
you want to walk in and this is one of
11:00.0
11:03.9
traces things he says I want to walk in
and see something that has your name on
11:03.9
11:06.3
it
it’s proudly serviced by your company
11:06.3
11:10.9
and it looks good you know the pumps are
primed the you know the the chemicals
11:10.9
11:15.1
not all over the floor you have a
containment unit you have what did you
11:15.1
11:18.4
call those things that keep the now
you’re giving away trade secrets where
11:18.4
11:22.9
those are those are wands and I’ll shut
up now no that’s that’s so scary
11:22.9
11:27.8
domination what we do if you’re dealing
with product especially neat product out
11:27.8
11:32.0
of a five gallon drum or a 15 gallon
drum and you’ve got to move those
11:32.0
11:37.3
flexible pickup lines that are off the
pump well we’ll put those inside a piece
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11:43.6
of PVC with the coupling on the bottom
of them and that allows us to not get
11:43.6
11:48.5
our hands dirty and also keep that foot
valve in the perfect up and down
11:48.5
11:53.3
position so that way we can minimize non
priming situations is that how you say
11:53.3
11:57.5
yeah I’m priming and talk about a genius
move and I think the traces patent
11:57.5
12:01.7
number on that is it is you know know
something starts with the T and has a
12:01.7
12:05.0
long number on it but I think he has
that patent if you guys want to give him
12:05.0
12:09.8
a few dollars when you learn how to do
that but you know it yes the consulting
12:09.8
12:14.6
side and he could have taken my business
that day price-wise we’ve always been
12:14.6
12:18.3
very competitive and we always done a
very good job for our clients but we
12:18.3
12:21.9
just learned a ton that day and it was
well worth the money but we actually
12:21.9
12:25.8
call tracin to give us an overview of
our business and how we can do things
12:25.8
12:30.8
better so and it was a lot of fun you
and I still work together we do I’m a
12:30.8
12:34.0
pilot also but we can talk about that a
little bit later but I oh trace a flight
12:34.0
12:38.8
to yes you’re supposed to make me a
pilot yes I recall so the Scaling UP!
12:38.8
12:44.8
Nation now is this this is this is a
this is a viable contract yeah okay deal
12:44.8
12:49.7
awesome
awesome so you mentioned the CWT and CWT
12:49.7
12:54.2
is a topic that comes up on the show so
often I know you’ve been in water
12:54.2
12:57.6
treatment for a while you’re now
preparing to take that examination what
12:57.6
13:01.3
are some of the things that you’re doing
to prepare well I try to stay awake when
13:01.3
13:08.4
I do it but water treatment
books are not the best entertainment out
13:08.4
13:13.9
there you know the probably the most
read thing that I actually what I take
13:13.9
13:19.1
is a section of the a WTS technical
reference manual and I read it and I
13:19.1
13:23.5
know it’s difficult and it’s a lot of
higher math I mean it’s taking me back
13:23.5
13:28.8
to my college and engineering days but a
lot of higher math and it’s that’s kind
13:28.8
13:32.1
of difficult but I also read a ton of
you know that like the analyst from a WT
13:32.1
13:35.1
has a lot of good information in it and
I’ve also been getting the emails
13:35.1
13:40.3
recently about the a WT forum yes that’s
been pretty good learned a lot of stuff
13:40.3
13:44.3
you know about boilers and aluminum
boilers and ways that’s good good
13:44.3
13:48.5
information you know I have a bunch of
old now code training manuals and
13:48.5
13:52.6
there’s some GE training manuals I’ll
say the monitoring technology has
13:52.6
13:56.8
changed there has been some technology
changes in polymers and some difference
13:56.8
14:00.4
I think but for the most part Waters
water you treat it kind of the same way
14:00.4
14:05.0
tres you got it yeah I mean I think a
good foundation and I did receive a
14:05.0
14:10.3
phenomenal foundation from my previous
boss great man he was awesome and you
14:10.3
14:14.9
know kind of pioneering the how is it
the the concentrated chemicals you know
14:14.9
14:19.1
you know the five gallon drums so we
were huge into class I office space and
14:19.1
14:22.8
we didn’t need to carry the 15 gallon
drums you know it was the five gallon
14:22.8
14:27.1
drums our five-gallon pails up to the
top of these penthouses it just made
14:27.1
14:30.6
life a little easier so he was kind of a
pioneer in that and he was also kind of
14:30.6
14:34.1
a pioneer in the contract rate you know
and she was he worked for the now Kona
14:34.1
14:38.5
GES of the world so they you know they
like to sell the chemical we like to
14:38.5
14:42.8
sell the contract and then it’s up to us
to not you know dump a bunch of chemical
14:42.8
14:46.2
down the drain and because then it’s on
us so I think that actually made us
14:46.2
14:50.3
better water treaters because you know
if we dumped all of our chemical down
14:50.3
14:54.4
the drain you know then we did something
wrong or we put too much on the in the
14:54.4
14:57.1
building it made us better water
treaters as and we paid more attention
14:57.1
15:00.0
cuz we’re not trying to sell you the
chemical we’re trying to sell you a
15:00.0
15:04.1
service yeah I think it does change your
minds yeah and I think a lot of people
15:04.1
15:07.8
do it that way some of the small most of
them smaller water treaters today now
15:07.8
15:13.3
you worked for somebody as a water
treated and now you own your own water
15:13.3
15:17.6
treatment business why the transition
you think it was just time like I said
15:17.6
15:20.7
the man I worked for was a great man
he taught me I wouldn’t be where I am
15:20.7
15:24.4
today I wouldn’t have the opportunities
that I he has given me it was just time
15:24.4
15:28.0
you know sometimes you can’t teach an
old dog new tricks I guess is the word
15:28.0
15:33.0
and I had a lot of ideas that I wanted
to wanted to go out and use and to build
15:33.0
15:36.2
and to try out and so on and so forth
and it was just kind of hard to get him
15:36.2
15:39.6
to come on board with that but he was
time for I think he was getting ready to
15:39.6
15:41.9
retire
there’s that type of stuff just the
15:41.9
15:45.9
right time it was the right time was
right time to move on and you know had
15:45.9
15:50.9
the money and took the leap there you go
and now you’ve been in business for five
15:50.9
15:54.3
years a little over a little over almost
three now yeah okay yeah and it’s been
15:54.3
16:01.1
phenomenal we have grown I think this
year over 500% that’s amazing so a lot
16:01.1
16:05.0
of it’s on the legionella side of the
business but we’re in 36 states I think
16:05.0
16:08.3
he told you that earlier that’s amazing
yeah and we did all that through
16:08.3
16:12.4
technology we made it just easy so Brian
let me ask after being in business for
16:12.4
16:17.4
over three years after learning all the
things you didn’t know that you now know
16:17.4
16:21.2
which of course uncovers a whole
plethora of items that you still don’t
16:21.2
16:26.6
know that we all don’t know continuing
to find to endeavor to know would you do
16:26.6
16:30.7
it again
and heartbeat and I think Tracy you can
16:30.7
16:36.7
you can say this anybody out there that
is a owner CEO or CEO of one of these
16:36.7
16:40.2
businesses and understands that it never
stops
16:40.2
16:43.8
if you can take that risk and
understanding you have to I think it’s
16:43.8
16:46.5
other thing you know I did tell my wife
when we’re gonna do this I said it’s
16:46.5
16:49.9
gonna be difficult it’s gonna be a tough
couple years to get everything up and
16:49.9
16:55.0
running and it was a lot of work a lot
of travel if you can put those that time
16:55.0
17:00.0
in and you believe in yourself
you can do this water treatment and
17:00.0
17:04.6
trace you and I are big believers in
this sometimes it’s a race to the bottom
17:04.6
17:09.7
and you told me when we certainly Mets
like you know I we don’t want to race to
17:09.7
17:13.8
the bottom we want to provide a really
good product to our customers and I’ll
17:13.8
17:18.3
tell you in the how we’ve grown is we
provide a really good product at a
17:18.3
17:21.9
reasonable price it’s usually not the
lowest but it’s at a reasonable price
17:21.9
17:26.1
and we have a lot of good
recommendations behind us that’s how
17:26.1
17:29.9
word-of-mouth the legionella side is a
little bit different that’s you know a
17:29.9
17:34.7
lot of Internet traffic and of course
with the mandate that came out from CMS
17:34.7
17:39.6
that’s brought us a ton of business but
the water treatment side it’s it really
17:39.6
17:44.0
is how well do you keep your word can
you do what you say you’re going to do
17:44.0
17:49.1
and can you back it up and the best
business to go out and get is the
17:49.1
17:54.9
referral business and you are just
slamming that you had a great yeah like
17:54.9
17:58.9
I said you know in the really awesome
part about both of these businesses the
17:58.9
18:01.9
Legionella side you know if someone
calls me for a Legionella water
18:01.9
18:07.1
management plan or remediation or
consulting or testing I mean we’re an A
18:07.1
18:12.2
to Z company when it comes to Legionella
you know we do it all it usually leads
18:12.2
18:14.8
into the water treatment side of it
because you know how many times I’ve
18:14.8
18:19.0
walked in to do a you know a consult on
a on a building and you walk it to the
18:19.0
18:22.4
cooling tower and the drums are
completely empty and they have a
18:22.4
18:26.4
Legionnaires confirmed case or death and
they’re and they’re building they’re
18:26.4
18:32.3
like well why well you know this is why
well what do we do about that I said you
18:32.3
18:36.2
know you can call my operations manager
and he can help you out with that but
18:36.2
18:40.3
they’re really intertwined companies
they’re separate but they’re intertwined
18:40.3
18:44.3
usually one usually always leads to
another yeah and I think that’s true
18:44.3
18:50.9
that’s why the insurance agencies want
your auto your home yeah I don’t
18:50.9
18:56.0
remember the actual article I read what
magazine it was for but it said things
18:56.0
18:59.6
like insurance and cable companies if
they can get one piece of your business
18:59.6
19:04.2
they might have you for X number of
years if they got two pieces it was 2
19:04.2
19:09.7
times X if they got three pieces you
were a customer for life so when when
19:09.7
19:13.4
you can when you can do everything
within that customer and of course I’m
19:13.4
19:16.7
speaking on the water treatment scope
now not getting outside of our scope
19:16.7
19:21.1
that really does help you help the
customer and keep other people out of
19:21.1
19:23.7
your business I can’t tell you how much
business I picked up because we got
19:23.7
19:29.0
called in to look at somebody’s glycol
loop and there’s a cool that that’s
19:29.0
19:32.9
happened to me many many times too and
I’m not a real hard salesman you’re
19:32.9
19:36.7
probably the same way that I am you know
I walk in and I just say hey this is
19:36.7
19:40.5
this is what I see you can take it or
leave it and you’ve called me for a
19:40.5
19:45.9
reason and just telling them what what
the problems are because usually we get
19:45.9
19:48.2
called in when there
our problems let’s face it you know all
19:48.2
19:52.6
the water treaters out there if it’s a
referral business either one someone’s
19:52.6
19:58.1
very expensive or – it’s because there’s
a problem and that’s what we get called
19:58.1
20:02.4
in to fix and by the way we’re labeled
we do sell in the same way and I
20:02.4
20:06.7
remember out of one of my sales
textbooks we are called indifferent
20:06.7
20:11.4
selling take it or leave it I mean it’s
gonna give you the fat yes you’re
20:11.4
20:16.1
labeled now that’s a good one I do like
it that you know the Legionella side of
20:16.1
20:19.8
it they were required to have it now at
least you know the the Center for
20:19.8
20:22.4
Medicare and Medicaid Services
everything everybody knows about the
20:22.4
20:25.9
mandate I don’t know let’s not assume
that everybody in the nation knows about
20:25.9
20:29.5
that let’s talk about it oh wow I could
probably recite it for you came out June
20:29.5
20:36.6
of lat of 2017 it’s been revised 1/2
times from now and the most current one
20:36.6
20:43.2
came out S&C latter 17-0 3 I think is
the exact ones but it’s changed I
20:43.2
20:48.1
remember the new one but it came out of
July of this year again and has been
20:48.1
20:52.8
revised it’s a little bit less
restrictive on the testing side of it
20:52.8
20:57.5
but it still requires that a critical
access hospital a skilled nursing
20:57.5
21:02.2
facility or a hospital has to have a
water management plan in place to reduce
21:02.2
21:07.2
the risk of Legionella legionellosis or
other opportunistic pathogens in their
21:07.2
21:11.1
building surveyors state surveyors
depending on who you get are looking for
21:11.1
21:15.4
that water management plan I highly
suggest if anybody is going out and
21:15.4
21:19.4
doing it make sure it’s compliant with
ashtray 188 and the CDC toolkit and just
21:19.4
21:23.6
so everybody knows the CDC toolkit was
based off of ASHRAE 188 that is the u.s.
21:23.6
21:30.5
standard it was revised in 2018 it’s now
ASHRAE 188 – 2018 I think they’re gonna
21:30.5
21:34.6
redo it again it’s coming up for another
rewrite and also there is a guideline
21:34.6
21:41.1
twelve of ASHRAE 188 or ASHRAE guideline
12 that is due for public review should
21:41.1
21:45.8
hopefully be out first quarter which is
a great piece of information or
21:45.8
21:51.2
literature for water management plans
now if I recall the Medicare document it
21:51.2
21:55.8
says if you don’t do these things we may
not reimburse you for any of you that’s
21:55.8
22:00.6
absolutely correct the the exact tag is
an F eight eight zero if I’m
22:00.6
22:04.7
actually the tag it’s an
infectious-disease tag so it falls under
22:04.7
22:10.9
that I’ve had many many people call me
to clean up that mess so hey we need a
22:10.9
22:15.5
water management plan what do we do we
come in we take care of it and we also
22:15.5
22:19.3
have another way to do it and you know
we can talk about that later if we want
22:19.3
22:23.1
but it’s very very helpful and we can
usually get a water management plan done
22:23.1
22:27.3
very very fast usually same day yeah
I’ve seen some of the stuff that you’re
22:27.3
22:30.8
doing and it is fantastic you guys are
doing just knocking it out of the park
22:30.8
22:33.3
thanks Tracy
I am curious though and I know the Scaling UP!
22:33.3
22:38.5
Nation is curious whether it’s on
the Legionella side whether it’s the the
22:38.5
22:44.2
water treatment side how are you finding
new business you know we have a really
22:44.2
22:49.5
fiery four foot eleven Italian marketing
manager her name’s Joe Linda and I think
22:49.5
22:51.9
she just scares people into come in and
sign it up with us
22:51.9
22:56.1
the path of least resistance it’s just a
contract and do business with you know
22:56.1
23:01.0
um you know we’ve partnered with some
very large companies on how we how we’ve
23:01.0
23:05.4
done it you know they need they had a
need for you know Class A office space
23:05.4
23:11.8
or for hospital chains or skilled
nursing facility changed chains that’s
23:11.8
23:17.3
one way we have gone to conferences a
lot of them health care conferences all
23:17.3
23:22.7
over the country we have been to search
engine optimization you know Facebook
23:22.7
23:26.7
LinkedIn everything so let’s talk a
little bit about that so we’ve got
23:26.7
23:29.5
people that own water treatment
companies we’ve got people that are
23:29.5
23:32.4
working for water treatment companies
but are kind of running their own
23:32.4
23:36.2
territory within that mhm so they want
to get involved in Facebook or LinkedIn
23:36.2
23:39.3
what are some tips you could give them I
wish I could give you that and then you
23:39.3
23:43.0
know what I’m gonna I’m gonna pimp Joe
Linda on this one I’m gonna have her be
23:43.0
23:47.5
on Scaling UP! H2O for one of these days
how about that trail ask some social
23:47.5
23:52.1
media commercial so many questions she
is phenomenal at it she has set up all
23:52.1
23:58.9
of our SEO all of our LinkedIn Facebook
all that she takes care of all of us she
23:58.9
24:02.7
post every single day she’s really
really awesome at it she takes care of
24:02.7
24:08.5
our blog she takes care of our landings
page we have videos she does all that
24:08.5
24:13.1
and it’s phenomenal how how awesome she
is so maybe one day we’ll get drilling
24:13.1
24:14.8
on that I
I could give you all that information
24:14.8
24:20.4
trace I am NOT that’s the why I hired
her yeah yeah you yes you realize that I
24:20.4
24:25.9
don’t do this yes and now you’re able to
do which I wish I could but she’s just
24:25.9
24:30.1
she’s awesome she ran a clothing company
before and just it was kind of hard to
24:30.1
24:33.0
get her to learn legionella I’m just
just kidding she’s a phenomenally smart
24:33.0
24:36.4
lady but we teach we taught of the
légion down the world and she really
24:36.4
24:40.9
targets the audiences that fall into us
and remember when I said Legionella
24:40.9
24:43.8
leads to water treatment water treatment
leads to Legionella so it’s kind of
24:43.8
24:49.1
works sure works together yeah and even
when I talk to people at AWT trainings
24:49.1
24:53.4
AWT conferences I’m still amazed at the
number of water traders out there that
24:53.4
24:57.9
still don’t get that we need to educate
not only ourselves but our customers
24:57.9
25:02.6
about Legionella people still have this
wait-and-see mentality and I don’t get
25:02.6
25:06.6
it
you know um we run into it daily you
25:06.6
25:09.8
know quotes we send out to clients and
so on and so forth
25:09.8
25:13.0
I’ll talk a little bit about my business
and I’m a very big proponent of knowing
25:13.0
25:17.3
your audience okay know who you’re going
to sell to if you go in and out for
25:17.3
25:20.1
somebody a product that they you know
they can’t afford they’re not going to
25:20.1
25:25.1
buy that product so I have structured
our business in a way that we did stuff
25:25.1
25:29.8
through technology – and to decrease the
price but still provide a very very very
25:29.8
25:34.1
good product a very thorough product a
very compliant product and a product
25:34.1
25:37.6
that very few people have there’s a
couple secrets I don’t want to tell you
25:37.6
25:40.4
about but and I’m not gonna ask okay
there’s some secrets I don’t want to
25:40.4
25:44.6
tell you about that’s kind of our bread
and butter that has really put us well
25:44.6
25:48.0
above everybody else when it comes to
legion on the side of the business and
25:48.0
25:52.0
and how we’ve approached it well how
about we we leave it with this you found
25:52.0
25:57.3
things that other people weren’t doing
right and issues that people were having
25:57.3
26:00.7
because of that and you solved you
filled that gap
26:00.7
26:07.7
yeah and we’ll segue for a second in any
business to be successful you can read
26:07.7
26:11.4
books and I think that’s great you need
to read you need to educate yourself on
26:11.4
26:16.6
a daily basis but you find someone’s
pain point you find the need is how I
26:16.6
26:21.7
always have put it you find the need and
you fill that gap at the best possible
26:21.7
26:26.2
way you can and at the best possible
price if you can do that you will always
26:26.2
26:29.8
be successful
and there’s all kinds in its Scaling UP!
26:29.8
26:33.6
needs to know there are all kinds of
opportunities out there so many
26:33.6
26:38.0
opportunities in water so if you want to
branch out just think a little bit go
26:38.0
26:41.5
outside the box water treatments great
but it could be a stepping stone for
26:41.5
26:45.5
something even bigger which is what we
figured out well I would not be doing
26:45.5
26:50.2
justice to the Scaling UP! Nation if we
didn’t talk a little bit about sales
26:50.2
26:55.6
because you are masterful when it comes
and again sales is something where
26:55.6
27:00.0
you’re helping them solve an issue it’s
not something where I’m manipulating
27:00.0
27:04.1
somebody to do something they don’t want
it correct yep so I’m in front of a
27:04.1
27:09.2
client are let’s lift even back up
so I’m now driving around I’ve got some
27:09.2
27:14.5
extra time because I just serviced my
last account and it’s early in the day I
27:14.5
27:21.1
can pick up more business I could use
more business what do I do you know my
27:21.1
27:24.6
previous job it was really good I
there’s two there’s two ways you can do
27:24.6
27:29.3
it water treatment you remember I call
it cooling tower trolling you know I’m
27:29.3
27:32.5
talking about I know exactly what you’re
so well there’s a cooling tower and you
27:32.5
27:36.2
and we’ve all been there when we walk
into a building so you know what I’m
27:36.2
27:40.2
gonna stop there you know and that’s
actually what I did one in my previous
27:40.2
27:43.9
job you know you stopped into that
building and you’re gonna get the
27:43.9
27:46.7
gatekeeper or you’re gonna walk into
that building and they’re gonna look at
27:46.7
27:51.1
you and say no no no no but what I did
is I kept the yellow pad of paper just
27:51.1
27:54.6
like you’re looking right there and I’d
write that building down okay they do
27:54.6
27:58.3
have things nowadays you know the
Salesforce and a couple of those
27:58.3
28:02.1
companies have you know you know
tracking for all that stuff those are
28:02.1
28:05.8
expensive they work on a larger scale
they work really well but what I would
28:05.8
28:09.0
do is just go in there and give him my
cart they didn’t work real well trace
28:09.0
28:13.7
okay I always call them back and you
know just as well as I know if I’m
28:13.7
28:17.9
walking into a black more enterprises
building I know I’m not gonna get that
28:17.9
28:22.6
account okay but one thing I always did
learn is who had that account and it
28:22.6
28:26.3
took me a little while sometimes one or
two calls and then you can figure out
28:26.3
28:29.8
how to sell better once you know your
competition remember always know who
28:29.8
28:33.8
you’re selling to once you find that
it’s a little bit simpler I never start
28:33.8
28:38.5
out with price never even though that’s
what your customer is forcing that’s
28:38.5
28:40.8
what your customer want is that but I
never
28:40.8
28:45.4
with price I said hey let’s compare
apples to apples are you getting exactly
28:45.4
28:50.1
what you’re paying for that always helps
but one other reason how I’ve been
28:50.1
28:54.6
really successful is you find
conglomerates or you find a group of
28:54.6
28:58.5
abilities okay
and then you pitch that to them say hey
28:58.5
29:02.1
can I get a meeting and it’s gonna take
a little while that don’t just be
29:02.1
29:05.2
discouraged I’m gonna tell you this is
not for the faint of heart business okay
29:05.2
29:09.6
this takes some gusto this takes some
follow up this takes you to go out every
29:09.6
29:13.5
day and beat down the doors but if you
can find a group of buildings you know
29:13.5
29:17.8
for instance if you have a Class A
office space company okay they might
29:17.8
29:22.1
have twenty buildings and you know it’s
much easier to sell a really good
29:22.1
29:27.5
product across 20 buildings okay because
now we have standardization they love
29:27.5
29:33.7
that they love building one company they
love not having to call six different
29:33.7
29:38.7
people it works really well I’m a
goal-oriented person but I’m also a
29:38.7
29:41.8
dreamer his guess is easy way to think
about it’s like I can do this you know
29:41.8
29:46.0
I’m gonna go out there and I’m gonna see
if I can sell that account and I write
29:46.0
29:49.5
that on top of my listen said that’s the
one I want this year and then I go to
29:49.5
29:52.6
the next one and then the next one and
the next one but it’s worked very well
29:52.6
29:56.8
for me I know yeah you we didn’t mention
I’m a pilot but I’m a very SOP standard
29:56.8
30:01.8
operating procedure type person and you
would be amazed how the type of people
30:01.8
30:06.3
that you and I work with are very
logical and methodical okay they like
30:06.3
30:10.2
that standardization piece so everybody
out there all you sales guys all you
30:10.2
30:15.9
water traders it helps the one offs are
great but if you can get you know into a
30:15.9
30:19.9
larger client and sell them on that by
the way remember when I said the very
30:19.9
30:24.0
beginning do what you say you’re gonna
do though make sure you can onboard them
30:24.0
30:27.7
make sure you can get it done and get it
done the way that they want it done and
30:27.7
30:33.4
don’t give them headaches now you say
don’t give them headaches I’m sure
30:33.4
30:37.2
you’ve got some examples oh yeah say
that what are you speaking us so
30:37.2
30:40.9
remember I said that word onboarding if
you if you sell a twenty building
30:40.9
30:45.1
contract okay
and in that twenty building contract you
30:45.1
30:51.5
sell remote remote controllers that can
monitor everything because that was one
30:51.5
30:54.2
of your pitches hey we can take care of
your pro
30:54.2
30:58.4
remotely and fix something overnight and
we’re gonna know before you know because
30:58.4
31:02.6
we’ve all used that line haven’t we yeah
Wheatley but if we sell that to them
31:02.6
31:07.0
make sure you follow through on it so
and if you sell part of it say hey you
31:07.0
31:09.6
know we’ll install them for you so you
have a really good installer and you
31:09.6
31:13.1
just have to swap out the old one put
the new one on make sure you have a
31:13.1
31:16.5
realistic timeline and this is what I
say about headaches if you say you’re
31:16.5
31:20.8
gonna do it in a week you know what you
better do it in a week yeah and if
31:20.8
31:23.1
you’re doing twenty buildings you’re
probably not gonna get it done a week
31:23.1
31:27.2
but that’s what I’m trying to say be
realistic with your expectations and
31:27.2
31:31.8
don’t give them that headache because
and you know schedule things people
31:31.8
31:36.6
don’t like surprises so if you just show
up at their door one day and say hey
31:36.6
31:41.0
we’re here to do your new controller
that inconveniences people have a good
31:41.0
31:45.1
scheduling software a good scheduling
system that’s what I mean by don’t give
31:45.1
31:49.9
headaches and think ahead if you can do
that and if the onboarding is you have
31:49.9
31:54.8
30 days make sure you start this 30 days
before that onboarding starts and just
31:54.8
31:59.3
be ahead of the game and you’ll always
come out on the other end looking like a
31:59.3
32:02.5
rose or smelling like a rose smell like
a rose yeah that’s great advice
32:02.5
32:07.1
and I tell you I think where people get
caught up is they’re so happy and
32:07.1
32:11.7
excited that they got yeah they just
want to go as quickly as they possibly
32:11.7
32:15.9
can but if you can pause and take a
second and think about what are all the
32:15.9
32:22.2
things that are going to create an issue
and you mentioned remote monitoring on
32:22.2
32:25.8
on controllers well I can’t tell you how
many times with a customer thought was a
32:25.8
32:28.7
great idea we thought it was a great
idea but then when we actually started
32:28.7
32:34.3
talking to the IT people no way we were
going to their internet so you know now
32:34.3
32:38.0
when we do that we just look at the
cellular because we know we don’t have
32:38.0
32:41.3
that headache correct and then you know
and this is another thing I don’t know
32:41.3
32:44.8
what you guys do with this out there I
put it into my price because it just
32:44.8
32:49.5
makes my life easier oh absolutely I
built into the price they never see it
32:49.5
32:53.1
and then you know if you have a price
increase then you you you build that in
32:53.1
32:57.3
for the following year or whatever you
need to do but they don’t like ancillary
32:57.3
33:02.6
costs either they want a one number
budget now we all know that the stuff
33:02.6
33:07.4
pops up controller busts or pump busts
they’re okay with that but if you come
33:07.4
33:10.5
back to mitts
under bidness that’s the quickest way to
33:10.5
33:13.6
get thrown out
yes bait-and-switch yeah it is and it
33:13.6
33:18.0
does not work people get really
irritated with that I don’t do that but
33:18.0
33:22.0
I’ve got a lot of business from people
who have so I’ve you know I do a lot of
33:22.0
33:27.2
government work and you bid government
work you know it’s the lowest it’s the
33:27.2
33:31.6
lowball but I’ve gotten called back to
schools who’ve thrown me out and brought
33:31.6
33:34.8
me back because it was a bait-and-switch
gotcha
33:34.8
33:39.0
so I’m curious and I know you have
stories around this what and not don’t
33:39.0
33:43.6
mention any names but what is one of the
most bonehead things that you’ve seen
33:43.6
33:48.6
that you’ve been able to take over
business because of yeah I took over a
33:48.6
33:56.4
large closed-loop contract and closed
loops are great contracts if one they’re
33:56.4
34:00.4
treated well and you know you just have
to go in once a quarter and check it we
34:00.4
34:03.9
usually do quarterly if it’s a very good
loop usually you’re gonna find something
34:03.9
34:07.6
that’s wrong with it on a quarterly
basis unless it’s a disaster and we all
34:07.6
34:13.5
have seen those disasters I walked into
one once and it was had a it was out of
34:13.5
34:17.5
college campus and we had picked up a
bunch of closed loops walked into it and
34:17.5
34:24.7
there was a guy there and he was testing
a boiler and it was me and him and they
34:24.7
34:29.6
brought us both in to bid on this so he
already had the account and I came in
34:29.6
34:34.6
and Tracy taught me this one you listen
you don’t say anything unless someone
34:34.6
34:38.6
says something to you they brought me in
because it wasn’t working and they
34:38.6
34:43.7
brought him in because they wanted to
see what he had to say well I came in
34:43.7
34:47.9
introduced myself you know water
treaters you know in his competition I I
34:47.9
34:52.0
didn’t like that situation but it is
what it was and it we saw shook the
34:52.0
34:55.2
man’s hands it’s nice to meet you you
know let’s just see what we have to say
34:55.2
34:58.1
I’m the customer called me in I’m sorry
this is a little bit awkward but let’s
34:58.1
35:02.9
see how this goes customer asses will my
bore there’s two years old and I’ve had
35:02.9
35:09.4
to replace the entire thing just it just
rusted out and he goes immediately
35:09.4
35:14.9
defensive immediately defensive the the
customer or the the other person that we
35:14.9
35:18.1
were going against I guess is the
easiest way to put a melee defensive I
35:18.1
35:21.7
didn’t say word just sit there listened
and at the end of it he says well I’ve
35:21.7
35:23.7
been
I’ve been pouring this in there for the
35:23.7
35:28.5
you know infrared for an entire two
years I said well what are you pouring
35:28.5
35:33.2
in I said are you using sodium nitrite
you know usually in thali tries all I
35:33.2
35:37.0
mean it’s it’s just a closed-loop hot
water research boiler no important that
35:37.0
35:41.7
it be points at it
Traci love this he was pouring in sodium
35:41.7
35:47.9
hypochloride and so we just learned that
that is not the best equation in hot
35:47.9
35:52.2
loop system so the end of the
conversation was very simple I looked at
35:52.2
35:56.3
it I said okay I never said a word at
that point I said I think I have
35:56.3
36:00.4
everything that I need to know and I
laughed and told the customer I just
36:00.4
36:04.6
wrote up a little letter and said I
wouldn’t have chosen that and I kind of
36:04.6
36:08.5
gave that that’s pretty good have not
chosen that and I gave him the kind of
36:08.5
36:12.8
the the the bad parts about doing you
know why I would not have used that and
36:12.8
36:17.2
kept it in there for as long as we did I
think we tested it at 50 ppm of free
36:17.2
36:22.3
chlorine Wow what was the metallurgy of
the boiler it’s copper and galvanized
36:22.3
36:26.6
oops
so it was a fifty five thousand dollar
36:26.6
36:30.7
mistake so that was probably the biggest
bonehead one I’ve seen most of the time
36:30.7
36:35.8
you know you walk in and trace you told
me this to it it makes sense everybody
36:35.8
36:39.0
out there make sure your drums aren’t
empty you know it’s funny
36:39.0
36:43.1
out of all the things that can happen in
a water treatment account you know the
36:43.1
36:48.4
pail going dry for a day isn’t the worst
thing it’s not the worst thing but you
36:48.4
36:52.5
know and it’s always in the most
inopportune moment it’s like your
36:52.5
36:57.4
competition walks in all sudden oh but I
got to tell you when your customer finds
36:57.4
37:02.9
that there is nothing worse than they
can see so it’s definitely a perception
37:02.9
37:06.3
issue because it could happen over a
couple of hours and that’s of course
37:06.3
37:09.7
when your customer comes in and it’s so
easy of course if you have a malfunction
37:09.7
37:13.6
that may happen and and and you can’t be
held responsible for that if you’re
37:13.6
37:16.7
doing everything right maybe you could
depending if you aren’t but their
37:16.7
37:20.8
calculations out there you can figure
out and maybe a five gallon storage
37:20.8
37:24.3
isn’t enough maybe you’ve got to move up
to something bigger our operations
37:24.3
37:28.2
manager Larry is you know I call him the
Guru I think you know I tease him
37:28.2
37:31.9
because he has insomnia but he he’ll
call me at five o’clock five five thirty
37:31.9
37:35.0
six o’clock in the morning he says what
do you think of this calculation for
37:35.0
37:38.1
figured
how much chemikal we need Larry it’s
37:38.1
37:42.0
five o’clock six o’clock in the morning
what are you talking about well you know
37:42.0
37:45.2
I walked into a building last time when
I was almost out of chemical and for
37:45.2
37:51.0
this biocyte okay did you change it yeah
but I think we need to tweak it a little
37:51.0
37:55.0
bit more and I need to change my
services just to show up one day earlier
37:55.0
37:59.9
okay Larry you can do that so you’re
right there are formulas and stuff like
37:59.9
38:05.2
that we can use to make sure it’s gonna
happen we know it but you just don’t
38:05.2
38:09.5
want to happen every single time right
and you mentioned Larry great guy yes I
38:09.5
38:15.1
have received the same phone calls
oh I’m sorry trace no Larry’s phenomenal
38:15.1
38:20.0
he really is he’s been a huge integral
part like Chris’s to your team he’s
38:20.0
38:24.2
phenomenal and I could not do this
without him so I’m gonna ask you a
38:24.2
38:29.5
couple questions that people ask me and
get your perspective on so you and I met
38:29.5
38:34.9
each other because we did enter in that
consultative relationship there are a
38:34.9
38:40.0
lot of people out there that may think
they need a consultant may think they
38:40.0
38:45.9
never need a consultant why would why
did you hire a consultant um first I was
38:45.9
38:50.3
rye my business partner at time and and
it was his idea because he went to your
38:50.3
38:53.3
training and like I said you don’t know
what you don’t know but there’s all
38:53.3
38:58.1
kinds of issues you could have you know
for instance a biological growth in the
38:58.1
39:02.8
heat exchanger that you don’t understand
okay I’ve tried everything you know I’ve
39:02.8
39:06.5
acid eyes that we’ve clean we’ve torn it
apart we’ve cleaned it why is it still
39:06.5
39:09.7
plugging up you know there’s not we
don’t have high copper levels we don’t
39:09.7
39:13.4
have high iron levels you know we are
dissolved solids or low we’re not
39:13.4
39:17.0
getting you know the scaling potentials
not there what is going on in this heat
39:17.0
39:19.8
exchanger that’s when you would call in
a consultant because you know it could
39:19.8
39:23.2
be a huge client it could be a thousand
ton chillers that you’re dealing with or
39:23.2
39:27.1
a thousand ton you know heat pump system
in a building with the flat plate that
39:27.1
39:33.2
just is for some reason is not staying
efficient so that’s a great time we
39:33.2
39:37.5
called you in because we’re having
massive issues with I’m gonna call
39:37.5
39:41.7
Georgia clay okay but it was in a it was
in a different state we called you so
39:41.7
39:46.5
hey trace what do you think and we’re
also having corrosion issues but it
39:46.5
39:49.7
seemed they seemed to be interlinked I
think is what we finally came
39:49.7
39:53.2
– that’s a reason if you really are
having trouble with something it’s
39:53.2
39:56.7
really worth it because you know that
says something to your client also it’s
39:56.7
40:00.2
gonna cost you money but sometimes a
little bit of money is where is worth
40:00.2
40:04.7
keeping that client and it also goes a
really long way and tres does a really
40:04.7
40:08.9
good job tres does I’m sure all
consultants do we use a few consultants
40:08.9
40:14.4
that’s they write up what they’ve done
you know and it really says something to
40:14.4
40:17.6
you as a company it says hey I’m willing
to go out and figure out what the
40:17.6
40:21.6
problem was I learned this from my
flight instruction days and tres you
40:21.6
40:25.6
always know this and this is something
that you learn when you teach is if you
40:25.6
40:31.1
don’t know the answer don’t make it up
oh that’s huge I’ve always said I’ve
40:31.1
40:35.0
always looked at my clients said I don’t
know the answer to that but give me 24
40:35.0
40:38.6
hours and I’ll find an answer for that
you know it’s funny you bring that up I
40:38.6
40:41.3
was speaking with a younger water
treater
40:41.3
40:46.6
just this week and that’s his big fear
is that he’s gonna walk in someplace and
40:46.6
40:50.8
not know the answer I’m like dude it’s
okay get over that because that’s going
40:50.8
40:54.9
to happen yeah and that happens to me
every day well that’s how you learn that
40:54.9
40:59.6
is how you learn and you’ve I’ve learned
a ton in my life by asking a question or
40:59.6
41:04.0
or a client asking me a question and
it’s in the flying world or it’s in the
41:04.0
41:07.5
water treatment worldlets in the
Legionella world I mean we hire we have
41:07.5
41:11.1
a really awesome consultant on our team
that basically wrote the book on ASHRAE
41:11.1
41:16.0
I call him all the time and yeah he
charges me but guess what I don’t want
41:16.0
41:19.4
to look go to my client and tell him
something that’s not right I would
41:19.4
41:24.4
rather say I don’t know but I’ll get you
an answer that goes a lot farther than
41:24.4
41:27.6
if you tell them something wrong and
then they go ahead and call my
41:27.6
41:30.8
consultant he tells them something
different that’s a yeah you look really
41:30.8
41:36.1
well you look a lot worse and I really
feel that if say you were to ask me a
41:36.1
41:39.4
question and I were able to rattle off
an answer
41:39.4
41:43.3
all right big deal but if you ask me a
question I say well probably that’s it
41:43.3
41:47.0
that’s a really good question I need to
find out for you but you have to commit
41:47.0
41:52.0
that I will find this out and I’ll let
you know by tomorrow at 3 o’clock
41:52.0
41:59.8
perfect and keep the deadline that’s
right yeah and I’m gonna let you know
41:59.8
42:02.7
what I found out you’re gonna remember
that more and
42:02.7
42:07.0
it’s gonna build that relationship more
and that’s gonna make you trust me it’s
42:07.0
42:10.4
gonna make me see more trustworthy then
if I just said yeah here’s the answer
42:10.4
42:14.4
another thing for everybody out there
follow through you know if you tell
42:14.4
42:18.6
you’re gonna have a quote by um next
Monday have that quote if you say you’re
42:18.6
42:22.9
gonna have if you say you can get the
leads in latests in 14 days you know by
42:22.9
42:27.3
the culture make sure you’re reaching
out to them at date 12 and have those
42:27.3
42:31.3
but it’s probably already there okay but
if it’s not make sure at day 14 they’re
42:31.3
42:36.3
there do what you say you’re going to do
yeah and I’ll also add be careful what
42:36.3
42:38.4
you promise when things are out of your
control
42:38.4
42:41.6
that’s true yep I would agree with that
too and that’s I think that’s back to
42:41.6
42:44.7
that whole expectations thing that we
talked about earlier I have a really
42:44.7
42:50.5
awesome consultant that we use she’s
from New Jersey phenomenally smart woman
42:50.5
42:54.5
and she does helps us with a lot of you
know operations side of the business
42:54.5
42:59.2
because we’re growing so fast I needed
to have someone who is awesome in the
42:59.2
43:02.9
operation side and also in the marketing
side she’s been helping our team with a
43:02.9
43:07.0
bunch of different stuff but she’s big
into workflows and I remember I come
43:07.0
43:09.7
from the flying world and that’s
standard operating procedures if you
43:09.7
43:15.2
have a if you have a sales thing say hey
we have this lead we sent the quote out
43:15.2
43:19.6
you know we close that deal have
something in steps one through ten did
43:19.6
43:22.5
you do all these things with checklists
on the side of them it’s really simple
43:22.5
43:28.6
if you do that you’re not gonna miss a
lot of stuff I got to you touched on
43:28.6
43:33.7
checklist and that is something that I
am really working on I’m going to do a
43:33.7
43:38.4
presentation for AWT this year actually
I don’t know if I want to do it or not
43:38.4
43:42.9
but I’m submitting it hopefully they’ll
pick it up on checklist because we’ve
43:42.9
43:48.1
got awesome SOPs here but they’re long
and because they’re long people don’t
43:48.1
43:53.9
use them the way they should but when
there’s a checklist they get used so
43:53.9
43:57.5
I’ve read numerous books on checklists a
lot of them deal with the flying
43:57.5
44:04.2
industry so I’m curious since you’ve
used checklists so many times what is
44:04.2
44:09.5
the making of a good checklist ease of
use is probably the simplest thing in my
44:09.5
44:12.2
world and one of my worlds I’ll put it
that way
44:12.2
44:15.9
checklists we live and die by them we
literally do it
44:15.9
44:20.4
in one thing about checklist that you
you might thinks it a little bit
44:20.4
44:25.7
different is in our world we have what’s
called a do and verify checklist okay
44:25.7
44:29.0
and I think this is something that’s
good for our teams as they build up to
44:29.0
44:33.1
this for instance say you’re gonna make
a checklist or state an operating
44:33.1
44:35.8
procedure for when you walk into a
building you know the first thing you’re
44:35.8
44:41.0
gonna do is survey the the condition of
the pumps and survey is the conductivity
44:41.0
44:45.6
is there any alarms or any of that stuff
okay what we call is called do and a
44:45.6
44:50.3
verify if you’ve done it a thousand
times do it and then pull out that
44:50.3
44:54.6
checklist and make sure you actually did
everything that makes it very simple and
44:54.6
45:00.8
then it’s come becomes rote memory but
then you it all of us forget something
45:00.8
45:05.7
at some time okay it’s rote memory but
then if you pull that checklist out yeah
45:05.7
45:09.1
I did it I did I did it in go down
through it real quick a checklist was
45:09.1
45:13.1
designed that you do something then you
verify it that’s probably the best way
45:13.1
45:16.4
now you know even doctors
anesthesiologists are doing that it’s
45:16.4
45:19.6
phenomenal what what checklists are
doing and they took it from our industry
45:19.6
45:23.2
from the aviation industry yeah I’m
trying to remember the doctor’s name he
45:23.2
45:28.0
wrote checklist manifesto and I cannot
remember his name but he said there were
45:28.0
45:32.3
two types of checklists there was the do
confirm that you just mentioned and then
45:32.3
45:38.0
the read yep do yeah and if I remember
the the to how he described the to was
45:38.0
45:42.4
if you do something all the time then
that’s where you have the do confirm and
45:42.4
45:47.6
the point with that was you don’t forget
the stupid stuff yes exactly and it’s
45:47.6
45:52.6
the stupid stuff that always gets you
into trouble for instance another thing
45:52.6
45:56.2
you know service reports you know you
can integrate that into a service report
45:56.2
46:00.4
I mean he’s you walk in and everybody
knows what they’re supposed to do and
46:00.4
46:03.5
the service service report goes along
with it kind of as a checklist as you go
46:03.5
46:08.3
down yeah I’m doing this this this this
and this saves time saves money you can
46:08.3
46:12.2
get into that building quicker now let
me think how the Scaling UP! Nation is
46:12.2
46:15.8
receiving all okay said I’m sure there’s
somebody out there that’s saying if I’m
46:15.8
46:20.1
using a checklist that means someone
thinks I’m stupid or it’s turning my
46:20.1
46:24.3
brain off and as a trained pilot how do
you feel about that
46:24.3
46:29.5
oh no I you know I have 15,000 hours of
flight time
46:29.5
46:33.6
like I said we live and die by
checklists I haven’t memorized but we
46:33.6
46:37.5
still do them because there is everyday
there’s never the perfect flight let’s
46:37.5
46:39.8
put it that way
so is there ever the perfect water
46:39.8
46:44.0
treatment day no we all know that
there’s never a perfect water treatment
46:44.0
46:47.2
day so if there’s never the perfect
flight and I have all those checklist
46:47.2
46:50.8
memorized and I still forget stuff just
because you might be thinking about
46:50.8
46:53.4
something else
I have a dinner the kids are six
46:53.4
46:58.2
something is going on that’s going to
divert your attention so yeah I think
46:58.2
47:01.8
checklist is a phenomenal thing to
implement into our industry
47:01.8
47:05.3
yeah I’m remembering the interview with
Captain Sullenberger and I don’t
47:05.3
47:09.9
remember the flight number and and in
his interview he wouldn’t take any
47:09.9
47:15.2
credit because he was following the
checklist and every body did what they
47:15.2
47:18.6
were supposed to do according to that
checklist and that’s why there were no
47:18.6
47:24.5
fatalities on that flight yep we
actually did ditching today and my
47:24.5
47:27.5
training session had is so cool I want
to talk about that but I have no idea
47:27.5
47:31.8
how I would even talk about I’m just
gonna leave that and say that’s so cool
47:31.8
47:37.8
so else we got trace well I want to ask
you what is something a new water treaty
47:37.8
47:44.8
would just benefit tremendously about
you know tres you’ve done this and this
47:44.8
47:51.2
is how I trained Larry and I’m a I’m a
visual learner in other words I can read
47:51.2
47:55.1
all the books that’s why I told you
reading that AWT technical reference
47:55.1
48:00.8
manual it’s painful at times however
taking someone out and actually showing
48:00.8
48:04.8
them same thing with flying taking some
I’ll actually show line hey this is what
48:04.8
48:08.8
a controller is this is what a heat
exchanger is doing that and
48:08.8
48:12.5
understanding your audience
understanding the person asked them how
48:12.5
48:17.9
they learn best I think that’s a really
good way to teach someone and this comes
48:17.9
48:22.1
from my background but to say hey if
they don’t get it the first time did I
48:22.1
48:27.3
fail maybe not maybe I didn’t fail maybe
I just didn’t get to their language I
48:27.3
48:30.2
think that’s a good thing for a new
water treaties
48:30.2
48:34.5
if you don’t understand something don’t
pretend you do keep asking the questions
48:34.5
48:38.4
until you get the answer or you
understand it alright great advice now
48:38.4
48:42.9
what if it’s not the the water treat
nobody’s coming to
48:42.9
48:49.4
how they learn best and now they’re not
getting what they need how do they
48:49.4
48:53.4
approach their boss or their trainer
with that yeah personalities are kind of
48:53.4
48:58.0
always fun with that one you know I I’m
a very non conflict person I don’t know
48:58.0
49:02.3
about you trace I don’t like conflict I
avoided it pretty much at all costs
49:02.3
49:06.2
but I will say this if you’re just
truthful with people like you and I are
49:06.2
49:09.3
pretty easy approachable
I think we’re easy approachable people
49:09.3
49:13.7
but some people aren’t yeah and it’s not
that it’s just they just give off a vibe
49:13.7
49:18.0
and if it’s your boss
I would really honestly appeal to them
49:18.0
49:22.8
and say hey I need some help I really
want to be successful and I would always
49:22.8
49:26.9
say I always never be combative you know
and then if you’re gonna go to in a
49:26.9
49:31.1
meeting like that and you need some help
have you have a point you know if you
49:31.1
49:34.4
couldn’t call a meeting make sure you
have a little bit of agenda and send it
49:34.4
49:38.3
to him say I really would like to talk
about these things because one it
49:38.3
49:42.1
doesn’t waste anybody’s time you keep on
task and then you move through the
49:42.1
49:45.9
problem I think that’s a really good way
yeah and the other thing that does is it
49:45.9
49:51.1
sets expectations awesome yeah and when
you know not only what the other
49:51.1
49:55.9
person’s expectations are but when they
know what yours are you can actually see
49:55.9
49:59.3
if they’re gonna meet or not right and
if they’re not sometimes it’s not the
49:59.3
50:03.3
right fit it’s just that’s how life
works but you know more often than not
50:03.3
50:08.4
people don’t have that conversation
right and that’s where almost every
50:08.4
50:13.4
problem can get traced back to yep and
it’s back to that conflict thing I don’t
50:13.4
50:17.1
think it’s necessarily conflict it’s
just how do we communicate with each
50:17.1
50:22.0
other yeah that’s and it’s a tough it’s
tough and I’m thinking about new
50:22.0
50:26.3
business and I’m thinking about issues
where I’ve worked with either other
50:26.3
50:29.8
water treatment companies owners and
their clients are directly with clients
50:29.8
50:35.6
and it’s always been that expectations
issue where people are so excited when
50:35.6
50:39.4
they get that business they don’t think
about all the things that could create
50:39.4
50:44.8
an issue like we talked about before but
if we talk about that right then when
50:44.8
50:50.0
the sale is made and now we can use the
client and their information to help us
50:50.0
50:54.1
understand what we don’t know they can
help us solve those issues
50:54.1
50:58.5
and we never have those issues are you
know let’s say we do have those issues
50:58.5
51:03.7
but they’re expected and now that issue
comes up and they actually give that A+
51:03.7
51:08.9
in our column because we anticipated
that or they anticipated that and we
51:08.9
51:13.5
knew how to deal with it so I guess my
whole point of that is yeah you got the
51:13.5
51:17.7
sale but make sure you don’t lose the
sale in spite of yourself being so
51:17.7
51:21.2
excited
visualize doing everything through there
51:21.2
51:26.4
and set those expectations like I said
Trace I’ve been successful one by the
51:26.4
51:30.6
follow-through and do we I’m gonna keep
repeating myself do what you say you’re
51:30.6
51:37.0
going to do why is that groundbreaking I
don’t know because I’ve it really
51:37.0
51:41.7
honestly I wish it wasn’t but it is it’s
just you know someone says they’re gonna
51:41.7
51:44.1
fix something someone’s gonna say
they’re gonna do something I just never
51:44.1
51:50.7
gets done and it’s real simple to
irritate someone or to loose your client
51:50.7
51:55.2
will lose confidence in you if it just
doesn’t get done and I’m gonna tell you
51:55.2
52:01.0
this I’m I’ve done it before and I’ve
lost a client and I yeah it was my fault
52:01.0
52:05.7
I walked into his office and I said
you’re right I wish you best of luck I’m
52:05.7
52:08.5
sorry I let you down
shook his hand and said call me back if
52:08.5
52:13.0
you have anything I got a call back I
did because he actually appreciated that
52:13.0
52:17.5
it was a year later but I still got
called back and admit when you’re wrong
52:17.5
52:22.4
that goes a long way admit when you’re
wrong and don’t lie to them so we’re
52:22.4
52:27.0
gonna get into some lightning round
questions oh okay before we do so
52:27.0
52:31.4
somebody’s either just tuning in or
they’re just waiting for that huge
52:31.4
52:37.6
nugget of advice so if there was just
one thing that you want the Scaling UP!
52:37.6
52:42.6
Nation to get from this interview what
is it there’s a lot of opportunity out
52:42.6
52:49.8
there I think someone told me one time
that 90% of all water treatment is done
52:49.8
52:53.4
by regional and local companies out
there there’s the two big ones I think
52:53.4
52:57.6
we all know maybe three big ones and I
think they might have 10 to 15% of
52:57.6
53:02.5
market share okay if we all do our jobs
really well we can all make a tremendous
53:02.5
53:07.5
amount of money but I also want to say
this look for opportunities because
53:07.5
53:09.3
there
our other opportunities and wanted
53:09.3
53:14.0
treatment think outside the box see what
you can do better than someone else and
53:14.0
53:18.5
as we talked about the very beginning
fill that need to find the problem feel
53:18.5
53:22.0
fine find the problem filling in and if
you can figure out a way to do it better
53:22.0
53:25.8
than everybody else do it and it might
cost you money okay
53:25.8
53:30.2
but there’s there’s always risk versus
reward well excellent all right so let’s
53:30.2
53:34.5
go ahead for the first lightning round
question so you see the DeLorean back
53:34.5
53:38.5
there on my shelf there’s not a real
DeLorean but that’s the only a DeLorean
53:38.5
53:41.8
that I have right now so we are going to
get into we’re gonna shrink ourselves
53:41.8
53:46.1
down to get into that model okay we’re
then gonna set the time circuits back to
53:46.1
53:51.0
your very first day as a water treatment
professional you know everything that
53:51.0
53:56.3
you know now and we’re going to share
that information on your very first day
53:56.3
54:01.6
what’s the first piece of advice you
give yourself we all have our days and I
54:01.6
54:05.0
remember my first day as a water treaty
I was with my boss man I told you a
54:05.0
54:10.8
great guy very very intelligent and ask
enough questions and we did eight
54:10.8
54:16.5
buildings that day I wish I would have
said to him can we stop at least at one
54:16.5
54:22.8
and spend three four hours just going
over at all because you got everybody
54:22.8
54:26.6
knows water treatment is not just
treating the water you have to
54:26.6
54:30.3
understand the mechanicals you have to
understand you know where’s the water
54:30.3
54:34.7
going what’s it doing if you understand
that and what trace would you call it
54:34.7
54:41.0
heat efficiency engineers my favored
heat transfer efficiency that’s right
54:41.0
54:45.4
and I agree with you 100%
I think first day of a Water Treaty is
54:45.4
54:50.4
just to slow down and as you get better
you will get quicker but you need to
54:50.4
54:55.0
understand I call it the heart and soul
the operating of the building once you
54:55.0
54:59.2
get that the water treatment makes sense
awesome I love it
54:59.2
55:04.1
what’s the last book you read I’m kind
of an egghead or not egghead I like I
55:04.1
55:09.7
call it mine candy all right I love the
Mitch Rapp novels Vince Flynn you ever
55:09.7
55:11.9
heard of them
I haven’t now I wish I could say if
55:11.9
55:15.8
something cerebral like you know I mean
you know Einstein’s biography or
55:15.8
55:19.6
something like that but I read so much
stuff sometimes I just like to sit in my
55:19.6
55:23.7
chair and read mine candies
I call it a good novel and it’s a CIA
55:23.7
55:28.2
novel any anything with Mitch rap by
Vince Flynn unfortunately he passed away
55:28.2
55:32.9
there’s another another couple books
called this Scott hard math novels that
55:32.9
55:37.2
are still I like you know as my wife
calls him shoot-’em-ups I’m sorry I wish
55:37.2
55:41.2
I was more cerebral in that one but it’s
just great books but they’re mine candy
55:41.2
55:43.7
and it’s lets you turn your mind off
every once a while because I think we
55:43.7
55:47.6
all need it well I got to say I don’t
read them anymore but I read all of them
55:47.6
55:52.6
tom clancy’s both so but I digress we’re
asking you the questions here so
55:52.6
55:56.3
eventually Hollywood’s gonna find out
about your life they’re gonna write a
55:56.3
56:03.4
script they’re gonna make a movie
who plays Brian oh man who plays me they
56:03.4
56:06.9
have to be as good-looking as me I don’t
think that’s possible oh okay let me see
56:06.9
56:11.8
here um you know who I really like is
Christoph Waltz I don’t know if I know
56:11.8
56:14.2
who that is
you ever seen inglorious basterds I
56:14.2
56:16.7
don’t think I have but he won an Oscar
for it
56:16.7
56:20.9
okay everybody else besides you’ll no
credit okay fair enough I just think
56:20.9
56:23.8
he’s a phenomenal actor all right and he
speaks like four or five different
56:23.8
56:28.4
languages he’s just really awesome well
there you go you’ve heard it here django
56:28.4
56:33.4
unchained Quentin Tarantino yeah he he
plays the bounty hunter I know who
56:33.4
56:36.7
you’re talking about
took a while hey I got it alright last
56:36.7
56:41.4
question so you now have the ability to
talk to anybody throughout history who
56:41.4
56:45.3
to be with and why I would like to
actually sit down with my grandfather
56:45.3
56:50.7
again he was a two-star general he
started our family company and grew it
56:50.7
56:54.6
into a massive conglomerate that built
Spectator seedings companies all over
56:54.6
56:58.5
the world I would like to sit down with
him he passed away when I was 11 I like
56:58.5
57:02.2
to sit down with that man again
it’s a great answer so I wish I could
57:02.2
57:09.6
say it was someone really historical but
him he was kind of the founder the the
57:09.6
57:14.0
driving force behind a lot of our
families entrepreneurship I like to pick
57:14.0
57:19.3
his brain again just for an hour there
you go you know and I didn’t notice here
57:19.3
57:24.0
but there is one more question it’s in
small print here now know who’s the best
57:24.0
57:30.6
consultant you’ve ever worked well you
know I know one other consultant that we
57:30.6
57:35.4
do a lot of business with this gonna be
listening Scaling UP! H2O so
57:35.4
57:40.0
you know I think today I’m gonna say
trace Blackmore how’s that well buddy
57:40.0
57:43.1
thanks so much for having on the show
thanks for sharing so much with the
57:43.1
57:48.8
Scaling UP! Nation thanks Trey appreciate
it one nation I hope you can tell that
57:48.8
57:53.9
Brian and I are now good friends and we
joke about that first experience that
57:53.9
57:58.1
when we met each other at the Cracker
Barrel where he almost killed his plate
57:58.1
58:02.8
with his fork and that poor egg in
between the fork and the plate anyway we
58:02.8
58:07.2
went from that to really good friends
and I got to tell you I really respect
58:07.2
58:12.2
Brian as a water treat
I and just amazed that all the things
58:12.2
58:19.0
that he is doing with his company and
he’s making sure that he is not standing
58:19.0
58:24.6
still I think that is the biggest issue
that all of us water treaters have is
58:24.6
58:29.8
that we get to a point in our careers in
our accounts where we’re comfortable and
58:29.8
58:36.3
we just decide to stand still well folks
I’m sure you’ve heard the phrase and I
58:36.3
58:40.1
can’t remember exactly how it goes but
if you’re standing still you’re
58:40.1
58:45.8
technically moving backwards because
someone is always learning more and
58:45.8
58:51.2
doing more and of course if we’re
standing still in our counts entropy is
58:51.2
58:55.1
course is happening and if we are
standing still in our accounts that
58:55.1
58:59.9
chaos of the universe is going on so our
accounts are getting worse if we are
58:59.9
59:05.8
simply just maintaining the status quo
of course our customer is putting more
59:05.8
59:09.7
load on the system there are adding more
machines though make up water quality is
59:09.7
59:14.4
changing and the things that we
installed ten years ago will folks
59:14.4
59:19.0
they’re not as good as the things that
we could install today so whatever it is
59:19.0
59:24.7
if we’re not striving to make our cells
better to make our accounts better to
59:24.7
59:31.2
make our customers understand what it is
that we do better I promise you you are
59:31.2
59:36.8
slipping backwards and eventually you’re
probably not going to have that account
59:36.8
59:43.3
and moreover I promise you do not like
your job if you are just
59:43.3
59:49.2
at the bare minimum you the status quo
you’re not getting excited when you go
59:49.2
59:53.4
to work in the morning because you’re
not learning new things folks my dad
59:53.4
59:58.0
told me that water treatment was an
opportunity each and every day to learn
59:58.0
1:00:04.8
something new and the day that I thought
I knew everything was the day I needed
1:00:04.8
1:00:09.1
to say that I lost respect for this
industry and I perhaps needed to find a
1:00:09.1
1:00:12.9
job in something like retail I can’t he
would always give a different example
1:00:12.9
1:00:15.7
for where I needed to find another job
so I don’t know where retail came from
1:00:15.7
1:00:21.3
but I’m sure he said that at one point
or another so make sure you continuously
1:00:21.3
1:00:26.5
getting better and as you heard Brian
and his company are definitely doing
1:00:26.5
1:00:31.2
that and I know for a fact Brian’s
having more fun now because he is doing
1:00:31.2
1:00:36.4
that by the way it was Brian’s birthday
when he was in the Scaling UP! studio so
1:00:36.4
1:00:42.2
Brian happy birthday from the scaling-up
nation so and of course as being a guest
1:00:42.2
1:00:47.3
on the show and for your birthday
you got that awesome Scaling UP! t-shirt
1:00:47.3
1:00:52.6
that everybody out there in the Scaling UP! H2O Nation wants several of you have
1:00:52.6
1:00:57.6
received those and you’ve sent me some
pictures of you wearing your Scaling UP!
1:00:57.6
1:01:02.8
t-shirt many of you are saying hey I
want that t-shirt how do I get one well
1:01:02.8
1:01:08.5
it’s really simple go to Scaling UP! H2O
comm and you will see on the right-hand
1:01:08.5
1:01:13.4
side of the page there will be a
floating button that will say voice mail
1:01:13.4
1:01:17.0
you click on that you leave me a
voicemail of your question you can leave
1:01:17.0
1:01:21.4
your name you don’t have to leave your
name but you have to leave me a question
1:01:21.4
1:01:27.8
and I air that you will get a t-shirt
now keep in mind I want to have to email
1:01:27.8
1:01:32.4
you get your address all that sort of
stuff so just expect that from me but
1:01:32.4
1:01:39.1
that’s just my little way of thanking
you for giving me some more items to put
1:01:39.1
1:01:45.9
on the Scaling UP! H2O podcast well folks
I hope that in the very least you were
1:01:45.9
1:01:51.5
thinking how do I make myself better and
here’s something that I want to leave
1:01:51.5
1:01:56.3
you with because it’s so easy for us to
become an island and water tree
1:01:56.3
1:02:01.7
because we work so autonomously or out
there we’re driving around in her cars
1:02:01.7
1:02:06.3
we’re going to see a customer then we
leave that customer when we go we drive
1:02:06.3
1:02:12.1
some more and we wash we rinse repeat
it’s so easy for us to become an island
1:02:12.1
1:02:17.2
where we are not associating ourselves
with other people that can make us
1:02:17.2
1:02:22.7
better I’m hoping that this podcast is
helping inspire you to do that it’s
1:02:22.7
1:02:28.8
giving you some things to talk to in
between accounts to make you better but
1:02:28.8
1:02:34.2
imagine if you were talking to a real
person outside of listening to this
1:02:34.2
1:02:39.4
podcast how you can hold each other
accountable of course I’m talking about
1:02:39.4
1:02:45.6
having a mentor you all know out there
in the nation that I owe a lot to the
1:02:45.6
1:02:52.4
people that decided to invest in me as a
water treat and I’m now a better water
1:02:52.4
1:02:57.9
treater because they did invest that
time so if you do not have a mentor I
1:02:57.9
1:03:04.8
want you to put that on your to-do list
and find somebody that will help make
1:03:04.8
1:03:11.7
you better find somebody who you can ask
questions to find somebody who’s going
1:03:11.7
1:03:18.5
to hold your feet to the fire for you to
get certified in the particular industry
1:03:18.5
1:03:23.0
that you are in when it comes to water
treatment so what’s the difference
1:03:23.0
1:03:27.6
between a mentor and a consultant a lot
of people get those confused
1:03:27.6
1:03:32.1
well mentor is somebody that is doing
that just to make the industry better
1:03:32.1
1:03:37.8
just to make you better to maybe give
back to the industry that has given them
1:03:37.8
1:03:43.5
so much so it’s an accountability
partner it’s a friend it’s somebody who
1:03:43.5
1:03:47.7
you can work with to make the water
treatment industry better so that’s kind
1:03:47.7
1:03:52.7
of my loose definition of a mentor where
a consultant normally has some sort of
1:03:52.7
1:03:57.8
financial component to it it normally
has some sort of legal component to that
1:03:57.8
1:04:04.2
but this is somebody that you might
engage to take a really deep look at
1:04:04.2
1:04:09.0
your business and what part of your
business may you use that in well maybe
1:04:09.0
1:04:12.0
it’s an
example like where Brian shared where we
1:04:12.0
1:04:17.5
were looking at specific accounts and
figuring out what we can do that wasn’t
1:04:17.5
1:04:22.5
currently being done or we could tweak
just a little bit and make something
1:04:22.5
1:04:27.7
faster easier cheaper better and
whatever adjectives that you want to add
1:04:27.7
1:04:32.5
there another thing that somebody might
come in to do is they might come in and
1:04:32.5
1:04:38.8
they might look at your books so maybe
this is a business owner and you know
1:04:38.8
1:04:42.7
that you’ve got money in your checking
account but besides that you really
1:04:42.7
1:04:49.8
don’t know what your financial data is
telling you about now folks if you don’t
1:04:49.8
1:04:55.3
own a company and you don’t know what
your personal finances look like you are
1:04:55.3
1:04:59.8
in the same boat and you don’t need to
hire somebody like me to help you with
1:04:59.8
1:05:05.2
that but I would advise you to go to a
financial advisor and somebody that you
1:05:05.2
1:05:09.9
can trust maybe you interview a couple
of them and make sure you know what your
1:05:09.9
1:05:16.1
personal finances are saying about you
your retirement your spending habits
1:05:16.1
1:05:21.6
about everything that you are working
towards now for those business owners
1:05:21.6
1:05:28.5
out there if you cannot take metrics out
of how you’re keeping score with your
1:05:28.5
1:05:35.5
bookkeeping you are missing a tremendous
opportunity to tell you where your
1:05:35.5
1:05:39.9
company is going and when you make
slight adjustments these metrics will
1:05:39.9
1:05:45.4
now tell you if something is working or
not so I tell you there is a wealth of
1:05:45.4
1:05:51.8
information in numbers you just have to
know where to look and one of my
1:05:51.8
1:05:56.9
favorite books is the e myth and the e
myth talks about how people that are
1:05:56.9
1:06:01.0
really good technicians ie water
treaters he doesn’t mention water
1:06:01.0
1:06:06.1
treaters by the way but I am they’re
very good at treating water but they’re
1:06:06.1
1:06:12.2
not good they never been taught on how
to run a business so that’s nothing to
1:06:12.2
1:06:17.0
be ashamed of I’ve worked with many
coaches I’ve taken many classes I’ve
1:06:17.0
1:06:20.0
read many books because I was never
taught
1:06:20.0
1:06:25.8
what to do with our numbers I was never
taught on how to forecast based on our
1:06:25.8
1:06:30.6
numbers I was never taught on how to
pull different numbers out of our number
1:06:30.6
1:06:35.6
so I had to seek that so don’t feel bad
about that and when I work with people a
1:06:35.6
1:06:39.1
lot of times they kind of feel like they
failed because they didn’t see this oh
1:06:39.1
1:06:43.0
they didn’t see that well folks you
didn’t fail because you’re seeing it now
1:06:43.0
1:06:48.8
and you’ve taken that step to make
yourself to make your company better so
1:06:48.8
1:06:54.4
I really hope that you’re thinking
outside of the box now when it stays to
1:06:54.4
1:07:00.1
being the status quo and you’re thinking
how can I personally make myself better
1:07:00.1
1:07:04.8
how can I make the customers account
better how can I make the industry
1:07:04.8
1:07:09.9
better how can I make my company better
folks thanks so much for listening this
1:07:09.9
1:07:15.9
week and I will talk to you next week on
Scaling UP! H2O