85 Transcript

085 The One with the Business Operating System


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0:08.1

0:12.7

welcome to Scaling UP! H2O the podcast for
water treatise by water treaters where

0:12.7

0:17.1

we’re Scaling UP! on knowledge so we
don’t Scaling UP! our systems everybody

0:17.1

0:23.3

Trace Blackmore here your hosts were
Scaling UP! h2o folks I gotta tell you I

0:23.3

0:31.4

know I’ve talked on the show about this
before but it has transformed my company

0:31.4

0:38.4

so much I feel that I would be doing a
disservice if I did not once again share

0:38.4

0:44.7

this concept with you I’m talking about
the entrepreneurial operating system

0:44.7

0:51.1

Gino Wichman wrote a book called
traction and folks I’m telling you the

0:51.1

0:54.9

truth
it changed my company for the better

0:54.9

1:00.2

Templeton my business coach you can
catch him on episode 22 that Scaling UP!

1:00.2

1:06.7

h2o calm for its last 22 Tim and I will
meet regularly for a one-to-one meeting

1:06.7

1:12.8

and that’s when he has me bring items
such as financials for my company things

1:12.8

1:19.0

that I’m working on problems that I just
can’t find a solution to and he offers a

1:19.0

1:22.8

different perspective and in that
episode

1:22.8

1:28.8

Tim this magic is not that he knows
anything about water treatment but he

1:28.8

1:35.8

has a fantastic ability to ask questions
in a way that allow me to think about

1:35.8

1:42.7

things differently well it was in one of
these one-to-one encounters that he

1:42.7

1:48.6

suggested that I read the book traction
by Gino Whitman and as you’re going to

1:48.6

1:53.6

hear in this interview when I was
reading that book it was like it was

1:53.6

1:58.2

written directly for me some of the
items that I was having trouble with

1:58.2

2:03.7

Gino went to the heart of the matter and
it was like he was plucking them right

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2:09.7

out of my business but here’s the thing
folks our businesses are not unique

2:09.7

2:14.4

whether you have a water treatment
company or a different type of company

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2:23.2

we all have the same core issues that we
have to deal with so that’s the magic in

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2:30.3

Geno’s writing he tells you how to deal
with these issues in a way that allows

2:30.3

2:37.4

you to grow the company and grow the
people that are within your company now

2:37.4

2:43.0

there isn’t a single word written about
water treatment but because it’s an

2:43.0

2:48.9

operating system and what I mean by that
is you just simply plug your business in

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2:56.8

to their tools and processes and it
allows every business out there to work

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3:03.2

better I am living proof of that and we
have been using that program for well

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3:09.1

over three years and we continue to go
to seminars and trainings because we’ve

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3:16.1

seen what the EOS system can do for our
business and we want to continue to let

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3:21.3

it do that for our business so we’re
always learning ways that we can do

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3:26.7

better with that one of the gentlemen I
met at one of these training seminars

3:26.7

3:32.4

was Mike Payton and he goes by Payton
and I told him about this podcast and

3:32.4

3:39.1

how much iOS has helped me in my
business and I run the podcast just like

3:39.1

3:44.5

block more enterprises I run that on iOS
as well and he was very excited to hear

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3:51.7

my story and he asked to come on the
show so I am very excited to have for

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4:00.2

you one of the main people around the
EOS operating system please welcome Mike

4:00.2

4:07.1

Payton my lab partner today is Mike
Payton author of get a grip and also a

4:07.1

4:13.0

OS implementer how are you today Payton
I’m terrific tres great to spend some

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4:17.1

time with you and your listeners
well we greatly appreciate you coming on

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4:21.6

and I want to start just right out of
the gate a couple of months ago we had

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4:27.0

the author of the book rocket fuel mark
winners on and it was a great episode

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4:33.0

but I received so many questions leading
to people asking this is great

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4:39.1

stuff but I don’t own my company how can
I take advantage of EOS or what can I do

4:39.1

4:44.2

so if you were to speak because you are
directly to the Scaling UP! nation what

4:44.2

4:48.2

would you tell them well I tell them
that a OS is just a simple way of

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4:54.2

operating an entrepreneurial company and
to the extent that you can share the

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4:58.4

content I’m about to share with you and
your listeners with the people who own

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5:04.6

and run your business if this resonates
with you I’d urge you to connect them to

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5:08.3

the podcast and the other resources we
talked about because I think it’ll help

5:08.3

5:13.7

them run a better business and lead a
better life and I think if the business

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5:19.0

is running in a way that you’re excited
by and enthused about it’ll help you

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5:22.4

feel better about your role in that
organization as well

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5:27.2

well Peyton I cannot speak more highly
about AOS my company’s been running on

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5:32.7

that for about three years now and I’ve
gotten so excited about talking to you I

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5:37.0

forgot to introduce you so now we’ve set
the stage for what we’re going to talk

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5:41.7

about Peyton do you mind telling the
audience a little bit about yourself you

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5:47.1

met so you know I grew up in a household
full of entrepreneurs and teachers my

5:47.1

5:51.5

parents were entrepreneurs my
grandparents were teachers a high school

5:51.5

5:57.8

math teacher and a sixth grade teacher
and so out of college I cut my teeth in

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6:03.4

banking found that I loved spending time
with my clients and didn’t so much love

6:03.4

6:08.8

spending time with other bankers and so
after about 10 years and in banking I

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6:15.2

left to join the leadership team for one
of my clients and that was the first of

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6:20.0

four experiences I had running or
helping run an entrepreneurial company

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6:25.3

and two of those experiences were great
successes two were miserable train

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6:29.3

wrecks to be perfectly candid with you
and it was the fourth of those

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6:36.1

experiences one of the train wrecks that
caused me to discover a OS about eleven

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6:41.8

years ago a friend of mine introduced me
to Geno’s material he was a client of

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6:46.7

Geno’s in southeast Michigan and as soon
as I started reading

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6:52.7

traction and studying a OS I just felt
like I had found a kindred spirit and

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6:58.8

was immediately drawn to its simplicity
and its holistic ability to make

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7:03.0

entrepreneurial companies and
entrepreneurial leaders better at what

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7:08.6

they do and so since then I’ve been
doing nothing but being a full-time US

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7:14.1

implementer and about three years ago
three and a half years ago took over the

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7:19.4

role of visionary for iOS worldwide
replacing Gino in that role as part of

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7:25.1

his longtime succession plan
so very excited to be here and share a

7:25.1

7:28.7

OS with you and your listeners well I
haven’t been keeping score but I’m

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7:34.7

pretty sure between the both of us we’ve
said ëoh 42 times so for those people

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7:40.1

that have not heard the previous podcast
or just don’t know an EOS is what the

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7:47.5

heck is a OS yes so iOS stands for the
entrepreneurial operating system and as

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7:52.4

I said earlier just a simple holistic
way of operating an entrepreneurial

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7:58.3

company that helps the owner and the
leadership team get better at three

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8:04.4

things we call vision traction and
healthy so vision is getting everybody

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8:10.5

on the leadership team 100% on the same
page with where the company’s going and

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8:15.5

how it plans to get there traction is
instilling discipline and accountability

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throughout the organization top to
bottom side to side so wherever you look

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8:24.5

people are executing on your vision and
then healthy is making the team a more

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8:31.1

cohesive functional open and honest
fun-loving leadership team because a lot

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8:36.6

of times at a fast-moving hard-charging
entrepreneurial company the leaders are

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8:41.5

very good at being on the same page and
and healthy team members and so from

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8:44.6

there we find as goes the leadership
team so goes the rest of the

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8:48.6

organization ultimately a company
running on EOS gets to the point where

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8:53.3

everybody’s crystal clear on the vision
and working hard to support that vision

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8:57.3

there’s discipline and accountability
throughout the company and everybody’s

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8:59.7

working together in a more cohesive
funky

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9:03.1

fashion working together to achieve a
common goal

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9:07.4

now you’ve experienced AOS from both
sides of the table you had it

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9:11.8

implemented with the company you were
working in and now you implement it

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9:15.8

within other companies what are some
lessons learned from both of those

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9:22.3

experiences well to be perfectly candid
my first experience was attempting to

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9:27.2

implement some of the concepts in an
organization whose founder and owner

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9:32.8

wasn’t interested in changing the way
the company operated at a fundamental

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9:39.2

level and so lesson number one is if the
people in charge don’t want to run their

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9:44.1

business this way it will not work and
it’s important for me to let your

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9:50.3

listeners know that iOS is an operating
system that isn’t for everyone and so

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9:56.5

I’d urge your listeners to to understand
one thing it’s it’s what we call the EOS

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10:02.1

creed and what we believe is you can’t
run a great business on multiple

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10:07.3

operating systems you must choose one so
a vos doesn’t resonate with your

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10:11.8

listeners I’d urge the owners and
leaders of their companies to go find an

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10:16.5

operating system that does resonate with
them and adopt that you know some other

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10:21.8

common frustrations and challenges and
entrepreneur encounters and I think a OS

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10:29.0

helps address our most business owners
most leaders are frustrated with profit

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10:34.0

there’s not enough to be perfectly
candid with growth they’ve hit the

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10:38.5

ceiling they’re not growing fast enough
a lot of owners and leaders are

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10:43.6

frustrated with their people everywhere
they look nobody seems to get it or want

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10:49.4

it as much as I do or care enough and so
these are just common frustrations that

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10:53.8

entrepreneurs and leaders face running
businesses and if you’re feeling that

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10:59.0

way I just want everybody to know you’re
normal and there are tools and systems

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11:02.1

and processes out there that can help
you with that

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11:06.7

hey not going to tell you I felt that
way even before I started owning my own

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11:11.2

business when I was out as a service
technician I felt that there were only

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11:15.7

things that I
could do for my customers and I was the

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11:21.3

only one that could do them and because
I was trying to do everything I couldn’t

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11:26.1

do it the way that it needed to be done
and it wasn’t till later than life when

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11:32.0

I became a business owner that I adopted
that same mentality and now I was able

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11:37.2

to afford to bring other people on to
help me with doing these items and I

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11:41.0

found out I wasn’t very good at them I
was trying to do them because I thought

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11:43.9

I was the only one that could do them
but then I realized that I didn’t have a

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11:48.4

talent for them and most of all I didn’t
even enjoy it and I’m trying to get to

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11:55.4

the the exercise that iOS has which is
delegate and elevate and that was just

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12:00.2

such an amazing exercise for me because
I realized I didn’t have to be good at

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12:03.6

everything and I definitely didn’t love
everything and it wasn’t until I did

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12:06.8

that exercise that I realized it was
okay to let go with some of that stuff

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12:12.1

do you mind telling the audience a
little bit about that exercise yeah and

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12:16.6

I’m gonna do a little preemptive therapy
before I go into detail about that I

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12:21.2

could use lots of therapy so please so
the first thing I want to share with you

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12:27.7

is that everybody who starts a business
from scratch encounters this phenomenon

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12:33.2

literally everybody because when you are
successful building a business from

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12:39.8

scratch you need to adopt a whatever it
takes mentality and so you know you wake

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12:43.6

up one day and the shop floor needs to
be swept and there’s nobody else there

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12:47.0

to sweep it you got to get good at
sweeping the shop floor there’s nothing

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12:50.6

wrong with that
but one of the things that is just true

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12:56.9

about entrepreneurship is that the
skills and disciplines and attitudes

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13:03.1

required to build something from scratch
are not the same skills disciplines and

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13:08.8

attitudes required to build and scale a
business and so your podcast is called

13:08.8

13:14.7

Scaling UP! you need to master a new set
of skills disciplines and attitudes in

13:14.7

13:20.5

order to transition from a sole
practitioner to a company with a bunch

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13:25.7

of people who are put on the planet to
do the kind of work that is critically

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13:28.7

important
to build and manage your growing

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13:34.0

business and what we teach entrepreneurs
when we’re teaching the concept of

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13:39.6

delegating and elevating is you’ve got
to get back in touch with what what Dan

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13:45.1

Sullivan who runs a business called
strategic coach calls your unique

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13:50.3

ability in other words the stuff you
love to do and are best at what your

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13:55.8

genetically encoded to be on the planet
to do and when you’re successful

13:55.8

14:00.6

building a business from scratch what
happens is you end up getting pretty

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14:05.8

good at a bunch of stuff that you don’t
love doing and delegate and elevate is

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14:10.6

just a tool and a process that your
listeners can walk themselves through

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14:15.0

that gets them back in touch with that
short list of things they are

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14:19.6

genetically encoded to do so if they
were to have that sheet in front of them

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14:24.4

can you describe what that looks like
you met so it starts with a time or

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14:30.0

activity study where we just ask our
leaders to make a list of the kinds of

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14:36.0

things they do every week big buckets
full of stuff that take 15 minutes or

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14:41.7

long or each and to build a list of
those things and assign the average

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14:46.6

amount of time they spend in a typical
week to each of those activities so if

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14:51.3

you’re in meetings regularly how much
time a week do you spend in meetings for

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14:57.3

example and once they have that list we
just ask the entrepreneurs to put each

14:57.3

15:04.2

of the items on that list into one of
four categories in the upper left hand

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15:09.5

quadrant is the stuff you love to do in
our best at the upper right-hand

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15:15.5

quadrant the stuff you like to do and
are good at the lower left-hand quadrant

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15:22.3

is the stuff you don’t like to do but
you’re good at and that is where most

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15:29.8

leaders managers and employees go to die
it’s the classic definition of hell I’m

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15:35.3

good at it so I can’t delegate it but I
hate it and then in the lower right-hand

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15:39.1

quadrant it’s a stuff you’re not very
good at and you don’t like

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15:44.1

do it and so once you have all those
activities segmented to those four

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15:50.4

categories tres then what we ask you to
do is delegate stuff from the bottom

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15:54.7

four quadrants so whatever your
definition of full-time every week is

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16:01.4

instead of getting rid of 15 hours worth
of stuff you like to do and are good at

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16:05.0

get rid of the stuff you don’t like to
do in aren’t good at because there are

16:05.0

16:09.5

people around you as you grow your
business that like to do and are great

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16:13.5

at some of the stuff you don’t like to
do and aren’t very good at if that makes

16:13.5

16:18.0

sense pain that makes perfect sense
I got to tell you if I had that

16:18.0

16:22.1

information even when I started in this
business even though I didn’t own my own

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16:26.4

business that would have helped me
tremendously would it be all right if I

16:26.4

16:31.3

put a copy of the delegate and elevate
page on my show notes page yes you bet

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16:35.2

all right so I will have that up there
and I challenge everybody in the Scaling UP!

16:35.2

16:39.4

nation to figure out these items
because I tell you if I would have done

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16:44.6

this earlier in my career I think I
would have been a lot happier Tracey

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16:48.1

little resource I want to mention to
your listeners while we’re talking about

16:48.1

16:54.3

it is delegate and elevate is written up
in pretty significant detail in one of

16:54.3

16:59.9

the books in the traction library called
how to be a great boss and so for those

16:59.9

17:04.4

of your listeners who are not owners of
their own company how to be a great boss

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17:09.6

is a great resource for people who just
want to be better leaders and managers

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17:15.4

and if you want to apply that delegate
and elevate tool and you want some more

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17:20.2

detail around it that’s probably the
best book to give you that detail great

17:20.2

17:25.4

advice we’re going to come back to all
the books in the eos series I believe

17:25.4

17:29.4

there’s five and each one is a Jim I
want to make sure that we do have some

17:29.4

17:32.9

time later in the program to cover that
so if I forget make sure we please come

17:32.9

17:38.8

back to that yeah let’s talk about you
being an EOS implementer what would you

17:38.8

17:44.3

say your biggest challenge was keeping
everybody anonymous of course with

17:44.3

17:49.9

implementing the EOS program somewhere
there’s there’s two things that that I

17:49.9

17:57.1

found challenging from the Star
and the first was resisting the

17:57.1

18:03.5

temptation to do the work for my clients
and focusing only on the three roles

18:03.5

18:09.0

that an EOS implementer is feeling for
an entrepreneurial company and those

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18:14.9

three roles are teacher coach and
facilitator and so when we say teacher

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18:19.8

my job as an EOS implementer is simply
teaching the people who owned and run a

18:19.8

18:25.4

business how to purely implement AOS I’m
not an expert on any other subject and

18:25.4

18:30.8

so my teaching is combined to helping
people learn how to adopt this way of

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18:35.7

operating when I talk about being a
coach I have the luxury of being

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18:40.5

surrounded by entrepreneurial leadership
teams all day every day and so you get

18:40.5

18:45.6

to be real good at watching people play
the game of business and so my clients

18:45.6

18:52.1

actually pay me to point out things
they’re struggling with not very good at

18:52.1

18:59.6

destructive tendencies unhealthy
behaviors and so I frankly get paid to

18:59.6

19:03.3

whack people on the side of the head
with a 2×4 from time to time when

19:03.3

19:08.0

they’re being their own worst enemies
the third role is facilitator what that

19:08.0

19:13.8

means is we believe all the wisdom
necessary to run a great entrepreneurial

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19:19.5

company must exist in the room when the
leadership team is present and so we

19:19.5

19:23.9

don’t give answers to our clients when a
client turns to me and says how do I fix

19:23.9

19:29.3

my sales and marketing problem Peyton my
job is to facilitate the wisdom in the

19:29.3

19:34.8

room to a single answer not to give the
answer and so for a guy who’s a

19:34.8

19:40.7

genetically encoded problem solver I’m
walking around a framed up house with a

19:40.7

19:44.6

bunch of nails sticking out a two by
fours and I’m carrying a hammer I want

19:44.6

19:48.9

to bang those nails in and I can’t do
that if I’m gonna be a great US

19:48.9

19:53.8

implementer so that was problem number
one problem number two is I encountered

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20:01.0

a lot of clients in the early days that
maybe didn’t want to confront and

20:01.0

20:05.4

resolve some of the most pressing issues
facing the biz

20:05.4

20:10.8

business and I found that when I wanted
to fix it more than they did I started

20:10.8

20:17.1

doing damage rather than helping and so
Gina Whitman the founder of vos

20:17.1

20:21.9

worldwide and the creator of vos you
know did a little therapy on me and

20:21.9

20:26.8

helped me understand that my job is to
teach coach and facilitate and let the

20:26.8

20:32.1

clients decide when and how to apply the
tools I was sharing with them to resolve

20:32.1

20:38.0

their problems when it made sense what
would you say your biggest success story

20:38.0

20:43.7

is working with a company vos worldwide
did a survey probably six years ago of

20:43.7

20:48.9

the early adopters of the process
expecting one of the questions we asked

20:48.9

20:53.9

was what were the results you got as a
result of implementing EOS and we

20:53.9

21:00.7

expected to hear we’re growing faster
we’re more profitable that kind of stuff

21:00.7

21:08.0

82% of the respondents said their number
one takeaway was an improved quality of

21:08.0

21:15.3

life and so the success stories that I
revel in are the emails I get from

21:15.3

21:20.4

leadership team members who say thank
you for giving me my life back I got an

21:20.4

21:26.0

email from the wife of one of my
entrepreneurial founders saying thank

21:26.0

21:30.8

you for reintroducing my husband to me
and his family those are the success

21:30.8

21:36.0

stories that really resonate with me you
know I could share other empirical data

21:36.0

21:41.3

with you like growth rates improve
profitability I have one longtime client

21:41.3

21:46.5

that started with me when they had 11
employees about seven years ago that

21:46.5

21:52.7

just went public last week so that’s an
amazing transformational success story

21:52.7

21:58.6

but at the end of the day what really
excites me and the rest of our eoh is

21:58.6

22:03.5

the ability to give the people who owned
and run entrepreneurial businesses their

22:03.5

22:07.4

life back and let them re-engage with
their families and feel better about

22:07.4

22:11.3

going to sleep every night and it just
occurred to me that you and I have

22:11.3

22:15.4

mentioned the metaphor about the
operating system several times on this

22:15.4

22:18.8

show and I don’t want people to take
away that

22:18.8

22:23.9

is some sort of software that you bring
into your company do you mind speaking a

22:23.9

22:28.7

little bit around the metaphor of why
it’s called an operating system yeah so

22:28.7

22:34.7

I’m just the same way that the MacBook
I’m looking at in front of me has a

22:34.7

22:40.5

bunch of stuff going on behind the
scenes that allows it to present itself

22:40.5

22:48.2

as a coherent easy-to-use elegant tool a
business has an operating system a bunch

22:48.2

22:52.4

of stuff that happens behind the scenes
that your customers or vendors or

22:52.4

22:59.2

stakeholders don’t see but it’s how you
set priorities create and communicate a

22:59.2

23:07.2

vision and a plan make decisions align
everybody in the organization keep score

23:07.2

23:14.8

simplify document and get followed by
everyone in the business your processes

23:14.8

23:19.4

the things that make you uniquely
valuable to your customers those are the

23:19.4

23:23.0

kinds of things that are happening
behind the scenes in an entrepreneurial

23:23.0

23:27.1

company that maybe the people who have
been around longest don’t give any

23:27.1

23:32.6

thought to but unless everybody in your
organization agrees on how those things

23:32.6

23:36.8

are supposed to work frankly you’re just
running around like chickens with your

23:36.8

23:41.6

heads cut off hoping you’re on the same
page and that’s why implementing a

23:41.6

23:46.1

system like EOS with a handful of simple
practical tools can make such a

23:46.1

23:51.8

difference i think jim collins uses the
analogy of the right people on right

23:51.8

23:55.2

seats of the bus and he got that from
another book do you remember what that

23:55.2

24:01.2

was uh was that energy bus oh yes I
think you’re right yeah I know he wrote

24:01.2

24:06.8

it up in good to great at some length
but yes I think you’re right we used

24:06.8

24:11.7

that as a metaphor in our company all
the time that the the bus is the company

24:11.7

24:18.0

and having the system really allowed us
to work on the inside of the bus on the

24:18.0

24:22.8

outside of the bus making sure that it
was tuned up it was in tip-top shape it

24:22.8

24:26.6

was going in the right direction and
then we started getting the right people

24:26.6

24:30.0

in the right positions ie seats on the
bus

24:30.0

24:34.9

and we’ve looked at many programs on we
really didn’t know we had a problem

24:34.9

24:39.3

until we started looking at the EOS
system and then finding out oh we

24:39.3

24:45.9

probably should do this stuff i I can’t
say enough how much that AOS has helped

24:45.9

24:50.5

Blackmore enterprises and I just really
want to thank you for for sharing all

24:50.5

24:56.5

your experiences and knowledge coming in
and I want to ask so for that person

24:56.5

25:02.1

that doesn’t own the company what’s the
takeaway that you want them to go away

25:02.1

25:07.9

with well you know it depends on what
your role in your organization is how

25:07.9

25:13.7

much impact you can have on the people
making the decisions who owned or run

25:13.7

25:20.6

the company but if what you learn about
AOS as a way of operating and a set of

25:20.6

25:24.5

simple practical tools resonates with
you and you think it’ll help your

25:24.5

25:29.6

business you know I had urged you to
share the content via the books or the

25:29.6

25:36.3

website or our app the videos and the
tools we we allow people to download at

25:36.3

25:40.5

no charge from the website share that
with the people who make decisions at

25:40.5

25:47.0

your business every day because us is is
catching fire around the world and in

25:47.0

25:52.0

some major metros throughout North
America it’s very difficult to find a

25:52.0

25:55.8

group of business owners who aren’t
talking about EOS already but in others

25:55.8

26:01.7

you know those little ideas takes heed
no matter where they start if you aren’t

26:01.7

26:06.2

able to influence the people who make
those decisions a lot of the resources

26:06.2

26:10.7

we provide will make you a better leader
and manager if you have some people that

26:10.7

26:16.0

report to you will help you clarify your
own vision and your own plan for

26:16.0

26:21.9

whatever role you have in the
organization will bring some clarity and

26:21.9

26:26.0

simplicity to your life when maybe you
don’t have them there’s quite a bit of

26:26.0

26:32.5

content that simply helps people run and
participate in better meetings so you

26:32.5

26:35.9

know I would urge people to do their own
study and see if they can find some

26:35.9

26:40.3

nuggets that will make their business
and in their life a little bit better so

26:40.3

26:44.7

now let’s talk directly to the business
or what are the takeaways that you’re

26:44.7

26:50.4

hoping that they come away with well
number one don’t lose sight of your

26:50.4

26:56.1

vision and passion most entrepreneurs
start their businesses because they have

26:56.1

27:00.4

passion for something and they’re really
good at something and they happen to win

27:00.4

27:05.2

a piece of business that gives them an
opportunity to create revenue and profit

27:05.2

27:12.9

and the art and science of building a
going concern often disconnects the

27:12.9

27:19.5

owners from that vision and passion and
so don’t lose sight of that and then

27:19.5

27:21.8

secondly you already brought it up
earlier

27:21.8

27:27.8

make sure to surround yourself with a
great people who are good at and have

27:27.8

27:32.7

passion for the stuff your business
needs that maybe you’re not good at and

27:32.7

27:37.6

have no passion for and let go of the
vine let them take it and run with those

27:37.6

27:44.0

things because it’ll help you build and
scale your business great advice

27:44.0

27:48.6

let’s now talk about the books in the
eos series and i want to let you know

27:48.6

27:52.6

that I’m a member of Vistage and my
Vistage coach has been on this show

27:52.6

27:57.0

before
Tim Fulton he was episode 22 and he was

27:57.0

28:03.2

the one that introduced me to the book
traction and when geno started talking

28:03.2

28:06.9

about all the issues that he was trying
to solve it was almost as if he just

28:06.9

28:12.3

looked straight into my company and said
I’m gonna fix this I was amazed at how

28:12.3

28:16.3

well that was written and how well it
actually solved some of the things that

28:16.3

28:21.5

we were dealing with now I will add none
of it was easy and we are still making

28:21.5

28:25.1

sure that we do the best that we can and
if we ever take our eyes off that ball

28:25.1

28:29.0

it is going to go back to the way it was
but it all started with the book

28:29.0

28:32.5

traction there are five books in the
series do you mind telling the

28:32.5

28:36.2

Scaling UP! nation a little bit about
each book in the series and why they’re

28:36.2

28:40.0

in the series yeah happy to do so and I
would just start by saying that was

28:40.0

28:47.1

exactly my reaction when I read traction
eleven years ago is it is simple but the

28:47.1

28:52.9

way Gino has pulled all these assets
together and created a coherent simple

28:52.9

28:56.5

easy to adapt approach to implementing
this

28:56.5

29:00.3

in your business is really something
amazing so I would definitely tell your

29:00.3

29:06.1

listeners to start with traction it lays
the foundation for using these tools in

29:06.1

29:13.3

your business it’s a simple but engaging
how-to manual for what yo s is and how

29:13.3

29:17.2

to use the tools in your company
now the second book in the series is

29:17.2

29:23.6

called get a grip and Gino and I wrote
that together about seven years ago and

29:23.6

29:30.7

get a grip is an entrepreneurial fable
it’s a story a real-world nitty-gritty

29:30.7

29:35.7

story about a leadership team who
founded an entrepreneurial company are

29:35.7

29:42.2

running it and they’ve hit the ceiling
and it lays out for the readers how a

29:42.2

29:47.4

professional a OS implementer like
myself or the hundred and ninety seven

29:47.4

29:51.9

other people we have around the world
that do this work how we engage with a

29:51.9

29:57.3

client to purely implement a OS the
third book in the series is written by

29:57.3

30:01.6

Gino Whitman and Mark winters who you
have already mentioned was on your show

30:01.6

30:06.4

previously and that’s the book that goes
into great detail about the powerful

30:06.4

30:13.5

visionary integrator duo that very often
works together to run an entrepreneurial

30:13.5

30:17.9

company running on EOS the fourth book
in the series is called how to be a

30:17.9

30:23.4

great boss by Gino Whitman and my
longtime friend and colleague Rene bore

30:23.4

30:29.0

and that’s the book about how to be a
great leader and manager using a lot of

30:29.0

30:34.6

the tools in the EOS process and a great
resource for people who are leaders and

30:34.6

30:38.9

managers in a company that isn’t running
on EOS so a great answer to the question

30:38.9

30:43.8

what do you do with this content if you
don’t own your own business and then the

30:43.8

30:49.5

last book that was published about nine
months ago is called what the heck is

30:49.5

30:58.3

EOS by Gino Whitman and Tom Bower and
that book is for the employees of a

30:58.3

31:04.4

company running on EOS it explains the
fundamentals of the terminology and the

31:04.4

31:10.6

tools that make up a OS and equips
employees with the tools they need

31:10.6

31:14.7

I do their part to help the business
room purely on the system are there any

31:14.7

31:19.2

more books plans to be added to the
series well we’ve got a couple of other

31:19.2

31:24.5

ideas but nothing in the near term
hopper the the book at the top of the

31:24.5

31:31.4

list is a book about process when done
the eos way sort of a high-level 20/80

31:31.4

31:36.8

approach to documenting simplifying and
getting your core processes followed by

31:36.8

31:41.7

all in my mind it’s a thematic work that
helps people understand that you don’t

31:41.7

31:47.2

have to create a thousand-page SOP
manual that just collects dust in a

31:47.2

31:51.7

corner in order to strengthen the
process component of your business you

31:51.7

31:56.0

know I tell you something that we
struggle with is what to put in a

31:56.0

31:59.1

procedure and what not to put in a
procedure because the last thing I want

31:59.1

32:06.2

to do is to not allow my guys to think
in the moment of choice and take that

32:06.2

32:12.1

away from them so how far do you go in a
process so you don’t edge on that yeah

32:12.1

32:16.5

so it’s so funny that you say that
because before we started the show we

32:16.5

32:20.1

were talking about the conference for
companies running on the OS which my

32:20.1

32:26.1

friends and colleagues Tom Bower
Alex Freitag and Victoria Cabot run

32:26.1

32:29.9

every year and that was just in
Minneapolis last week or a couple of

32:29.9

32:34.3

weeks ago and I gave a presentation at
the conference about strengthening your

32:34.3

32:39.3

process component and so this is very
topical for me I’m excited about this

32:39.3

32:46.2

content and the truth of the matter is
we just want you to document the 20% the

32:46.2

32:52.9

essential major steps in the handful of
core processes that truly make your

32:52.9

32:58.2

company unique and special and make your
customers and vendors and other

32:58.2

33:03.9

stakeholders recognize you as you if you
were doing everything in your business

33:03.9

33:09.2

what would you make sure you did every
time in these handful of core processes

33:09.2

33:15.1

so short answer is document the 20% of
the steps in the process they get you

33:15.1

33:22.2

80% of the most important compliance and
leave the rest of the detail to the line

33:22.2

33:27.5

level managers the
leaders and yourself when the one-off ad

33:27.5

33:35.0

hoc nuanced exception type things occur
well if I get a vote I very much hope

33:35.0

33:37.5

that you guys come out with that book
and I would like to be on the waiting

33:37.5

33:42.6

list to receive one of the first copies
of that first note race well let’s talk

33:42.6

33:47.8

about implementing because we talk about
what you do but us is unique I think

33:47.8

33:53.1

with you can implement by hiring
somebody like yourself or you can simply

33:53.1

33:58.6

just use all the free tools free I said
that and you can do it yourself

33:58.6

34:02.5

or you can use a hybrid of the two do
you mind speaking around that and why

34:02.5

34:09.0

EOS allows that yeah so on everything
about our organization was founded on a

34:09.0

34:13.4

couple of principles I’ll described as
help first which is one of our core

34:13.4

34:17.6

values so everybody who is an EOS
implementer was put on the planet to

34:17.6

34:23.8

help entrepreneurs and and everything we
just baked into everything we do we do

34:23.8

34:28.3

not ever want to take a dollar of
revenue until we’ve delivered a dollar

34:28.3

34:34.1

of value first the second concept is
what we call an abundance mindset this

34:34.1

34:39.2

belief that if we share what we have to
offer with the world there is plenty to

34:39.2

34:43.6

go around
and so Gino really created this

34:43.6

34:48.5

organization based on those principles
and so what we have done is packaged

34:48.5

34:54.6

everything that is the OS in the most
easily accessible way and we walk around

34:54.6

35:00.3

with confidence that the people who want
to do this purely get real value fast

35:00.3

35:06.6

and permanently embed us in their
organizations will decide that the best

35:06.6

35:11.9

way for them to do that is to reach out
to a member of our professional gos

35:11.9

35:17.5

implementer community and hire us to
help them purely implement a OS in their

35:17.5

35:22.5

business we also believe that there are
a lot of leaders and owners out there

35:22.5

35:29.3

who want to read the books
download the free tools and implement a

35:29.3

35:33.7

OS on their own and we are completely
comfortable with that and there are a

35:33.7

35:37.3

lot of organizations out there
we do a reasonably good job of

35:37.3

35:41.6

implementing EOS without the aid of one
of our professional implementers and

35:41.6

35:48.1

then there’s a middle ground which which
is what we call assisted self

35:48.1

35:53.5

implementation and so we’ve created an
online resource center called Basecamp

35:53.5

35:59.8

for your business owners and leaders who
want to learn purely how to implement

35:59.8

36:05.6

AOS in their own organizations Basecamp
which you can access from our website

36:05.6

36:13.6

u.s. worldwide dot-com Basecamp is a set
of videos implementer guides and other

36:13.6

36:20.3

resources that will help you do that in
as close away as you can possibly get to

36:20.3

36:24.9

the way a professional implementer will
help you and so those are your three

36:24.9

36:31.0

options they have varying levels of cost
and benefit and we just urge your

36:31.0

36:35.8

listeners who want to learn more to
explore all those options and reach out

36:35.8

36:41.4

to one of us to talk to you about your
options before you get started well so

36:41.4

36:46.9

how would somebody find out more about
us to speak with somebody like yourself

36:46.9

36:51.1

– you already mentioned the website I’ll
make sure to put that on the show notes

36:51.1

36:55.2

page but what are some of the things
that people can do to learn more yeah so

36:55.2

36:59.4

definitely the website is the place
where you can find everything I’m about

36:59.4

37:06.5

to mention but the the website has a
bunch of free tools and public domain

37:06.5

37:13.7

videos that help people implement
VOS in their businesses it is also a

37:13.7

37:20.0

place where you can find a professional
gos implementer the top menu bar has a

37:20.0

37:26.9

menu item called find an EOS implementer
and I can’t stress enough even if your

37:26.9

37:33.0

intention is to self implement I would
urge you to reach out to a local

37:33.0

37:38.2

professional gos implementer which you
can find on our implementer guide at the

37:38.2

37:44.1

site and we are going to come give you
90 minutes of our time to help paint a

37:44.1

37:48.8

picture for you of what a company
running on EOS truly looks and feels

37:48.8

37:51.7

like
so that even if you go out and do this

37:51.7

37:56.0

work on your own you’re gonna have a
clearer sense of what done looks like

37:56.0

38:01.2

it’s like the picture on the box of a
jigsaw puzzle before you start the

38:01.2

38:05.8

jigsaw puzzle so I’d urge your listeners
to reach out to a member of our

38:05.8

38:12.3

community and then you can also find a
link to the traction library which are

38:12.3

38:17.5

all five of the books we’ve talked about
the there is a clear description of what

38:17.5

38:21.7

each book is and who it’s for and our
publisher has worked with us to offer

38:21.7

38:27.1

all of those books at a deep discount to
people who order them in some bulk on

38:27.1

38:31.8

our website so great resources out there
available for anybody who wants to learn

38:31.8

38:36.4

more great information I want to thank
you for coming on the show and I’m not

38:36.4

38:40.0

dismissing you yet we still got some
lightning round questions but I just

38:40.0

38:44.9

want to let you know that I am thankful
for what you’ve done what the folks at

38:44.9

38:50.5

iOS have done because it truly has
changed the way I’ve run my business and

38:50.5

38:55.9

I do have more times and I’m doing
things better so thank you for that my

38:55.9

39:01.1

pleasure and thank you for helping us
spread the word trace it’s extremely

39:01.1

39:05.5

valuable to us as well well are you
ready for some lightning round questions

39:05.5

39:12.9

got my hand on the buzzer here Alex all
right well that score value is double so

39:12.9

39:19.2

it’s anybody’s game at this point no all
right so I’m a big Back to the Future

39:19.2

39:23.2

fan so imagine you’re in that movie
we’re getting in the DeLorean we’re

39:23.2

39:28.0

setting the time circuits back to the
very first day where you were an EOS

39:28.0

39:33.2

implementer what do you know now that
you would go back in time and give

39:33.2

39:39.1

yourself advice about trust the process
that’s an easy one just trust the

39:39.1

39:45.7

process teach it as purely as you can
stay in your lane and let your client

39:45.7

39:51.7

adopt this system at his or her own pace
what are the last three books that

39:51.7

39:57.7

you’ve read so one is a non-business
book called the Sun by Philip Mayer

39:57.7

40:02.2

amazing amazing book I believe it’s been
turned into a

40:02.2

40:07.1

Netflix series but the book is
remarkable and then to business books

40:07.1

40:14.0

essentialism by Greg McKeown and the gap
by Dan Sullivan who runs the strategic

40:14.0

40:19.9

coach program really amazing works
obviously some point in your lifetime

40:19.9

40:25.3

they’re gonna make a movie about you who
plays you in this movie and such an

40:25.3

40:31.8

unfair question so I have the great
pleasure of having met Matt Damon’s

40:31.8

40:38.3

mother many years ago at a film festival
and she suggested to me that Matt Damon

40:38.3

40:43.6

and I look enough alike that we could
get away with playing one another in a

40:43.6

40:47.0

movie but definitely not the Bourne
Identity

40:47.0

40:51.4

Matt Damon because I’m nowhere near that
buff it would have to be one of his

40:51.4

40:57.0

other more puffy characters let’s put it
that way and you got mom’s approval so

40:57.0

41:04.2

it’s going to happen yes alright my last
question is you now have the ability to

41:04.2

41:09.8

talk to anybody throughout history who
would it be with and why yeah so this

41:09.8

41:14.8

has been true for a good part of my life
it’s Ben Franklin I think about

41:14.8

41:20.3

entrepreneurship and leadership and I
can’t think of a better crucible where

41:20.3

41:27.0

those two things come together than
Benjamin Franklin and and I also think

41:27.0

41:32.7

Ben Franklin was delightfully odd and of
all the things I like to do in my life

41:32.7

41:38.8

and and in my work it’s connecting with
delightfully odd really hardworking

41:38.8

41:43.7

really passionate really devoted people
who are just trying to make something

41:43.7

41:48.2

great happen in the world and he kind of
says it for me and so that’s why I’d

41:48.2

41:51.7

like to spend a little time with him if
I could well I think it’s a great answer

41:51.7

41:56.3

and I think it’s a great reason because
you’re making great things happen in

41:56.3

42:00.4

other people’s businesses so I want to
thank you for coming on Scaling UP! and

42:00.4

42:05.5

hopefully creating that spark maybe
people don’t use traction or us but

42:05.5

42:09.2

maybe they do start thinking about the
processes and things that they’re doing

42:09.2

42:14.4

so I want to thank you for coming on the
show and sharing those ideas absolutely

42:14.4

42:18.6

my pleasure trace thanks
for having me I’ve said it before I’ll

42:18.6

42:24.6

say it again one of the coolest things
about this podcast is that I get to meet

42:24.6

42:30.4

people that have really helped me in
business learn more from them and also

42:30.4

42:35.6

thank them for what they’ve been able to
do for me in business

42:35.6

42:40.8

so Payton thank you so much for coming
on the show and thank you for all that

42:40.8

42:47.8

you have done for us and in turn
allowing a program out there that has

42:47.8

42:54.3

helped my company so much folks you’re
probably wondering about iOS and one of

42:54.3

42:58.7

the great things that you can do is you
can go on their website and you can go

42:58.7

43:06.6

to attraction iOS worldwide dot-com and
they have everything for you to look at

43:06.6

43:12.2

and it’s not gonna cost you a dime I
think there’s about 25 different tools

43:12.2

43:18.3

on the website that are free for you to
download and look at it and figure out

43:18.3

43:22.7

if this is something that is right for
your company some of these tools we’ve

43:22.7

43:27.0

already talked about the delegate and
elevate tool in fact I’m gonna make sure

43:27.0

43:31.3

that I have that on my show notes page
so you can see that but then there are

43:31.3

43:36.1

also so many other things there are
items that allow you to have a better

43:36.1

43:42.2

meeting their items that allow you to
get everybody on your team rowing in the

43:42.2

43:47.0

same direction so everybody has the same
vision that they’re trying to build and

43:47.0

43:51.8

I got to tell you as a business owner
that was something that I never

43:51.8

43:57.3

considered until I started getting
involved with the EOS system I knew

43:57.3

44:03.1

exactly why I wanted to start my own
company and all the reasons behind that

44:03.1

44:09.9

but only a few people in my company I
had shared that story with and how are

44:09.9

44:16.0

people going to get motivated in the
same way that I do if I don’t tell that

44:16.0

44:21.9

story so I make sure that every new hire
that comes in to Blackmoor Enterprises

44:21.9

44:27.6

they know exactly why I started this
company and what I’m trying to create

44:27.6

44:31.7

that I
couldn’t find that already existed that

44:31.7

44:39.1

alone was so helpful for me sharing the
vision of the company but everybody else

44:39.1

44:45.2

getting energized around that vision
because now they can see why I did that

44:45.2

44:50.2

and that was just one of the themes out
of all of the many things that I have

44:50.2

44:55.7

learned from the EOS system the EOS
model has six key components that’s the

44:55.7

44:59.9

vision that’s what I was just talking
about where everybody understands where

44:59.9

45:05.7

we’re going to use the bus metaphor that
I mentioned with Payton we have a bus

45:05.7

45:09.5

the right people are on the bus and now
the bus is going in the right direction

45:09.5

45:14.7

vision is where the bus is going the
people of course are all the people that

45:14.7

45:20.7

work in the company the people allow the
company to do what the company does and

45:20.7

45:27.2

then we have data our company has so
much data and there are a bunch of

45:27.2

45:31.8

different ways that we can look at it if
we’re now looking at what that data is

45:31.8

45:36.9

telling us we are now able to make
decisions and when I work with other

45:36.9

45:42.5

water treatment firms and I coach them
or I try to help them become bigger than

45:42.5

45:46.8

they are or better than they are or
change some of their items we always

45:46.8

45:52.7

look at data because that is the story
that your current program is telling you

45:52.7

45:59.1

and if we make a slight change that data
should change as well and we’re able to

45:59.1

46:03.7

see what kind of an impact that we have
one of the other items there is issues

46:03.7

46:10.2

now everything we do has some issues and
the great thing about AOS is we don’t

46:10.2

46:16.8

ignore those issues we invite those
issues to stare a smack dab in the face

46:16.8

46:23.7

so we can deal with the issues before
they become issues how cool is that

46:23.7

46:28.9

we’re thinking of all the reasons why
something won’t work and then we’re

46:28.9

46:35.1

going to overcome those issues as Peyton
was talking about and one of my favorite

46:35.1

46:41.2

things to talk about I’m hoping to do a
paper on this at the AWT Convention

46:41.2

46:48.2

Expo it’s on processes now what are the
processes that allows your company to be

46:48.2

46:54.7

your company that nobody else can do in
the way that you do and now you record

46:54.7

47:00.1

them you train them you educate
everybody who’s in your company on these

47:00.1

47:06.3

processes so you can do them over and
over again and then finally the last

47:06.3

47:13.2

component of the EOS model is traction
and that is putting everything together

47:13.2

47:20.2

making sure the team is coming together
and very efficient meetings folks I

47:20.2

47:27.9

gotta tell you just learning how to run
meetings in the EOS way is far worth any

47:27.9

47:33.1

book price that you’ll ever pay and it
is far worth the amount of money that

47:33.1

47:37.4

you would pay to have a professional
implementer like we had come into our

47:37.4

47:45.3

company so those six items go together
and you are now able to run your

47:45.3

47:50.6

business in a more efficient manner
folks if there’s anything you’ve learned

47:50.6

47:56.2

from this podcast if there’s something
that I feel that has helped me I want to

47:56.2

48:02.1

share that with you so if you go on the
website and you download some of the

48:02.1

48:06.2

tools please take a look at those but
there’s also some quizzes and things

48:06.2

48:11.7

that you can take yourself to see if
this is a program that’s right for you

48:11.7

48:17.8

know I get absolutely nothing if you
sign up for this but I promise it will

48:17.8

48:24.5

help you just as it helped me folks if
you have something out there that you

48:24.5

48:30.0

feel has really helped you or your
company I would love to hear about it

48:30.0

48:36.1

please send me a note Scaling UP! h2o
comm and let me know what that was for

48:36.1

48:41.3

you if that’s something that I can share
with other water treaters I know that

48:41.3

48:45.8

they are going to appreciate you letting
us all know about that folks

48:45.8

48:51.6

I know if you use materials such as
these they have no other option but to

48:51.6

48:58.5

help you in
what you do so I urge you to try this to

48:58.5

49:04.9

try something new so you get better
results and one of the results that I

49:04.9

49:10.8

love is the fact that so many people are
listening to the Scaling UP! h2o podcast

49:10.8

49:19.6

folks were almost 10,000 subscribers and
we’re in 57 countries that is amazing

49:19.6

49:24.1

the only way that that is happening is
you the Scaling UP! nation are out there

49:24.1

49:29.3

and you are telling other water treaters
and other people that would enjoy

49:29.3

49:34.9

listening to this show about this show
so please continue that mission please

49:34.9

49:42.5

help me share Scaling UP! h2o with as
many people as we can and I look forward

49:42.5

49:51.6

to speaking with you next week on
Scaling UP! h2o

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