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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
2:03.7
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
2:14.4
2:23.2
we all have the same core issues that we
have to deal with so that’s the magic in
2:23.2
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
2:48.9
2:56.8
to their tools and processes and it
allows every business out there to work
2:56.8
3:03.2
better I am living proof of that and we
have been using that program for well
3:03.2
3:09.1
over three years and we continue to go
to seminars and trainings because we’ve
3:09.1
3:16.1
seen what the EOS system can do for our
business and we want to continue to let
3:16.1
3:21.3
it do that for our business so we’re
always learning ways that we can do
3:21.3
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
3:44.5
3:51.7
my story and he asked to come on the
show so I am very excited to have for
3:51.7
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
4:13.0
4:17.1
time with you and your listeners
well we greatly appreciate you coming on
4:17.1
4:21.6
and I want to start just right out of
the gate a couple of months ago we had
4:21.6
4:27.0
the author of the book rocket fuel mark
winners on and it was a great episode
4:27.0
4:33.0
but I received so many questions leading
to people asking this is great
4:33.0
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
4:48.2
4:54.2
operating an entrepreneurial company and
to the extent that you can share the
4:54.2
4:58.4
content I’m about to share with you and
your listeners with the people who own
4:58.4
5:04.6
and run your business if this resonates
with you I’d urge you to connect them to
5:04.6
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
5:13.7
5:19.0
is running in a way that you’re excited
by and enthused about it’ll help you
5:19.0
5:22.4
feel better about your role in that
organization as well
5:22.4
5:27.2
well Peyton I cannot speak more highly
about AOS my company’s been running on
5:27.2
5:32.7
that for about three years now and I’ve
gotten so excited about talking to you I
5:32.7
5:37.0
forgot to introduce you so now we’ve set
the stage for what we’re going to talk
5:37.0
5:41.7
about Peyton do you mind telling the
audience a little bit about yourself you
5:41.7
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
5:57.8
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
6:08.8
6:15.2
left to join the leadership team for one
of my clients and that was the first of
6:15.2
6:20.0
four experiences I had running or
helping run an entrepreneurial company
6:20.0
6:25.3
and two of those experiences were great
successes two were miserable train
6:25.3
6:29.3
wrecks to be perfectly candid with you
and it was the fourth of those
6:29.3
6:36.1
experiences one of the train wrecks that
caused me to discover a OS about eleven
6:36.1
6:41.8
years ago a friend of mine introduced me
to Geno’s material he was a client of
6:41.8
6:46.7
Geno’s in southeast Michigan and as soon
as I started reading
6:46.7
6:52.7
traction and studying a OS I just felt
like I had found a kindred spirit and
6:52.7
6:58.8
was immediately drawn to its simplicity
and its holistic ability to make
6:58.8
7:03.0
entrepreneurial companies and
entrepreneurial leaders better at what
7:03.0
7:08.6
they do and so since then I’ve been
doing nothing but being a full-time US
7:08.6
7:14.1
implementer and about three years ago
three and a half years ago took over the
7:14.1
7:19.4
role of visionary for iOS worldwide
replacing Gino in that role as part of
7:19.4
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
7:28.7
7:34.7
pretty sure between the both of us we’ve
said ëoh 42 times so for those people
7:34.7
7:40.1
that have not heard the previous podcast
or just don’t know an EOS is what the
7:40.1
7:47.5
heck is a OS yes so iOS stands for the
entrepreneurial operating system and as
7:47.5
7:52.4
I said earlier just a simple holistic
way of operating an entrepreneurial
7:52.4
7:58.3
company that helps the owner and the
leadership team get better at three
7:58.3
8:04.4
things we call vision traction and
healthy so vision is getting everybody
8:04.4
8:10.5
on the leadership team 100% on the same
page with where the company’s going and
8:10.5
8:15.5
how it plans to get there traction is
instilling discipline and accountability
8:15.5
8:19.7
throughout the organization top to
bottom side to side so wherever you look
8:19.7
8:24.5
people are executing on your vision and
then healthy is making the team a more
8:24.5
8:31.1
cohesive functional open and honest
fun-loving leadership team because a lot
8:31.1
8:36.6
of times at a fast-moving hard-charging
entrepreneurial company the leaders are
8:36.6
8:41.5
very good at being on the same page and
and healthy team members and so from
8:41.5
8:44.6
there we find as goes the leadership
team so goes the rest of the
8:44.6
8:48.6
organization ultimately a company
running on EOS gets to the point where
8:48.6
8:53.3
everybody’s crystal clear on the vision
and working hard to support that vision
8:53.3
8:57.3
there’s discipline and accountability
throughout the company and everybody’s
8:57.3
8:59.7
working together in a more cohesive
funky
8:59.7
9:03.1
fashion working together to achieve a
common goal
9:03.1
9:07.4
now you’ve experienced AOS from both
sides of the table you had it
9:07.4
9:11.8
implemented with the company you were
working in and now you implement it
9:11.8
9:15.8
within other companies what are some
lessons learned from both of those
9:15.8
9:22.3
experiences well to be perfectly candid
my first experience was attempting to
9:22.3
9:27.2
implement some of the concepts in an
organization whose founder and owner
9:27.2
9:32.8
wasn’t interested in changing the way
the company operated at a fundamental
9:32.8
9:39.2
level and so lesson number one is if the
people in charge don’t want to run their
9:39.2
9:44.1
business this way it will not work and
it’s important for me to let your
9:44.1
9:50.3
listeners know that iOS is an operating
system that isn’t for everyone and so
9:50.3
9:56.5
I’d urge your listeners to to understand
one thing it’s it’s what we call the EOS
9:56.5
10:02.1
creed and what we believe is you can’t
run a great business on multiple
10:02.1
10:07.3
operating systems you must choose one so
a vos doesn’t resonate with your
10:07.3
10:11.8
listeners I’d urge the owners and
leaders of their companies to go find an
10:11.8
10:16.5
operating system that does resonate with
them and adopt that you know some other
10:16.5
10:21.8
common frustrations and challenges and
entrepreneur encounters and I think a OS
10:21.8
10:29.0
helps address our most business owners
most leaders are frustrated with profit
10:29.0
10:34.0
there’s not enough to be perfectly
candid with growth they’ve hit the
10:34.0
10:38.5
ceiling they’re not growing fast enough
a lot of owners and leaders are
10:38.5
10:43.6
frustrated with their people everywhere
they look nobody seems to get it or want
10:43.6
10:49.4
it as much as I do or care enough and so
these are just common frustrations that
10:49.4
10:53.8
entrepreneurs and leaders face running
businesses and if you’re feeling that
10:53.8
10:59.0
way I just want everybody to know you’re
normal and there are tools and systems
10:59.0
11:02.1
and processes out there that can help
you with that
11:02.1
11:06.7
hey not going to tell you I felt that
way even before I started owning my own
11:06.7
11:11.2
business when I was out as a service
technician I felt that there were only
11:11.2
11:15.7
things that I
could do for my customers and I was the
11:15.7
11:21.3
only one that could do them and because
I was trying to do everything I couldn’t
11:21.3
11:26.1
do it the way that it needed to be done
and it wasn’t till later than life when
11:26.1
11:32.0
I became a business owner that I adopted
that same mentality and now I was able
11:32.0
11:37.2
to afford to bring other people on to
help me with doing these items and I
11:37.2
11:41.0
found out I wasn’t very good at them I
was trying to do them because I thought
11:41.0
11:43.9
I was the only one that could do them
but then I realized that I didn’t have a
11:43.9
11:48.4
talent for them and most of all I didn’t
even enjoy it and I’m trying to get to
11:48.4
11:55.4
the the exercise that iOS has which is
delegate and elevate and that was just
11:55.4
12:00.2
such an amazing exercise for me because
I realized I didn’t have to be good at
12:00.2
12:03.6
everything and I definitely didn’t love
everything and it wasn’t until I did
12:03.6
12:06.8
that exercise that I realized it was
okay to let go with some of that stuff
12:06.8
12:12.1
do you mind telling the audience a
little bit about that exercise yeah and
12:12.1
12:16.6
I’m gonna do a little preemptive therapy
before I go into detail about that I
12:16.6
12:21.2
could use lots of therapy so please so
the first thing I want to share with you
12:21.2
12:27.7
is that everybody who starts a business
from scratch encounters this phenomenon
12:27.7
12:33.2
literally everybody because when you are
successful building a business from
12:33.2
12:39.8
scratch you need to adopt a whatever it
takes mentality and so you know you wake
12:39.8
12:43.6
up one day and the shop floor needs to
be swept and there’s nobody else there
12:43.6
12:47.0
to sweep it you got to get good at
sweeping the shop floor there’s nothing
12:47.0
12:50.6
wrong with that
but one of the things that is just true
12:50.6
12:56.9
about entrepreneurship is that the
skills and disciplines and attitudes
12:56.9
13:03.1
required to build something from scratch
are not the same skills disciplines and
13:03.1
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
13:20.5
13:25.7
of people who are put on the planet to
do the kind of work that is critically
13:25.7
13:28.7
important
to build and manage your growing
13:28.7
13:34.0
business and what we teach entrepreneurs
when we’re teaching the concept of
13:34.0
13:39.6
delegating and elevating is you’ve got
to get back in touch with what what Dan
13:39.6
13:45.1
Sullivan who runs a business called
strategic coach calls your unique
13:45.1
13:50.3
ability in other words the stuff you
love to do and are best at what your
13:50.3
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
14:00.6
14:05.8
good at a bunch of stuff that you don’t
love doing and delegate and elevate is
14:05.8
14:10.6
just a tool and a process that your
listeners can walk themselves through
14:10.6
14:15.0
that gets them back in touch with that
short list of things they are
14:15.0
14:19.6
genetically encoded to do so if they
were to have that sheet in front of them
14:19.6
14:24.4
can you describe what that looks like
you met so it starts with a time or
14:24.4
14:30.0
activity study where we just ask our
leaders to make a list of the kinds of
14:30.0
14:36.0
things they do every week big buckets
full of stuff that take 15 minutes or
14:36.0
14:41.7
long or each and to build a list of
those things and assign the average
14:41.7
14:46.6
amount of time they spend in a typical
week to each of those activities so if
14:46.6
14:51.3
you’re in meetings regularly how much
time a week do you spend in meetings for
14:51.3
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
15:04.2
15:09.5
quadrant is the stuff you love to do in
our best at the upper right-hand
15:09.5
15:15.5
quadrant the stuff you like to do and
are good at the lower left-hand quadrant
15:15.5
15:22.3
is the stuff you don’t like to do but
you’re good at and that is where most
15:22.3
15:29.8
leaders managers and employees go to die
it’s the classic definition of hell I’m
15:29.8
15:35.3
good at it so I can’t delegate it but I
hate it and then in the lower right-hand
15:35.3
15:39.1
quadrant it’s a stuff you’re not very
good at and you don’t like
15:39.1
15:44.1
do it and so once you have all those
activities segmented to those four
15:44.1
15:50.4
categories tres then what we ask you to
do is delegate stuff from the bottom
15:50.4
15:54.7
four quadrants so whatever your
definition of full-time every week is
15:54.7
16:01.4
instead of getting rid of 15 hours worth
of stuff you like to do and are good at
16:01.4
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
16:09.5
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
16:22.1
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
16:31.3
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
16:39.4
16:44.6
this earlier in my career I think I
would have been a lot happier Tracey
16:44.6
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
17:04.4
17:09.6
is a great resource for people who just
want to be better leaders and managers
17:09.6
17:15.4
and if you want to apply that delegate
and elevate tool and you want some more
17:15.4
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
18:09.0
18:14.9
three roles are teacher coach and
facilitator and so when we say teacher
18:14.9
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
18:30.8
18:35.7
operating when I talk about being a
coach I have the luxury of being
18:35.7
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
19:13.8
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
19:53.8
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