The following transcript is provided by YouTube. Mistakes are present. To hear the podcast episode, click HERE.
0:07.8
0:14.6
Hello Scaling UP! nation Trace Blackmore
here your hosts were Scaling UP! h2o the
0:14.6
0:20.9
world’s favorite water treatment podcast
folks we have so many subscribers now in
0:20.9
0:26.4
so many different countries thank you so
much for listening thank you for telling
0:26.4
0:32.1
other water treatment professionals
about this podcast thank you for letting
0:32.1
0:38.4
me know what you want me to talk about
by going to my show notes page Scaling UP!
0:38.4
0:47.0
h2o calm and filling out a show idea
form for me or calling me or going on
0:47.0
0:51.7
the voicemail part of that page and
leaving me a voicemail so many people
0:51.7
0:57.0
have done that there are so many people
out there in the Scaling UP! nation the
0:57.0
1:04.5
startup nation is over 10,000 strong and
that humbles me so much and that also
1:04.5
1:10.2
energizes me so much because we are now
part of a community and I know you’ve
1:10.2
1:16.8
heard me talk on this very show before
how this can be an extremely lonely job
1:16.8
1:22.6
well folks we don’t have to be lonely
anymore we are part of a massive
1:22.6
1:31.4
community that understands exactly what
we go through on a day to day basis so
1:31.4
1:36.6
folks reach out find other water
treaters make sure that they’re members
1:36.6
1:42.3
of the Scaling UP! nation because that’s
how you’re going to meet new people and
1:42.3
1:48.4
that’s how we are going to grow this
community one of the other ways that I
1:48.4
1:55.2
personally try to grow this community is
I reach out to water based organizations
1:55.2
2:01.3
and I let them know that we have a
podcast that reaches thousands of water
2:01.3
2:08.7
treaters over 60 countries and I want to
make sure that those organizations are
2:08.7
2:12.3
connected with us and we are connected
with the
2:12.3
2:19.6
we have so many organizations I
mentioned a ton of Expos and conferences
2:19.6
2:25.0
that were going on back in my January
episodes but there are still so many
2:25.0
2:33.1
going on and we just had so many happen
in this past September we just had the
2:33.1
2:39.7
water reuse symposium in San Diego in
early September also in September there
2:39.7
2:44.4
was the water Pro conference in
Nashville the association of Water
2:44.4
2:50.4
Technologies had their convention and
Expo in Palm Springs California and of
2:50.4
2:55.9
course I was there for that one and you
have heard some of my recordings from
2:55.9
3:02.5
industrial water week that we just
celebrated last week well folks I have a
3:02.5
3:08.2
lot more information from that
convention to share with you so stay
3:08.2
3:12.9
tuned for that
the water Environmental Federation
3:12.9
3:18.2
annual technical exposition and
conference was in Chicago this past
3:18.2
3:24.8
September and then the I D a World
Congress and water reuse and
3:24.8
3:33.8
desalination is having their conference
and Expo in Dubai October 20th and 24th
3:33.8
3:38.0
they actually invited me to come
unfortunately I have something else I
3:38.0
3:43.5
will not be able to attend if you’re out
in Los Angeles California in late
3:43.5
3:49.8
October the 23rd through 24th the world
water tech North American conference is
3:49.8
3:55.0
going to be there that’s where utilities
and inventors and investors all get
3:55.0
4:00.9
together and try to work together and
then the international water conference
4:00.9
4:07.4
is going to be in Orlando November 10th
through 14th there are so many
4:07.4
4:12.1
organizations out there there’s so many
conferences out there maybe you don’t
4:12.1
4:18.4
even have to travel get in the know
about what’s coming around your city
4:18.4
4:23.4
if it has something to do with the type
of water treatment that you do by all
4:23.4
4:28.4
means go to that you’re gonna learn
things you’re gonna meet people and I
4:28.4
4:32.3
guarantee you’re gonna come away from
something like that if you do it
4:32.3
4:38.0
correctly and what I mean by that is you
stay engaged and you get involved and
4:38.0
4:42.5
you meet people you’re gonna get
energized and it’s gonna change the way
4:42.5
4:48.8
you do your day today I promise you it
happens every single time it is a
4:48.8
4:55.1
guarantee back in January I had the
opportunity to cover the ASHRAE
4:55.1
5:01.3
conference and Expo it was here in my
hometown of Atlanta I took my own advice
5:01.3
5:07.4
that I just gave you and I decided that
hey that’s here I am going to go to that
5:07.4
5:12.1
and I’m gonna learn something I’m gonna
engage in the conference and I’m going
5:12.1
5:18.6
to meet people that I have never met
before if you listen to episode 73 you
5:18.6
5:23.6
can hear exactly what I did at the
conference well as I was at the
5:23.6
5:30.3
conference I met many people that I did
not know but they knew me because they
5:30.3
5:35.5
listened to the podcast folks I love it
when you come up to me and let me know
5:35.5
5:41.1
that this show means something to you it
allows me to get some joy from
5:41.1
5:46.3
broadcasting from Atlanta Georgia I’m
just talking to a microphone but you’re
5:46.3
5:50.0
listening and your cars wherever you’re
from and when you let me know that
5:50.0
5:54.3
you’re doing that it just makes me feel
great so thank you so much for that well
5:54.3
6:02.0
one of the people that I met during this
ASHRAE conference was Brian Fisk and
6:02.0
6:07.7
breakfast came up to me and said that he
listened to Scaling UP! h2o in fact he
6:07.7
6:13.9
had some information that he wanted me
to share on Scaling UP! h2o some people
6:13.9
6:17.6
that he thought would be great to
interview I of course love it when
6:17.6
6:22.9
people do that so I took diligent notes
and then Brian came to the recording
6:22.9
6:28.5
studios here in the offices of Blackmoor
enterprises a couple of weeks later and
6:28.5
6:31.7
we
an interview for scaling often folks
6:31.7
6:38.1
that’s what we are going to listen to
right now so please enjoy my interview
6:38.1
6:44.7
with Bryan Fisk my lab partner today is
Bryan Fisk course grandson of the
6:44.7
6:48.5
supervillain Wilson Fisk does anybody
know what we’re talking about when we
6:48.5
6:52.8
say that you know I really hope so I
imagine that now that Netflix has come
6:52.8
6:57.0
out with that new daredevil series uh
it’s become a little more mainstream all
6:57.0
7:00.2
right so what the heck are we talking
about on Scaling UP! we’re talking
7:00.2
7:04.3
about supervillains and comic books and
all that stuff Brian I’m sorry that’s
7:04.3
7:09.1
how you introduced yourself to me you
said just like the superhero and I was
7:09.1
7:13.5
racking my brain and I was like oh I
know who he’s talking about okay so now
7:13.5
7:19.2
that I’ve completely lost the entire
audience welcome to Scaling UP! h2o you
7:19.2
7:25.5
and I met at the ASHRAE convention and I
saw another water trader there so you
7:25.5
7:29.3
and I just gravitated towards each other
we knew that we did the same thing I
7:29.3
7:32.9
don’t know how that happens there’s like
this there’s this thing in the air where
7:32.9
7:35.8
water treaters know each other well it’s
just like calcium and carbonate
7:35.8
7:39.6
eventually they’ll find each other
that was very poetic oh thank you all
7:39.6
7:45.0
right so the Scaling UP! nation wants to
know who Brian Fisk is so if you don’t
7:45.0
7:46.9
mind
tell the Scaling UP! nation a little bit
7:46.9
7:52.8
about yourself so I born raised in West
Michigan right on the lake it was a
7:52.8
7:58.1
wonderful and awful place to grow up at
the same time in that I was spoiled you
7:58.1
8:01.4
know in the summers I would only have to
you know go to the beach play a little
8:01.4
8:03.4
bit volleyballs
it was awful yeah it sounds horrible
8:03.4
8:08.4
ended up going up to Michigan
Technological University up in the U P
8:08.4
8:12.4
of Michigan for those who aren’t
familiar it’s a very unique place you
8:12.4
8:16.7
get about 200-300 inches of snow every
year which that doesn’t sound nearly as
8:16.7
8:23.8
scary as 15 to 20 feet so Wow
so we get a quarter of an inch here in
8:23.8
8:28.2
Atlanta and the whole city shuts down I
can’t imagine feat yeah there’s actually
8:28.2
8:31.7
equipment that they have to clear out
the downtown area and the streets
8:31.7
8:38.4
it’s imagine a big augur a big you know
like a snow thrower that you’d have
8:38.4
8:42.8
except that it’s about 12 feet tall with
eight rows of teeth
8:42.8
8:47.4
I just imagine sometimes looking at as
that would be going down the street like
8:47.4
8:51.1
I hope nobody parked yeah because the
car would be going part car be
8:51.1
8:55.5
disappeared yeah sounds like something a
supervillain might use you know what I
8:55.5
8:59.7
feel like that might be a trend but uh
see I went there I actually started off
8:59.7
9:04.3
first couple years as a environmental
science major I was working doing
9:04.3
9:08.2
research from the time I was about
seventeen doing an toxic biological
9:08.2
9:13.0
research looking at nutrient uptake
removal that sort of thing and then I
9:13.0
9:16.2
actually well I was gonna graduate a
littler that was gonna graduate at
9:16.2
9:20.7
twenty so I took a year ended up going
to the industry worked in paper mills
9:20.7
9:24.6
and then went to a different company and
did an internship there which was very
9:24.6
9:29.3
exciting that kind of put me really into
exposure in a world that I hadn’t ever
9:29.3
9:34.5
seen before you know it’s hard to for
people who have done this you know it’s
9:34.5
9:38.0
hard to go up to somebody on the street
who wasn’t familiar with any of the
9:38.0
9:42.5
equipment that we deal with or really
the idea of what we do to envision what
9:42.5
9:48.3
we what we were doing absolutely so that
was a great was a great experience for
9:48.3
9:52.6
me to be able to get involved in that so
ended up going from there he came back
9:52.6
9:58.6
my senior year I worked did a glass
etching plant actually so they did acid
9:58.6
10:03.1
etching of glass they used a hexa-core
silicate acid with different blends and
10:03.1
10:06.6
I worked doing the the process
engineering and the designing on that
10:06.6
10:13.5
and some really cool fluoride
precipitation actually which it just is
10:13.5
10:18.0
a fantastically difficult thing to do so
you’re smiling as you’re saying this I
10:18.0
10:21.6
know you’re a chemist I mean because no
other person would say words like that
10:21.6
10:26.4
and then smile afterwards yeah exactly
yeah like when people say that their
10:26.4
10:30.8
least favorite course in college would
be organic chemistry you go man that was
10:30.8
10:37.8
awesome that was a puzzle too reactions
come on man those things are so so you
10:37.8
10:44.9
went as a person that was getting their
chemistry degree to working sort of in
10:44.9
10:51.3
the field and then you became a
water-treatment
10:51.4
10:57.5
well it’s really a pretty intuitive
transition to make so working in the
10:57.5
11:02.9
field is it’s just an extension of what
we do every day it’s a little more
11:02.9
11:06.0
challenging being a water treat or
because you never know exactly where
11:06.0
11:10.7
you’re gonna walk into every single
situation is different but it’s it’s
11:10.7
11:14.2
also fun in that regard because you
never know what you’re gonna walk into
11:14.2
11:20.3
so you mentioned earlier that you were
you were younger so I think you’re about
11:20.3
11:24.7
16 is that the the right age I’m joking
I’m not yeah actually I’m looking
11:24.7
11:28.6
forward to finally getting my driver’s
license next year so I actually have to
11:28.6
11:33.2
get my wisdom teeth out all right next
month so that’ll be interesting so I
11:33.2
11:37.6
love it when I see new people in the
water treatment industry and when I talk
11:37.6
11:43.7
like that I make myself feel so
incredibly old I’m only 43 but when I go
11:43.7
11:47.0
to other business owners with the
Association Water Technologies one of
11:47.0
11:52.3
everybody’s fears is that we’re not
getting new people into this industry so
11:52.3
11:57.5
it just delights me when I see younger
people into the industry and especially
11:57.5
12:01.7
somebody like yourself that seems to
enjoy it so much that finds it exciting
12:01.7
12:06.6
and I thought we could have a
conversation about the trials and
12:06.6
12:11.2
tribulations of what it’s like to you
know be younger to be relatively new in
12:11.2
12:15.9
the water treatment industry if you’re
game you know I’m all for it alright so
12:15.9
12:19.1
you have no other experience so you
don’t know what it’s like to be 43 in
12:19.1
12:23.5
the water treatment industry but you do
know what it’s like and can I ask your
12:23.5
12:28.9
age how old are you 24 24 okay so a 24
year old in the water treatment industry
12:28.9
12:34.8
I imagine that there’s some unique
challenges that you have to face and of
12:34.8
12:38.5
course a couple months ago we talked
with Chandler Mancuso and he said that
12:38.5
12:44.2
was one of his biggest issues but he was
able to use it towards his advantage and
12:44.2
12:49.6
I wanted to ask you do you agree with
what he says and and how do you do stuff
12:49.6
12:54.3
like that if you do yeah you know I
think there’s there’s just a threshold
12:54.3
12:58.9
that you have to overcome where when you
are younger there’s almost a little more
12:58.9
13:02.2
of an excitement because a lot of times
we’re dealing with you know people who
13:02.2
13:04.9
are playing man there’s people who are
facility manage that so
13:04.9
13:07.9
and their their experience you know
they’ve they’ve been in the industry a
13:07.9
13:12.4
long time they are they’re very talented
but at the same time you are still the
13:12.4
13:17.2
subject-matter expert so you have to be
prepared to walk into a situation like
13:17.2
13:20.3
that where you know make sure that
you’re you’re always getting better make
13:20.3
13:23.2
sure that you know what you’re doing
that you’re learning as much as you can
13:23.2
13:29.9
because there’s still they’re still
gonna be that pressure to perform and
13:29.9
13:35.6
really uh you got to be confident enough
to to say this is what I know this is
13:35.6
13:40.3
what I’m good at this is where I think I
can help you or you know what I’m not
13:40.3
13:44.6
really comfortable with that let me go
see if I can get the answer for you that
13:44.6
13:48.1
is something that I’ve heard people that
are very successful in this industry
13:48.1
13:52.6
mimic where people are scared that they
don’t know the answer and they think
13:52.6
13:57.4
that’s the end-all be-all of any
relationship and some people even go as
13:57.4
14:00.7
far as make up an answer if they don’t
know the answer and I think that’s the
14:00.7
14:04.1
worst thing anybody can do especially
when the customer finds out that you
14:04.1
14:09.1
were wrong so can you tell the
Scaling UP! nation of an experience where
14:09.1
14:13.5
that very thing happened where somebody
asked you a question you did not know
14:13.5
14:18.2
the answer and what you did from there
yeah so I had a really interesting
14:18.2
14:21.9
client back when I was up in the Upper
Midwest working for the company that I
14:21.9
14:28.2
met where they had a very specific kind
of niche application that they were
14:28.2
14:33.9
looking at in wastewater where it we
were just going to be chasing our tail
14:33.9
14:41.1
on it and ended up that in that
application we were able to find find a
14:41.1
14:46.2
solution for them but only once we
realized that we didn’t know anything so
14:46.2
14:50.3
that that one was was interest is
actually a sludge reclamation project so
14:50.3
14:54.2
we’re looking at FFA s are you familiar
with FFA is a tall I don’t know that I
14:54.2
15:01.1
am so that’s that’s looking at free
fatty acid so that is a way to person I
15:01.1
15:06.0
don’t think it’s a good way to measure
it but it’s looking at the freshness the
15:06.0
15:11.8
degradation process of how how much of
that has occurred within you know fat or
15:11.8
15:15.8
recommission brown grease that sort of
thing so you were all learning together
15:15.8
15:20.8
they valued that you were there
and working the problem right there
15:20.8
15:24.0
along with them and I’m willing to say
you probably still have that business
15:24.0
15:29.2
today yeah we do they’re there one of
our good clients absolutely so we
15:29.2
15:32.8
obviously talked a little bit about
wastewater so what is your day to day
15:32.8
15:40.3
like so my day to day primarily I do
power plant and wastewater treatment so
15:40.3
15:45.8
I’ve got a little bit of you know light
industrial last sort of thing but mostly
15:45.8
15:49.5
it’s it’s going through trying to
troubleshoot how can I improve a
15:49.5
15:53.7
wastewater situation how can I look at
you know the total cost of operation and
15:53.7
15:57.9
and really making sure that my clients
are aware of that so that we can get
15:57.9
16:01.9
better together I like it better
together so what are some of the things
16:01.9
16:05.8
that you do to make sure that they
realize you’re on that journey with them
16:05.8
16:09.8
I think the clarity is it is a big one
just being honest with them and saying
16:09.8
16:12.7
you know this is what I’m seeing this is
all the options that are on the table
16:12.7
16:17.2
here’s the pros and cons if you lay it
out that way it can certainly help you
16:17.2
16:22.7
so if you were teaching somebody that
was brand new and the subject material
16:22.7
16:29.1
was how to help the customer understand
how valuable we were what advice would
16:29.1
16:34.2
you give keep your eyes open
look around make sure that you’re asking
16:34.2
16:37.7
questions whenever you have one make
sure that you’re you know looking at
16:37.7
16:42.3
different opportunities because there’s
a lot of things within within the
16:42.3
16:46.7
industry that you affect whether you
know it or not so just because you’re
16:46.7
16:50.3
treating a boiler that doesn’t mean that
there’s not a hundred different
16:50.3
16:53.8
applications of that within the plant
learn those applications you know make
16:53.8
16:57.3
sure that you’re you’re working with the
guys who are there every day if you’re
16:57.3
17:01.5
stopping by once a month it’s gonna be
extremely difficult to know what’s
17:01.5
17:05.0
happening on a day to day basis because
we’re just getting a snapshot listen to
17:05.0
17:08.5
what they have to say cuz sometimes what
they’re seeing what they’re hearing is
17:08.5
17:12.0
gonna be different than what you
actually see yeah when you’re there that
17:12.0
17:16.8
one time a month you can only get so
much data so why not enlist the people
17:16.8
17:22.2
that are there every single day yeah
exactly well I want to ask you about how
17:22.2
17:26.0
different generations work with each
other because right now in the water
17:26.0
17:29.7
treatment community we’ve got baby
boomers working we’ve got Gen Xers that
17:29.7
17:32.6
myself fall in that category and then we
have
17:32.6
17:38.1
so there are a lot of people out there
that think that one generation doesn’t
17:38.1
17:42.5
know what they’re doing because the
other generation doesn’t understand I
17:42.5
17:48.7
don’t think that there’s any issue with
how people understand water treatment I
17:48.7
17:52.3
think everybody does it extremely well
the issue we have is how each generation
17:52.3
17:56.9
communicates with each other and how
they look at the other generation so I
17:56.9
18:03.5
had the opportunity at the last AWT
convention and Expo to do a panel with
18:03.5
18:07.6
some young professionals and I went out
into the audience and I asked them you
18:07.6
18:10.8
know what did they think of when they
were thinking about different
18:10.8
18:15.8
generations specifically Millennials and
it really wasn’t kind but when you get
18:15.8
18:19.8
right down to it the things that they
described was from their own perspective
18:19.8
18:24.5
and Millennials have a different way of
doing things then maybe the Gen Xers do
18:24.5
18:29.2
and definitely the way the baby boomers
do so all that is just to set up you
18:29.2
18:32.9
being a millennial
me being a gen Xer and I’m sure we have
18:32.9
18:38.0
a lot of baby boomers listening out
there how do we all get along well I
18:38.0
18:42.8
think the number one thing is just
figuring out how people want to interact
18:42.8
18:47.3
so one of my favorite things to do here
in Atlanta you get a lot of time sitting
18:47.3
18:51.2
in traffic I love looking around the the
people who are next to us we had a big
18:51.2
18:55.0
thing here where we’re not allowed to
use our phones unless they’re they’re
18:55.0
18:59.9
mounted and and you know we can’t hold
them at all which is it’s a great law
18:59.9
19:04.6
but my favorite thing to do is watching
the people who are breaking that law
19:04.6
19:11.9
every single day I think that’s almost
everybody in the Atlanta area and you
19:11.9
19:16.3
could tell yeah the guys who are sitting
here in traffic and I don’t mean to
19:16.3
19:20.3
stereotype on it but it’s usually like
the the 50 year old guy who’s over here
19:20.3
19:24.2
with the phone that he needs
he should have almost binoculars he’s
19:24.2
19:29.5
holding the phone up to his face so
close but you know you got to look at a
19:29.5
19:32.9
everybody communicates a different way
you know that whether it’s going to be
19:32.9
19:38.1
organic text I’m are you gonna call them
are we gonna email them yeah yeah listen
19:38.1
19:42.4
you gotta ask them what are they doing
that makes them most comfortable and
19:42.4
19:45.6
what what way is the most comfortable
for them to communicate
19:45.6
19:49.8
start from there well just looking at
the table here I’m taking notes on a
19:49.8
19:54.2
legal path and you have your phone out
that you’re looking in referencing and
19:54.2
19:58.8
taking notes on so right there we can
see exactly what you’re talking about
19:58.8
20:05.1
well I lose a paper I won’t lose my
phone you would be very sorry if you did
20:05.1
20:08.9
wear a piece of papers a lot cheaper
okay so we definitely use different
20:08.9
20:14.6
technologies to do things like take
notes or reference materials what are
20:14.6
20:17.8
some of the other differences that we
can help understand each other with I
20:17.8
20:22.2
think if you just kind of sit back and
you know try to make sure that you’re
20:22.2
20:26.1
doing a job always progressing always
getting better always learning that’s
20:26.1
20:29.3
the number one thing people don’t like
to feel out of the loop
20:29.3
20:33.2
so if you can if you can make sure that
you’re it goes back to the communication
20:33.2
20:38.0
on it you can have all the answers in
the world but if you can’t convey them
20:38.0
20:42.9
well then they’re just gonna fall on
deaf ears I think back of some of my
20:42.9
20:48.4
mentors and when they had to learn
something or reference something they
20:48.4
20:50.6
couldn’t do it in the field they had to
wait until they got back to their
20:50.6
20:56.0
offices where they had to reference a
book we don’t have that these days we
20:56.0
21:02.3
have access to any information we want
whenever we need it and I think that is
21:02.3
21:07.4
a huge benefit for us because we have a
question out in the field we get an
21:07.4
21:12.6
answer out in the field but if we look
at different generations and how they
21:12.6
21:18.6
use technology an older generation might
look at that as well you’re not earning
21:18.6
21:23.6
it or you’re not working as hard as I
did so I’ve heard that quite a bit how
21:23.6
21:27.9
do you feel when you hear a comment like
that well I’d always try to make sure
21:27.9
21:32.1
I’m not in an indefensible position
where that kind of thing would would
21:32.1
21:38.6
happen the the biggest thing is it’s
almost disrespectful in a way because
21:38.6
21:41.6
you know we’re all we’re all on the same
page we’re all trying to get better
21:41.6
21:47.7
together so you’re always looking at
ways that we can utilize technology we
21:47.7
21:52.6
can take the information we have all of
the answers that we ever need you know
21:52.6
21:58.7
on Google if we really want to look so
you know just do your best and
21:58.7
22:02.3
be confident with it but at the same
time listen to what people have to say
22:02.3
22:05.8
if they feel uncomfortable in that
regard
22:05.8
22:11.1
you speak up for yourself make sure that
they’re aware but you know make sure
22:11.1
22:15.1
that you’re you’re trying to do the
right thing for all right well you heard
22:15.1
22:20.1
it here standing up nation all the
generations can get along we can all
22:20.1
22:25.0
learn together we can all work together
but the thing we all have to do is we
22:25.0
22:29.8
have to communicate with each other and
even the baby boomers out there you can
22:29.8
22:33.8
learn something from the younger
generation and maybe you don’t have to
22:33.8
22:36.9
wait to go back to your office to read
something in a book that has three
22:36.9
22:42.3
inches of dust on top of it maybe you
can find another resource that you can
22:42.3
22:46.8
use and sort of collaborate with all the
generations so we’re all getting along
22:46.8
22:50.3
here we’re all working better yeah just
please stop trying to look at the
22:50.3
22:54.8
information on Google while you’re
driving yes nobody nobody wants that and
22:54.8
22:58.0
especially if you’re doing that make
sure you’re not in Atlanta where we are
22:58.0
23:02.1
so you are a water treat or you’re a
very good water treater from what I
23:02.1
23:06.9
understand so I’m hoping you can help
the Scaling UP! nation with some of the
23:06.9
23:11.4
things that you do so take us through
what’s your day-to-day you know how do
23:11.4
23:15.4
you get new sales how do you talk to
clients how do you convince some of your
23:15.4
23:20.8
clients that they need to be with you I
think building off of the the topic that
23:20.8
23:26.7
we just discussed on that there’s kind
of that initial barrier that you have to
23:26.7
23:31.5
break through so anytime that anytime
that I’m talking to a new client I’m
23:31.5
23:34.2
trying to build that trust I just came
down to the solana area about nine
23:34.2
23:39.4
months ago and it is extremely difficult
to come in to a new client especially
23:39.4
23:42.4
one that you know you even already have
the business that sometimes more
23:42.4
23:46.8
difficult than prospecting going to a
potential client now I’m curious why do
23:46.8
23:50.8
you say that well you have something to
lose obviously you know there’s there’s
23:50.8
23:55.9
a there’s certainly a pressure perform
and do well because if you don’t and
23:55.9
24:00.0
it’s a prospect or a potential client
you might have lost a little bit of time
24:00.0
24:05.2
if you if you don’t have the business
but if you have a new client or somebody
24:05.2
24:09.5
that you’ve you’re taking over you know
account management for if you end up
24:09.5
24:12.6
losing them or if you’re if it doesn’t
click or something like that happens
24:12.6
24:17.8
then you’re putting yourself you know
backwards to steps rather than just
24:17.8
24:22.0
staying in the same I’m so glad I asked
that question because we’re going to
24:22.0
24:24.9
talk about cold calling in a minute and
I know you’re not scared of cold call
24:24.9
24:30.3
but that was such an awesome answer
because when you’re cold calling you
24:30.3
24:34.4
have nothing to lose and you just frame
that up perfectly we have an existing
24:34.4
24:37.5
customer yeah that’s probably where you
should be more nervous anyway I’m gonna
24:37.5
24:41.2
let you answer the question but I just
love how you teed up our next our next
24:41.2
24:44.1
session it’s almost like we have a list
of questions in front of us
24:44.1
24:50.3
okay don’t of the show but okay so you
you’re now going in and you’re talking
24:50.3
24:53.9
with that customer take it from there
it really comes down to process tripping
24:53.9
24:58.1
for me once you’re once you’re in there
looking around this is this isn’t even
24:58.1
25:01.3
new customers this is everybody that you
have this is existing it’s you know
25:01.3
25:05.9
counts that you’re going into every week
every day whatever it is and you know
25:05.9
25:09.9
making sure that you’re looking for how
does everything fit together what’s that
25:09.9
25:13.5
what’s the synergy what are the
potential opportunities for improvement
25:13.5
25:17.9
for them because you know if you’re
looking at doing the total cost of
25:17.9
25:22.3
operation if you’re looking at like I do
a lot of wastewater all the things you
25:22.3
25:25.7
can look at is how does everything fit
together just because if you’re doing
25:25.7
25:30.9
you know the coagulant and flocculent
chemistry on it that’s only a small
25:30.9
25:34.2
portion of the total cost it might be
you know the fourth or fifth most
25:34.2
25:38.0
expensive part of their operation you
know look at sludge hauling surcharges
25:38.0
25:44.0
potentially personnel operations you
might have you know acid caustic that
25:44.0
25:48.7
are being used as well so if you can
work with them to help them understand
25:48.7
25:55.6
what the actual total cost of operation
is that that helps not only your
25:55.6
25:59.2
knowledge of the system it helps you
become better at your job but it also
25:59.2
26:03.8
gives you an informed client which is
definitely something that we want to
26:03.8
26:08.0
strive for and when somebody realizes
you’re working with them like that and
26:08.0
26:12.7
especially when you’ve given them tools
to justify to their bosses why they
26:12.7
26:16.4
either made the switch with you or why
they continue to stay with you you’re a
26:16.4
26:19.9
lot more secure in that account when
somebody else comes in and say hey I’m a
26:19.9
26:24.1
penny a pound cheaper on whatever this
stuff is that you’re buying yeah
26:24.1
26:27.9
absolutely because it’s
it’s the awareness of exactly what’s
26:27.9
26:32.2
happening we’re both your time and
resources and their time and resources
26:32.2
26:34.9
are being spent
all right so definitely understand why
26:34.9
26:38.1
customers want to stay with you let’s
talk about some of the things that
26:38.1
26:42.3
you’ve learned that might help some
people in the Scaling UP! nation on
26:42.3
26:47.5
servicing any tips or tricks that you
can share with the nation that can help
26:47.5
26:52.5
them with that well apart from you know
just running your pinks and blues I you
26:52.5
26:55.9
really want to make sure that what I’ve
had success with at least has been
26:55.9
27:00.1
looking at new opportunities looking at
innovative ways that we can actually
27:00.1
27:03.6
improve their process that we can help
them out do you have any examples of
27:03.6
27:12.0
that so yes I don’t wanna give away too
many secrets though there’s no special
27:12.0
27:17.6
formula so we were at that at that HR
that ASHRAE Convention and I got a kick
27:17.6
27:22.6
out of this because there was one guy
with have you seen those residential but
27:22.6
27:25.7
you know water treatment applications
with the the magnet that he strapped on
27:25.7
27:30.7
the pipe so really I have fantastic
convention very busy and every single
27:30.7
27:35.0
booth had you know maybe at least three
four people deep it was it was packed
27:35.0
27:40.0
and I would say 2,000 vendors there
something like that that two of the two
27:40.0
27:44.6
of the biggest buildings in Atlanta were
being occupied by this convention and
27:44.6
27:48.7
the magnetic water treat your guy was
sitting here I walked by about four
27:48.7
27:54.3
times in one day and he didn’t have a
single person stopped by and that’s just
27:54.3
27:59.6
me it’s it was it was now I feel like I
mean I’m being me and stop this but
27:59.6
28:04.0
there’s there’s there’s no secrets and
you know when you when you work well and
28:04.0
28:08.9
you can find the right solution for
somebody that certainly puts you in in a
28:08.9
28:12.1
successful position which is which is
what you want and it’s certainly what
28:12.1
28:17.8
your client wants well I know who you’re
talking about and we also I don’t think
28:17.8
28:22.6
we stopped by but we slowed down a
little bit and the premise was that the
28:22.6
28:26.9
the magnets stopped corrosion in the
system
28:26.9
28:31.5
so you and I are fellow chemists and on
the first day of chemistry class they
28:31.5
28:35.5
teach us that water’s the universal
solvent I don’t know how a magnet
28:35.5
28:41.2
changes that yeah I don’t either
I asked him and he didn’t tell me either
28:41.2
28:45.7
so I was very concerned so with that you
know I’m sure you’ve got a great product
28:45.7
28:51.5
I’m sure it has an application but make
sure that when you’re talking to tens of
28:51.5
28:55.9
thousands of people that there’s some
chemical basis behind what you’re trying
28:55.9
29:00.3
to say so it’s not even that for me it’s
you know if you if you’re gonna provide
29:00.3
29:03.2
a solution make sure that you know what
it is and what it’s doing
29:03.2
29:06.6
if you can’t convey that then
everybody’s going to be just
29:06.6
29:10.1
disappointed on it Brian the whole
Scaling UP! nation wants to know how do
29:10.1
29:17.7
you learn new things so you know being a
more of a scientific basis ie enjoy you
29:17.7
29:21.2
know various different scientific
journals looking at you know even white
29:21.2
29:25.1
papers you can finally you can get some
ideas off of that really some productive
29:25.1
29:30.8
things come out of those types of things
like we have very small and tight
29:30.8
29:35.1
industry but at the same time because of
the number of things that we affect you
29:35.1
29:40.0
might not be able to find exactly the
answer that you’re looking for from our
29:40.0
29:43.6
industry and our documentation so I
encourage you to look around like
29:43.6
29:46.8
National Institute of Health has a lot
of really good stuff you can look at
29:46.8
29:49.7
different journals different academic
papers that sort of thing as well
29:49.7
29:53.1
because even though it might be on the
periphery it might give you exactly the
29:53.1
29:57.9
information that you’re looking for well
I noticed the initial CWT are not behind
29:57.9
30:03.5
your name yet and I’m curious how do you
view the CW t is the CW T something that
30:03.5
30:07.8
you aspire to get tell me about CW T and
the CW T of course miss gala nap nation
30:07.8
30:12.3
if you don’t know it’s the certified
water technologist yeah it’s a it’s a
30:12.3
30:15.5
fantastic program I do know quite a few
people who have gone through and gotten
30:15.5
30:19.8
that certification but for me at this
time it just hasn’t hasn’t worked out
30:19.8
30:23.2
timing wise to make sure that I’m
prepared for the class that I’m I’m
30:23.2
30:26.2
ready to take the test but you know it
is something that I would at some point
30:26.2
30:32.1
like to get alright so do you have a
timeline on how soon you want to get
30:32.1
30:35.5
that are there any plans that you have
are there any other designations that
30:35.5
30:40.1
you’re going after as well you know I’m
just trying to work on improve my own
30:40.1
30:44.6
internal knowledge at this time you know
working on the the things that I have to
30:44.6
30:49.2
work on as I’m going right now because
I’m staying plenty busy that’s
30:49.2
30:54.0
Oh without a doubt so I’m hoping here
they next in a few years to begin
30:54.0
30:58.2
looking at that I’m not in any
particular rush on it but it is
30:58.2
31:02.3
something that you know is is on the
horizon all right and don’t get me wrong
31:02.3
31:05.7
I’m not picking on you that you don’t
have those initials I’m just curious you
31:05.7
31:09.7
know we’re talking about your
perspective and cwt is something that’s
31:09.7
31:12.4
very near and dear to my heart
and I’m just curious what you’re
31:12.4
31:15.7
thinking about it so that’s why I ask
yeah well I can tell you’re at least you
31:15.7
31:19.9
know a little bit involved as I’m
looking at your roughly 485 planks so
31:19.9
31:23.2
you have hanging on the wall from AWT
yeah I’m a little fond of the
31:23.2
31:27.0
association of water technologies but
whenever I can get some new information
31:27.0
31:32.4
about how we are talking about the
certification how we’re marketing that
31:32.4
31:37.3
to people how we’re letting people know
what that can do for them in the
31:37.3
31:41.2
industry I’m just curious if that’s
reaching you and if that’s the message
31:41.2
31:47.6
that you think we should be giving yeah
we have there’s a lot of great free and
31:47.6
31:52.1
widely available knowledge that that AWT
puts out there and that is certainly one
31:52.1
31:56.4
thing that I encourage people to to look
at so what’s the next milestone that
31:56.4
32:01.1
you’re going after in your career so
it’s not really a milestone but what I
32:01.1
32:06.4
like to do it moving forward is looking
to continue find those underserved
32:06.4
32:11.9
markets that the places where people
have just you know not really caught up
32:11.9
32:17.2
with with all the cool technological and
you know best practices that we have now
32:17.2
32:23.1
so I really would be interested to see
some of some of that industry sort of
32:23.1
32:27.7
that part of the industry really begin
to catch up and and I hope to be part of
32:27.7
32:31.7
that that next generation that’s gonna
keep raising the bar well I have to ask
32:31.7
32:34.8
cuz it sounds like you have some
experience with this what’s the most
32:34.8
32:40.0
common bad practice that you’ve seen
amongst us water treatment folk
32:40.0
32:45.7
complacency definitely agree with that
so what’s your advice on that stay stay
32:45.7
32:49.7
focused on you know looking for it for
new ideas new applications ways that you
32:49.7
32:54.6
can help fix a problem before it’s a
problem you know so many people are
32:54.6
32:59.1
reactionary
rather than being proactive and as soon
32:59.1
33:02.9
as you as soon as you’re in that exact
situation
33:02.9
33:06.7
it’s that’s not good for anyone so make
sure that you’re fixing your problems
33:06.7
33:11.3
before they become problems absolutely
and it sounds like you communicate very
33:11.3
33:14.6
well with your customers so it doesn’t
sound like your customers are getting
33:14.6
33:18.4
surprises when something happens they
probably have several months of reports
33:18.4
33:22.0
leading up to that actual problem I
would guess well that’s the law so if
33:22.0
33:26.6
somebody new was sitting down beside us
and they were wondering if they should
33:26.6
33:31.5
get into the water treatment industry
what would you tell them so something
33:31.5
33:34.8
that we’ve done a little bit with my
company is you know very close to my
33:34.8
33:39.9
alma mater and we’ve we’ve come up there
you know probably good three four times
33:39.9
33:43.8
go to presentations for chemists
chemical engineers that sort of thing
33:43.8
33:48.7
and just to to really let these people
know that you know we’re out there
33:48.7
33:52.6
there’s other options you don’t have to
be sitting in a control booth all day
33:52.6
33:56.2
you don’t have to be sitting in a lab
unless unless that’s what you really
33:56.2
34:01.6
want to do there’s more options out
there for you know for your career for
34:01.6
34:05.6
yourself for not only our industry but
all the industries that we affect is
34:05.6
34:08.6
that how you learned about this industry
to somebody come and talk to one of your
34:08.6
34:14.1
classes no I actually I got an email
from one of my friends who was actually
34:14.1
34:17.9
in the industry and said hey what are
you doing and you know two weeks do you
34:17.9
34:21.6
want to leave school for a year and come
work for us or what that’s an
34:21.6
34:26.5
interesting email yeah sometimes takes a
little bit of luck but you can always
34:26.5
34:30.9
you know put yourself in situations
where you can find good luck what’s the
34:30.9
34:35.6
one thing that you want the Scaling UP!
nation to get from this interview so I
34:35.6
34:40.5
think the the biggest thing is there’s
so many opportunities to learn and
34:40.5
34:45.9
improve out there if you can if you can
find something that you like because I
34:45.9
34:48.5
know you have you have a myriad of
interests
34:48.5
34:52.4
everybody has their own thing that they
that they really like and they really
34:52.4
34:56.9
enjoy if you can find something like
that within the industry you know wear
34:56.9
35:00.9
it out figure out get everything that
you can about it know everything that
35:00.9
35:05.8
you can about it and you know be the
best that you can be Brian you and I
35:05.8
35:10.8
were speaking earlier that one of your
interest is baseball so tell us lowdown
35:10.8
35:15.2
baseball why not so you know I this kind
of goes back a little bit about kind of
35:15.2
35:18.2
Who I am
and while I love you know doing what I
35:18.2
35:23.8
do is baseball is it’s a single point of
that hey that you do you know it’s you
35:23.8
35:28.4
have one ball that’s flying around the
diamond you know exactly what can happen
35:28.4
35:35.0
and where and you don’t necessarily know
how so I love I love baseball gets the
35:35.0
35:39.5
the nerd and me going a little bit
because it’s all analytics right so
35:39.5
35:43.1
that’s it’s been a big trend in the in
the recent years with the industry and
35:43.1
35:48.1
and one thing I do is uh I love
crunching those numbers and and finding
35:48.1
35:52.9
out you know what what is the the
underlooked thing that makes somebody
35:52.9
35:58.6
successful what are some of the key
traits that you know somebody can do you
35:58.6
36:03.3
know on and off the field to make
themselves better if that makes sense
36:03.3
36:08.4
so you might have somebody who you know
from the surface of it they look like
36:08.4
36:11.7
they’re they’re not great you know they
might have low batting average they
36:11.7
36:15.3
might not be the fastest guy in the
world but there could be some underlying
36:15.3
36:19.5
skill sets that actually make them
extremely valuable to the team that if
36:19.5
36:22.8
they’re not correctly applied if they’re
not put in the right position to succeed
36:22.8
36:28.7
it can be very difficult to find them
productive but if you get them into the
36:28.7
36:34.4
situation where it works they can be of
immense support importance to their team
36:34.4
36:37.9
success it almost sounds like you’re
talking about water treaters almost yeah
36:37.9
36:42.9
it’s a so I love I love that analytical
part of it I got spreadsheets for
36:42.9
36:46.8
everything I asked spreadsheets for days
man I’m telling you
36:47.2
36:54.3
and it’s it’s really there’s so many
things that you can find if you just
36:54.3
36:58.0
know where to look yeah like that that
one at lunch we had a was one of my
36:58.0
37:01.1
clients we switched him over on under
the chemical that were using for tracing
37:01.1
37:07.1
their cooling water treatment and it
eliminated operator error and some just
37:07.1
37:11.4
natural bias that occurred in it based
on color of the water and I mean you saw
37:11.4
37:17.0
it was a reduction of 95 percent of the
the write the error on it and it was it
37:17.0
37:22.2
was very impressive so if I wasn’t
really sure where to look on that I
37:22.2
37:26.1
wouldn’t have ever found that that
information now it’s a it’s a fantastic
37:26.1
37:30.0
talking point for us you know I love
being able to go to my class
37:30.0
37:36.1
and say hey we got so much better by you
know just trying something different
37:36.1
37:41.7
you’ve mentioned that one of your pet
peeves to put words in your mouth was
37:41.7
37:47.5
complacency and one of mine is anecdotal
evidence I see more and more water
37:47.5
37:51.9
treaters where they’ll say hey I thought
I liked it so it must be working well or
37:51.9
37:55.6
it looks like it’s working well you and
I communicate very well with each other
37:55.6
38:00.9
because I like data and you course would
like to take that data and then put that
38:00.9
38:04.4
into a format where you can prove or
disprove what you’re thinking of that
38:04.4
38:09.1
account and then also use that to keep
yourself very solid with that customer I
38:09.1
38:13.3
can’t tell you how much I appreciate
that yeah and that’s a and thank you for
38:13.3
38:18.1
that but it’s it’s so critical for for
me and in the way that you know my
38:18.1
38:22.4
process the way that I work to really
have evidence of doing something
38:22.4
38:29.1
anecdotal is nothing more than lip
service I cannot not disagree with that
38:29.1
38:33.2
is that how many double negatives is
that all right so now we’re on the part
38:33.2
38:37.6
of our interview where I call the
lightning round as you know the
38:37.6
38:40.7
lightning round the questions are a
little bit harder the point values are
38:40.7
38:45.9
double it’s anybody’s game up till this
point so are you feeling lucky well I am
38:45.9
38:49.4
and thankfully you know I feel pretty
good about the competition here right
38:49.4
38:55.2
now fair enough it’s you against you and
please Scaling UP! nation no wagering so
38:55.2
39:01.0
we are in the DeLorean and we are going
back in time and by the way we were just
39:01.0
39:04.0
in my truck coming back from lunch and
you can tell the Scaling UP! nation that I
39:04.0
39:08.3
have a flux capacitor installed in my
truck that is absolutely true that was
39:08.3
39:15.5
shocking we’re gonna get in my Silverado
we’re gonna put the time circuits on
39:15.5
39:19.4
we’re going to set the flux capacitor
we’re going back to your very first day
39:19.4
39:25.0
as a water treat or what advice do you
give yourself so I think I just tell
39:25.0
39:29.6
myself slow down and relax a little more
you know you aren’t going to fix
39:29.6
39:33.9
everything all at once you’re just gonna
stress yourself out too much if you try
39:33.9
39:39.8
to go in 95 million miles an hour so
relax a little bit
39:39.8
39:43.7
sit back learn there are so many people
who are experienced I have some
39:43.7
39:49.1
to tell and are frankly you know usually
very excited to share that knowledge you
39:49.1
39:53.6
know just relax listen I will tell you
in speaking with people that are newer
39:53.6
39:59.5
to this industry one of the common fears
that they have is oh my gosh I’m gonna
39:59.5
40:02.6
go up and I’m gonna talk to this person
I’m going to ask them to mentor me or
40:02.6
40:06.5
however that conversation goes and just
the thought of that is so scary they
40:06.5
40:10.5
never have that conversation what advice
do you give to the Scaling UP! nation to
40:10.5
40:14.5
get that conversation started just go
ahead and do it just do it just do it
40:14.5
40:18.2
the Scaling UP! nation wants to know what
are the last few books that you’ve read
40:18.2
40:24.0
so now Trace you know me well enough
that you know I’m not a reader but I
40:24.0
40:31.1
absolutely I love a couple things we
talked a little bit about one which was
40:31.1
40:35.8
the automatic customer really
interesting work on you know how by
40:35.8
40:39.2
moving over to a contract base rather
than like a pay by the pound you know
40:39.2
40:44.7
it’s easier for everybody it streamlines
it it helps us do our jobs because we we
40:44.7
40:50.1
know where we stand at all times another
one that I really liked was actually
40:50.1
40:53.5
mastering the complex say oh I have you
read that one yet I don’t think I have
40:53.5
40:58.4
so that one’s an interesting look about
you know what we do is is a long sales
40:58.4
41:02.9
cycle everything that we do is even once
we have a client there’s still a
41:02.9
41:07.5
prospect in that regard because at
anytime you know anybody can make a
41:07.5
41:12.0
change anybody can do something a little
bit differently so working to you know
41:12.0
41:16.7
look at how that process is working to
diagnose problems understanding the why
41:16.7
41:23.3
before you even start looking at the the
how let me ask you have a favorite water
41:23.3
41:29.5
treatment resource so so I think it’s
thing it’s called drip by drip I think
41:29.5
41:33.6
it was a James McDonald book drop a
project yeah which is all my bookshelf
41:33.6
41:39.1
right over there yes it’s a really good
just kind of short short little almost
41:39.1
41:43.1
nuggets but extremely in-depth at the
same time yeah I find that as a
41:43.1
41:49.2
tremendous resource as well and that’s
actually on my top resources page on my
41:49.2
41:54.2
website so great choice there and James
thanks so much for writing that so as
41:54.2
41:57.4
young as you are as much as you’ve done
you’re going to continue to do a lot of
41:57.4
42:01.8
great things eventually they’re gonna
make a movie about you who plays brine
42:01.8
42:07.3
Fisk so I wasn’t sure on this I owe you
a this every single time and I put this
42:07.3
42:14.0
out to my college friend group group
text and one of my best friends
42:14.0
42:18.0
immediately what we’re talking within I
don’t know how his fingers worked that
42:18.0
42:23.8
quick I said Elijah Wood all right well
there you go so I’m not sure if it’s
42:23.8
42:28.0
gonna be the the Lord of the Rings
Elijah Wood or if it’s gonna be the the
42:28.0
42:31.8
Wilfred Elijah Wood so I’m a little
scared on that but you know what I trust
42:31.8
42:34.8
him I’m gonna go with it all right well
there you go we’ll see if he has the big
42:34.8
42:39.8
hairy feet or not and that will prove
which Elijah Wood that is last question
42:39.8
42:43.4
so now you have the ability to talk to
anybody throughout history who would it
42:43.4
42:48.8
be with and why so you know being a big
chemistry guy actually our family a
42:48.8
42:53.2
family name is actually Gibbs relating
back to I don’t know if you’re familiar
42:53.2
42:58.6
with I’m sure you are but Gibbs free
energy so I would love to go back in
42:58.6
43:02.5
time and meet Josiah Gibbs big founders
of thermodynamics looking at chemical
43:02.5
43:08.4
kinetics I just think that he’s one of
the most underappreciated and most
43:08.4
43:12.8
important and influential people in all
of chemical history what would you ask
43:12.8
43:17.2
him and you know I would really love to
learn his process like what all of the
43:17.2
43:23.0
insane we’re talking about the the
mid-1800s and he’s doing you know
43:23.0
43:27.4
chemical experiments and looking at
thermodynamics in a way that even today
43:27.4
43:33.1
would be extremely difficult to do so I
can’t imagine doing that without you
43:33.1
43:38.7
know strong electricity and an
instrumentation so I really kind of just
43:38.7
43:42.4
picking his brain and seeing how he came
to some of the answers well Bryan I’ve
43:42.4
43:46.1
enjoyed picking your brain on this
episode of Scaling UP! I really
43:46.1
43:49.1
appreciate you coming on and allowing
the Scaling UP! nation to get to know you
43:49.1
43:52.0
a little bit better well thanks for
having me Trace I’ve really enjoyed it
43:52.0
43:58.3
nation I love to meet new people
especially when their water treaters and
43:58.3
44:03.4
we can share stories because we
understand the context that those
44:03.4
44:08.4
stories happened in and Brian and I hit
it off very well I hope you enjoyed the
44:08.4
44:12.1
interview I
certainly enjoyed learning more about
44:12.1
44:17.4
Brian and I love talking to water
treaters I love sharing those stories I
44:17.4
44:22.5
love talking about things that other
people in the world just don’t
44:22.5
44:28.2
understand my very first episode I
wanted to start this podcast to try to
44:28.2
44:33.6
create a community because I can never
go to one of my wife’s party she’s a
44:33.6
44:38.5
pharmacist by the way and people ask
what I do when I explain what it is that
44:38.5
44:43.5
I do they have no idea what I’m saying
then they asked me if I’m a pool boy or
44:43.5
44:46.4
something like that normally I just say
yeah fine that’s that’s what I do
44:46.4
44:51.1
nothing not that there’s anything wrong
with being a pool boy in fact I think I
44:51.1
44:55.7
have been able to take care of quite a
few pools in my time but that being said
44:55.7
45:03.3
when you can talk to somebody that truly
understands the day-to-day of what it is
45:03.3
45:10.5
that we do that is just exhilarating to
me so I want to ask you what are you
45:10.5
45:16.6
doing to meet new people specifically
what are you doing to meet new water
45:16.6
45:21.6
treaters
every water treater has a story and I
45:21.6
45:26.1
love to get them started on that I love
to interview water treaters and ask them
45:26.1
45:30.3
how they got in this business what do
they learn day-to-day how do they learn
45:30.3
45:36.8
what are some of the weird stories that
they have that they can share so I
45:36.8
45:42.3
absolutely love having this podcast
because now I’m able to do something I
45:42.3
45:48.7
love and share it with the Scaling UP!
nation so remember we are all connected
45:48.7
45:54.8
because we do the same thing we are
industrial water treaters and you are
45:54.8
45:59.9
not alone out there you’re alone out
there if you force yourself to be alone
45:59.9
46:04.5
but it just takes that one little nudge
to step out of your comfort zone
46:04.5
46:09.8
introduce yourself to someone that does
the same thing that you do and now
46:09.8
46:14.5
you’ve got a new friend
I have brought numerous friends on this
46:14.5
46:19.8
podcast to talk to you the Scaling UP!
nation and if I would not have gotten
46:19.8
46:22.8
out of my comfort level we wouldn’t have
had a pod
46:22.8
46:30.2
so I encourage you to reach out to other
people as well as you’re doing that ask
46:30.2
46:37.0
yourself how are you going to help the
industry because if you’re reaching out
46:37.0
46:42.9
to people I promise you are helping the
industry but what are you going to do
46:42.9
46:48.8
for yourself how are you going to help
yourself learn new things how are you
46:48.8
46:53.8
going to help that person that you just
met learn new things perhaps you guys
46:53.8
46:58.3
can be accountability partners perhaps
you can take whatever certification the
46:58.3
47:03.0
next level of water treatment that you
practice is and you can make sure you
47:03.0
47:09.6
hold each other accountable to get that
certification remember a rising tide
47:09.6
47:18.1
raises all boats so ask yourself what
are you doing to raise the water in your
47:18.1
47:23.8
realm when you stay in your box you’re
not raising that water that water is
47:23.8
47:29.9
staying at the exact same level but when
you do something different that is when
47:29.9
47:34.7
that water starts to rise and if you
start connecting with other people it’s
47:34.7
47:39.4
gonna rise all around you now you might
be saying Trace that sounds well and
47:39.4
47:44.1
fine but I don’t know how to do that and
I’m going to say sure you do at the top
47:44.1
47:50.3
of the show I mentioned several
Association conferences that were all
47:50.3
47:55.1
over the United States some over the
world I promise you that there is a
47:55.1
48:00.3
conference out there where you can meet
people there’s an association out there
48:00.3
48:05.9
that you can get involved in and you
will meet people by getting involved
48:05.9
48:09.9
what are some of the things that you’re
doing to get out of that comfort level
48:09.9
48:15.3
to get out of that day to day box
perhaps it’s reading a particular book
48:15.3
48:21.1
perhaps it’s subscribing to audible and
reading books that way because US water
48:21.1
48:27.5
treaters do not have time to read and by
the way you can go to Scaling UP! h2o com
48:27.5
48:32.2
forward slash audible and I’ll get you a
free book and a free month to try
48:32.2
48:34.9
audible so many people have written in
and said
48:34.9
48:39.4
they have used audible and they’re able
to read again I can attest to that
48:39.4
48:43.6
that’s what audible has done for me but
maybe there’s a journal you can
48:43.6
48:50.6
subscribe to what are you doing to
increase your mind so technology is not
48:50.6
48:55.7
running ahead of you how are you keeping
up with the regular changes of our
48:55.7
49:01.4
industry so things aren’t passing over
you so you can keep your customers
49:01.4
49:07.1
informed and your customers will keep
you and you will continue to have them
49:07.1
49:12.7
as customers you have to stay sharp you
have to stay up-to-date and you have to
49:12.7
49:17.9
keep the people that you’re serving
informed nation something that I want to
49:17.9
49:22.2
share with you where the very thing that
we are talking about is happening people
49:22.2
49:27.0
are sharing with me that they have asked
particular people to mentor them and
49:27.0
49:31.8
they’ve said yes or there are people out
there that I’ve asked people if they
49:31.8
49:38.4
want them to be a mentor to a particular
person so that is available to you
49:38.4
49:43.9
there’s something about us water traders
we love to share information there’s so
49:43.9
49:49.3
much other industry out there where
intellectual property stays locked up in
49:49.3
49:53.7
a tight box and water-treatment people
enjoy helping each other I don’t know
49:53.7
49:58.9
what it is about this community Collin
frein talked about it a few weeks ago
49:58.9
50:05.3
but if you start to meet people I
promise that that is going to open up
50:05.3
50:11.7
the faucet for you to learn new things
now one of the last things that I will
50:11.7
50:18.7
ask that you do to make sure that that
tide continues to rise in your realm is
50:18.7
50:24.8
continue listening toScaling UP! h2o but
do more than that let me know what some
50:24.8
50:30.2
of the topics are that you want me to
cover in this show and I’ll make sure to
50:30.2
50:36.2
get those on and if you know somebody
out there that is a water treat or make
50:36.2
50:41.2
sure you tell them about Scaling UP! h2o
because the stronger the Scaling UP!
50:41.2
50:45.7
nation gets the stronger our community
gets and the
50:45.7
50:50.7
easier it is for that tide to rise and
our community to be that much better
50:50.7
50:56.7
folks I hope you have a fantastic week
and I will talk to you next week on
50:56.7
51:00.2
Scaling UP! h2o