The following transcript is provided by YouTube. Mistakes are present. To hear the podcast episode, click HERE.
0:07.8
0:12.9
Welcome to Scaling UP! H2O the podcast
for water treaters by water treaters
0:12.9
0:16.8
Where we’re Scaling UP! on knowledge so
we don’t Scaling UP! our systems
0:16.8
0:22.6
Hi everybody Trace Blackmore here your
host for Scaling UP! H2O folks I am so
0:22.6
0:28.8
excited to be talking to you today
because this is the first edition of our
0:28.8
0:37.4
weekly podcast episodes so now each and
every week you can tune into Scaling UP!
0:37.4
0:44.2
H2O and you know that you’re going to
have an episode of Scaling UP! to help
0:44.2
0:50.6
motivate you to that next level as a
water treaty folks the only way that I
0:50.6
0:57.1
can do that is you continue to write in
with your topics so I know what to talk
0:57.1
1:02.1
about I’m now doing double the amount of
episodes I told you I was nervous before
1:02.1
1:05.0
that I was going to run out of things to
talk about
1:05.0
1:13.3
well now I’m double nervous so please
help me help you bring these episodes
1:13.3
1:18.6
and I want to tell you about the format
that we’re doing these episodes in so
1:18.6
1:24.8
what I’m going to do is I’m going to
split out the pinks and blues so we are
1:24.8
1:30.8
going to have every other week I’m going
to answer questions from you this
1:30.8
1:36.5
Scaling UP! Nation the only way that I
can do that is if you all ask me
1:36.5
1:40.5
questions so how do you ask questions
well there are several ways to do that
1:40.5
1:47.3
one is you can go to scalinguph2o.com
and on the right-hand side of the
1:47.3
1:53.1
website there is an icon there that says
send voice mail you can record your
1:53.1
1:58.1
voice asking the question you can give
your name you don’t have to give your
1:58.1
2:01.2
name you can give your first and last
name you can just give your first name
2:01.2
2:06.4
folks you can identify yourself however
you wish keep in mind I have a clean
2:06.4
2:12.8
lyrics rating and I will play that
question on the air and I will answer
2:12.8
2:17.5
your question that’s one way you can do
that maybe you don’t want to get your
2:17.5
2:21.3
voice on the air just send me an
email by going to the same website
2:21.3
2:28.6
scaling up h2o com and go to the show
ideas page and you can write your
2:28.6
2:33.5
question in to me and if you don’t have
a question you have a show idea by all
2:33.5
2:37.5
means let me know that too if you have
somebody out there you want me to
2:37.5
2:44.7
interview let me know that information
folks I’m so excited that this show has
2:44.7
2:50.7
meant so much to so many people out
there I have been getting so many emails
2:50.7
2:58.8
that people have said that this show has
changed the way that they look at water
2:58.8
3:05.3
treatment I had no idea that that would
be the result of putting a podcast on I
3:05.3
3:10.4
of course hoped that it would be part of
the motivation but to hear that that
3:10.4
3:17.6
it’s actually happening my gift to you
is an episode each and every week so
3:17.6
3:23.7
folks please help me with the content so
I can bring that to you each and every
3:23.7
3:28.5
week on today’s show we’re actually
going to talk to one of our clients now
3:28.5
3:32.6
you might think well wait a second Trace
you’ve had water treaters on but now
3:32.6
3:37.5
you’re actually bringing a customer on
yeah I’m bringing a customer on I want
3:37.5
3:45.6
you to look into the mind of the people
that pay us for what we are able to do
3:45.6
3:53.0
for them and they also have the ability
to fire us if we are not meeting those
3:53.0
4:00.7
expectations so why not let’s have a
conversation with one of the people that
4:00.7
4:06.9
would be using our wares and the
gentleman’s name is David Vences he is
4:06.9
4:15.3
a property manager and he is really good
at his job he’s not only responsible for
4:15.3
4:22.0
one building he’s responsible for eight
buildings and of course his boss is
4:22.0
4:25.3
looking to him to make sure things stay
in budget
4:25.3
4:30.6
they’re known unneeded repairs going on
that tenants aren’t complaining all of
4:30.6
4:33.2
the things that the owner wants taken
care of
4:33.2
4:39.3
that’s what David’s job is is to make
sure that owner is inconvenienced as
4:39.3
4:44.2
little as possible and he of course has
profits at the end of the year and
4:44.2
4:49.0
everybody’s happy it sounds simple but
of course we all know it’s not simple
4:49.0
4:54.7
and one of the things that he has to
work with is water treatment so join me
4:54.7
5:02.9
as I interview David Vences my lab
partner today is building engineer to
5:02.9
5:08.2
the stars and good friend of mine David
Vince’s how are you David I’m doing
5:08.2
5:12.6
fantastic trace how are you I am doing
great I am so excited that you were here
5:12.6
5:16.1
of course you and I we volunteer at
Bowman together I’m sure we’ll probably
5:16.1
5:21.6
talk about that a little bit but I know
you have started your own podcast we’re
5:21.6
5:26.5
gonna talk about that too but I am just
so impressed with all of the things that
5:26.5
5:32.1
you do you’re a building engineer you’re
a young building engineer and you’re
5:32.1
5:37.5
pretty high up in the world of building
engineer so what you’re doing is very
5:37.5
5:41.0
successful and I just think that’s
awesome so we’re gonna have a whole
5:41.0
5:45.8
bunch of things to talk about today
around all of that but I thought we’d
5:45.8
5:52.0
start out with a little bit about you so
why and how does somebody get in to
5:52.0
5:55.8
building engineering well there’s a lot
of good reasons there is a lot of
5:55.8
6:00.4
opportunity in the building engineering
field and when I got introduced to the
6:00.4
6:03.4
building engineering field I started
thinking about the opportunities that
6:03.4
6:08.8
that can come about building engineers
and so there’s a lot of avenues that one
6:08.8
6:11.9
can take even if they don’t want to
continue as a building engineer because
6:11.9
6:15.1
there’s so much to learn about in this
field whether it be electrical plumbing
6:15.1
6:20.6
HVAC controls and stuff like that so I
told myself if I’m going to be a
6:20.6
6:25.6
building engineer and I and I hopefully
become successful at building a building
6:25.6
6:29.2
engineer I don’t necessarily have to
stay as a building engineer I can use
6:29.2
6:35.0
that as a way to segue my wife myself to
you know to a different different
6:35.0
6:40.6
particular trade like an electrician or
HVAC professional so that’s kind of what
6:40.6
6:44.9
brought me into this field and I really
don’t want to leave it I really enjoy it
6:44.9
6:48.1
so
came into this field if I can recap with
6:48.1
6:51.8
an escape plan okay I’m gonna learn a
bunch of stuff about all these different
6:51.8
6:55.9
trades that I could potentially do but
then you never left you said hey I
6:55.9
6:59.8
really like being able to do all these
trades I don’t need to pick just one I
6:59.8
7:03.8
can do all of them and how many years
have you been in the industry I’ve been
7:03.8
7:07.6
in the industry for twelve years and I
started with the company called Trammell
7:07.6
7:12.5
Crow and Trammell crow they ended up I
guess doing away with the third party
7:12.5
7:17.6
management group and we started working
for CBRE and subsequently and of course
7:17.6
7:22.3
CBRE is a really good company I worked
for them for a little bit however 12
7:22.3
7:26.4
years ago I became a building engineer I
was an entry level engineer changing out
7:26.4
7:30.4
light bulbs and doing ballasts and doing
other stuff like door hardware repairs
7:30.4
7:35.0
and also doing some light plumbing stuff
so I really enjoyed it and I told myself
7:35.0
7:38.6
I need to you know make sure that I
invest a little bit more in knowing what
7:38.6
7:43.2
I do so that I can become a better
professional in this field so kind of my
7:43.2
7:48.8
day to day type of things that that I do
now is is you know we have a lot of
7:48.8
7:53.3
capital projects going on in our
buildings and we are at budget season so
7:53.3
7:58.6
I’m looking for you know new new
contracts and new vendors and trying to
7:58.6
8:02.3
understand you know what’s what’s good
out there and what’s what’s best for our
8:02.3
8:06.1
property and currently at the site where
I work I’ve been there for a couple
8:06.1
8:11.0
months and I’ve taken on a lot of duties
including capital projects and
8:11.0
8:15.6
operational stuff and so we’re working
on budget season and budget season is a
8:15.6
8:20.6
very hectic time and it’s very hard to
get get you know even a luncheon so I’ve
8:20.6
8:24.6
been doing a lot of you know lunches
that my and my desk and and working on
8:24.6
8:28.0
contracts and working on getting some
you vendors in and working on new
8:28.0
8:31.4
numbers for the next year yeah it was
hard enough to get you here for this
8:31.4
8:35.9
interview how did I manage to do that in
budget season I made it happen I made it
8:35.9
8:40.5
happen and so I pushed aside some some
items and but this is very important and
8:40.5
8:44.9
I and I just want to add that I enjoy
listening to your show it’s a wonderful
8:44.9
8:49.5
show I learned a lot from it
and I’ve also learned and I don’t want
8:49.5
8:53.2
to ruin the rest of the podcast but I’m
taking taking note of all the books that
8:53.2
8:56.7
you bring up in those podcasts and I’m
reading every single one of them we’ve
8:56.7
9:00.7
actually had conversations about some of
books that you’ve read so I want to ask
9:00.7
9:03.0
you a little later in the show about
some of the books that you’re reading
9:03.0
9:07.6
now so maybe our listeners can replenish
their supply I’m curious do you listen
9:07.6
9:11.8
to books on audible or do you do you
read all your books that’s a good
9:11.8
9:15.6
question
I’ve always been a you know hardcover
9:15.6
9:20.7
book type of person and I just really
enjoyed doing that and it wasn’t until I
9:20.7
9:25.4
started listening to your podcast that
some of the best ways to read a book is
9:25.4
9:29.1
to listen to it so here lately I’ve been
reading or I’ve been listening to the
9:29.1
9:35.5
audible books and so thank you oh it’s a
pleasure I am in my car and awful lot so
9:35.5
9:40.5
the only way I can read is to do it in
my car and the Atlanta Police tend to
9:40.5
9:44.7
frown on when you have a book on your
steering wheel so audible has has saved
9:44.7
9:49.8
me in many ways
so David it’s its budget time and you’re
9:49.8
9:55.5
a special engineer in my eyes because
our relationship has begun in boma and
9:55.5
10:00.5
we’ve had a lot of conversations about
water treatment and what you expect from
10:00.5
10:05.7
your water treater and you look at water
treatment a lot differently than most
10:05.7
10:09.5
engineers you don’t just look at the
bottom line how much are you gonna
10:09.5
10:14.6
charge me per month that’s how most
engineers that I’ve run across really
10:14.6
10:19.3
evaluate water treaters but you look at
that a little bit differently you mind
10:19.3
10:24.1
sharing to the Scaling UP! Nation how you
view water treatment absolutely I’m glad
10:24.1
10:28.1
you’re asking me and of course one of
the things that we have to contend with
10:28.1
10:33.9
is our budgets and so we have to be
thinking about you know quality over
10:33.9
10:38.6
quantity and so if we’re looking at the
the quality of work and services that
10:38.6
10:43.3
someone provides we got to make sure we
can justify that with our owners but we
10:43.3
10:46.8
can’t just go with the lowest bidder
because if you go with the lowest bidder
10:46.8
10:51.1
you’re gonna know what you pay for and
so water treatment is one of the things
10:51.1
10:56.9
even in in since since I was doing water
treatment I say water training but I did
10:56.9
11:01.1
what I could but for the most part you
know the involvement that we have as
11:01.1
11:05.8
engineers is it’s not as much and so
we’re we’re too busy putting out fires
11:05.8
11:10.8
doing other stuff within the building
you know doing hot cold calls you know
11:10.8
11:14.2
doing chiller logs
doing you know some you know minor water
11:14.2
11:18.0
treatment tests and doing a bunch of
other stuff like hardware repairs and
11:18.0
11:22.8
and so it’s kind of hard to get into the
water treatment you know zone if you
11:22.8
11:26.6
will and test for all the stuff that you
would normally test from a professional
11:26.6
11:30.5
standpoint we don’t have not only the
time but we also don’t have the
11:30.5
11:34.2
knowledge and know-how within our
organizations so we have to rely on
11:34.2
11:38.9
companies like you to be able to educate
us and teach us what is it that we need
11:38.9
11:43.0
to test for and is there anything that
we need to be looking out for in our
11:43.0
11:47.2
water treatment program do most of the
engineers that are in your buildings are
11:47.2
11:51.8
they testing for something with the
water treatment programs absolutely what
11:51.8
11:54.8
we do is we make sure that there’s no
there’s no leaks in our systems that’s
11:54.8
11:58.2
first and foremost you know make sure
that the tubing within the pumps are not
11:58.2
12:02.6
leaking we check that there are drums or
if you have a dry system for our
12:02.6
12:06.2
listeners of course you know that if you
have barrels you know you check them to
12:06.2
12:10.4
see how how low or high they are we also
check our conductivity our inhibitor
12:10.4
12:16.1
readings and we want to make sure that
they are within a certain range so if we
12:16.1
12:19.9
see any kind of anomalies that’s our cue
that’s our cue to call our water
12:19.9
12:23.5
treatment company and tell us you know
what we need to do next if our
12:23.5
12:27.9
connectivity is too high it could be
that you know we’re not blowing down and
12:27.9
12:30.9
that’s something that I’ve learned but
you just experience or if the
12:30.9
12:33.7
conductivity is too low perhaps we’re
adding too much water in our system so
12:33.7
12:36.7
this could be many variables that you
very well know trace and it’s knowing
12:36.7
12:40.6
you know what to do next when you see
those anomalies and and one of the
12:40.6
12:44.8
things that I like to talk about is not
only about the engineers as to you know
12:44.8
12:48.1
what they know and what makes a good
engineer it’s not what you know that
12:48.1
12:52.0
makes a good engineer is do you know
where to go to get that information and
12:52.0
12:55.8
so that’s why we rely on water treatment
companies like yourself to be able to
12:55.8
13:00.1
educate us and help us and and and we to
understand that if there isn’t a lot
13:00.1
13:04.1
anomaly with it with our readings then
we need to let you guys know and you
13:04.1
13:07.3
guys can help us out
yes so basically it’s a partnership you
13:07.3
13:11.6
know we’re helping each other with
information we each have to make sure
13:11.6
13:16.3
that the owners equipment is taken care
of it’s absolutely a partnership and
13:16.3
13:20.4
whenever we work with companies like
water treatment companies HVAC companies
13:20.4
13:26.5
plumbing companies we want to
that partnership we want to engage in
13:26.5
13:31.6
that partnership and we want to make
sure that they feel as if they’re part
13:31.6
13:36.1
of our team and we want it that that
type of relationship we mentioned owners
13:36.1
13:41.1
briefly let’s get back to that and let’s
get back to the budget questioning
13:41.1
13:46.8
because so many people in your position
the cheaper it is it’s got to be better
13:46.8
13:52.1
in all water treatments the same and of
course as you said you get what you pay
13:52.1
13:56.1
for but there’s so many engineers out
there that don’t understand that or
13:56.1
14:04.4
their owner or their company reward them
because their budget items are lower so
14:04.4
14:08.9
I don’t really know what question to ask
you around this but I know I’ve
14:08.9
14:12.9
encountered this quite a bit in my
career so what advice would you give
14:12.9
14:17.5
somebody like me who is trying to do the
right thing who is trying to bring the
14:17.5
14:21.4
best water treatment program to that
engineer and they’re still on that
14:21.4
14:25.4
mindset that you know I got to go with
the cheapest absolutely no way it
14:25.4
14:29.6
definitely puts engineers in a little
bit of a pickle if you will but first I
14:29.6
14:34.2
want to address the first question and
how is it that we can have someone like
14:34.2
14:38.2
the water treatment company to kind of
take an interest in doing what’s right
14:38.2
14:42.3
and you know you’re doing absolutely
everything you educate your customer you
14:42.3
14:45.9
want to engage in that partnership you
want to tell them what kind of system
14:45.9
14:50.3
you have where are the issues and you
want to provide some you know hard
14:50.3
14:54.6
documentation that shows that you know
hey this is this is something we want to
14:54.6
14:58.4
take care of but where it kind of puts
us in the pickle is where sometimes we
14:58.4
15:02.5
do have those restraints those budget
restraints and we got to figure out I
15:02.5
15:06.6
hate to say this but you know the lesser
of two evils you know we want to get the
15:06.6
15:10.0
best company that we can and then we
want to hold them accountable you know
15:10.0
15:13.3
and I hate to say accountable but you
know it’s a good word I think we need to
15:13.3
15:18.0
talk about that absolutely but you know
it becomes very difficult because you
15:18.0
15:21.7
have you have companies that come out
there and they just put the check in the
15:21.7
15:25.6
box and not like you know Blackmore
Enterprise is they come in there they
15:25.6
15:29.0
listen to you they speak to you they
know what we’re trying to achieve they
15:29.0
15:33.0
understand that we’re trying to you know
save our pipes and save money and energy
15:33.0
15:37.4
costs so I would say you would need to
continue doing what you
15:37.4
15:42.2
doing and educate you know folks like
building engineers so that we are
15:42.2
15:44.9
sharper and we have a better
understanding of our of our water
15:44.9
15:49.2
treatment program well I appreciate that
advice something that we do try to do is
15:49.2
15:54.3
we try to teach everybody we come in
contact with that’s either a customer of
15:54.3
15:59.4
ours or a potential customer what to
really recognize when they see a
15:59.4
16:04.0
complete water treatment program by
doing that our hope is that they’ll see
16:04.0
16:09.8
what isn’t a complete water treatment
program so in fact if maybe we are more
16:09.8
16:15.1
expensive but we’re doing 20 more things
okay well that makes sense why we would
16:15.1
16:18.5
be more expensive if we’re going to be
on-site a lot longer well we’re gonna
16:18.5
16:21.3
have to pay somebody to be there I don’t
know about you but I haven’t found
16:21.3
16:25.7
people to work for my company for free
they all want to get paid so we’ve got
16:25.7
16:30.6
to make sure that that we can afford to
do that well well I want to expand a
16:30.6
16:35.6
little bit on that and I want to say
that you know knowing that the the
16:35.6
16:41.0
culture of companies much like Blackmore
Enterprises you tend to have that that
16:41.0
16:45.4
feeling that you want to educate as
whether or not you won’t we want to use
16:45.4
16:51.2
you or not so it makes us feel good that
that you provide us with the knowledge
16:51.2
16:56.2
and tell us this is what you have you
can use if you want but I would consider
16:56.2
17:01.5
repairing or check-in or adjusting this
or that and that makes us feel good that
17:01.5
17:04.8
makes us want to come back to you and
perhaps do business with you and we
17:04.8
17:08.6
certainly appreciate that donation I
don’t want you out there listening
17:08.6
17:12.1
thinking that this is a complete
commercial for Blackmoor enterprises
17:12.1
17:16.1
what I’m hoping you’re getting out of
this is that David and I have a
17:16.1
17:20.6
relationship we have a respect for each
other and it didn’t start out that way
17:20.6
17:24.8
I’m sure you looked at me as every other
water trader that came through your door
17:24.8
17:30.1
and because we’ve served together at the
boma committee and we’ve also worked
17:30.1
17:34.1
together in water treatment we’ve been
able to form not only relationship but a
17:34.1
17:38.3
partnership with that and folks that’s
what you’re hearing with this David one
17:38.3
17:44.6
of the things that you do very well is
you track where all the money goes in
17:44.6
17:50.0
your building you know how efficient
your systems are you know how much money
17:50.0
17:54.0
you’re spending
on water electricity you know gallons
17:54.0
17:59.6
you know kilowatts all that stuff and
the thing that I love is you can take
17:59.6
18:05.4
that information and equate that back to
how efficient your systems are meaning
18:05.4
18:10.4
is your water treatment program doing
what it’s supposed to be doing and
18:10.4
18:13.3
obviously you can’t take one or two
readings you’ve got a trend over a
18:13.3
18:18.8
period of time with that but because of
that have you found it’s easier to talk
18:18.8
18:22.8
with your property manager to talk with
your building owner and say okay well
18:22.8
18:26.2
maybe this is four times more expensive
than what we were paying for water
18:26.2
18:30.9
treatment but we’re saving ten times on
the energy is is that a technique that
18:30.9
18:37.6
you use that is a tactic that I use and
certainly and I’m I’m glad you brought
18:37.6
18:43.8
that up I do the utility reports and
what goes in the utility report is the
18:43.8
18:50.3
amount of kW that we use here in
Alpharetta Georgia and also we document
18:50.3
18:57.7
that usage and we also document the the
consumption the the cost per kW and we
18:57.7
19:02.6
put that all in a huge spreadsheet and
we present that to our ownership on a
19:02.6
19:08.6
monthly basis and so whenever we have a
new program that introduces
19:08.6
19:14.4
opportunities or a strategy for us to
save money and reduce that kW that
19:14.4
19:18.9
pretty much shows up on the report you
can see that there’s a reduction on
19:18.9
19:24.3
energy efficiency and there’s a
reduction in usage of kW and and of
19:24.3
19:28.6
course it makes us feel good to be able
to slide that piece of paper over to
19:28.6
19:32.1
them and tell them this is how much
money we’re saving and so whenever we
19:32.1
19:37.1
have a water treatment company that
comes in and delivers a good water
19:37.1
19:40.9
treatment program we’re able to
demonstrate to our property management
19:40.9
19:45.0
group we’re able to demonstrate to our
ownership and tell them you know we have
19:45.0
19:49.2
a good water treatment program it costs
a little bit more however we’re saving a
19:49.2
19:53.9
lot more money and we’re also protecting
our pipes and instead of you know
19:53.9
19:58.5
running four compressors on a commercial
self-contained unit on a sixty degree
19:58.5
20:03.8
day we’re running one compressor and we
don’t have to worry about the water the
20:03.8
20:06.6
water being so dirty
we have a great water treatment program
20:06.6
20:13.3
much like the chiller if the chiller is
at 50% loaded and it’s a 275 amp chiller
20:13.3
20:18.1
if it’s a clean system and it is doing
all it can at 50% then we’re doing a
20:18.1
20:23.7
good job however if it’s 70% open is the
inlet guide vanes 70% open and you’re
20:23.7
20:30.3
doing 70% of 275 amps then you’re using
up more energy to accomplish the same
20:30.3
20:34.0
job and it could say something about
your water treatment program so that’s
20:34.0
20:37.1
where we get the savings and that’s what
we turn in the report cards and that’s
20:37.1
20:39.5
what makes us feel good whenever we have
a good report card
20:39.5
20:43.9
there you go and you can say see you’re
paying me and I’m doing my job I’m
20:43.9
20:48.3
talking about you talking to the owner
now absolutely so and then I course and
20:48.3
20:55.5
say that to you
yeah so how involved do the property
20:55.5
21:02.9
manager and the owner get involved into
water treatment she looks at it or he
21:02.9
21:07.7
looks at it and and looks and it looks
at the kW looks at the the report and
21:07.7
21:13.7
and tries to understand where you know
where are we going wrong or where are we
21:13.7
21:18.3
going right and they’re able to identify
that it’s on does the engineer to show
21:18.3
21:22.7
them you know graphs or show them you
know some Gantt charts or any kind of
21:22.7
21:28.4
you know data that supports that we are
saving or why we lost money early this
21:28.4
21:33.7
year around January we had a hard time
here in Atlanta we had a hard cold and
21:33.7
21:38.9
it was one that was very difficult for
property management in in the Atlanta
21:38.9
21:43.6
market to to kind of understand why we
didn’t see it coming and it was
21:43.6
21:47.7
unpredictable it got really cold it got
really cold for it does not do that here
21:47.7
21:51.4
in Atlanta very often not very much we
tell people hey you might want to
21:51.4
21:55.0
consider putting glycol and these
systems now we don’t need that I can’t
21:55.0
21:58.9
tell you how many calls we got during
that we did by any change did you guys
21:58.9
22:02.3
put that glycol in you mentioned last
summer no you didn’t approve it well we
22:02.3
22:06.4
got some busted bytes now well there you
go and you see and again
22:06.4
22:10.3
those the type of things that we need to
be able to produce through the property
22:10.3
22:14.5
management team and let them know this
is why we’re using so much energy so we
22:14.5
22:18.9
they do get involved and if you have
someone like a senior
22:18.9
22:23.7
vice-president of operations getting
involved that they definitely dig into
22:23.7
22:27.5
the numbers and they want to dig into
the programs that you have in place and
22:27.5
22:32.5
they want to know who has this program
and what are they doing to make this
22:32.5
22:37.8
program better I will say that one of
the issues that I find that’s very
22:37.8
22:41.6
common amongst water treaters that I
work with is they have a great
22:41.6
22:45.7
relationship with maybe somebody like
you and the engineers that work with you
22:45.7
22:51.9
but they don’t know anybody above you
the property manager hopefully the owner
22:51.9
22:56.1
or something like that and I have found
and it’s difficult it’s really difficult
22:56.1
23:00.4
to work your way up the only way we can
do that is if you introduce us but when
23:00.4
23:06.7
they feel that they also have that
partnership now they understand things
23:06.7
23:12.7
better and my absolute favorite thing is
to looking at reports with those people
23:12.7
23:17.5
with you there of course and talking
about accomplishments that not only I
23:17.5
23:22.4
made but your teammate as well so now we
all get accolades for that and they can
23:22.4
23:26.6
see okay you know David came to me and
he convinced me to use a little bit
23:26.6
23:30.3
extra money on the water treatment
budget and now I’m actually seeing what
23:30.3
23:35.1
we’re getting for that and we never got
that before so what advice would you
23:35.1
23:39.9
give to a water treaty
wants to make sure they have not only a
23:39.9
23:44.1
relationship with the engineer with all
the boots on the ground but people that
23:44.1
23:48.0
are making other decisions as well
absolutely that’s a you know one of the
23:48.0
23:53.2
things that that we look at obviously is
how could we add value to the building
23:53.2
23:59.1
and if there was some type of you know
case study you know case studies the
23:59.1
24:03.6
shows we’ve done business and dust
doesn’t does building and this is how
24:03.6
24:07.2
much money we’ve saved them on that
because sometimes that’s usually the
24:07.2
24:11.4
driver and that’s the driver to be able
to get certain companies out there and
24:11.4
24:18.2
say hey let’s invest in a more expensive
but higher quality company out to work
24:18.2
24:22.2
at your building and you’ll see that you
know they’re gonna save you money you’re
24:22.2
24:25.4
gonna save you a lot more money than you
end up spending to begin with to get
24:25.4
24:30.4
them in on board that’s gonna drive the
operational expenses up however there’s
24:30.4
24:34.8
gonna be you know a payback on the
long haul so being able to provide some
24:34.8
24:38.1
of the some of the case study says I’ve
worked at this building over here they
24:38.1
24:41.7
were ok with me sharing this program and
they’re okay with me sharing this case
24:41.7
24:45.4
study and this is the kind of program
they had at one time and this is what I
24:45.4
24:49.4
was able to do to save their money and
and that right there makes us feel good
24:49.4
24:53.9
makes us feel like well you guys
invested in understanding documenting
24:53.9
24:58.1
and being able to provide some data to
say we can save you money and this is
24:58.1
25:02.0
how we’re gonna do it and so that that
would be something that would reach out
25:02.0
25:05.9
to our property management so if you
provide us with that kind of information
25:05.9
25:09.1
we can supply that over to them and say
we know a good company that can take
25:09.1
25:13.3
care of us you know that’s great advice
let’s talk about documentation in
25:13.3
25:17.7
reporting one of my pet peeves and you
listen to the show you know this is
25:17.7
25:22.5
sorry water treatment reports and folks
out there I know you’ve seen them I hope
25:22.5
25:27.1
you’re not a culprit of writing them but
there are a lot of water treatment
25:27.1
25:31.9
reports out there that are not worth the
email they’re sent on or the paper that
25:31.9
25:35.4
they’re written on and if all they’re
doing is patting a file they’re no good
25:35.4
25:43.1
so I want to ask you what advice from
the building engineer perspective can
25:43.1
25:47.9
you give to the Scaling UP! Nation what
do you want to see on a service report
25:47.9
25:52.8
let me start by saying what I don’t want
to see on the surface let’s go there
25:52.8
25:59.1
first well you know it’s it’s much like
our work order systems and the fear for
25:59.1
26:03.7
the building engineers out there who are
listening we get a work order it’s too
26:03.7
26:09.6
hot or too cold or something like we got
a light out and the comments at the end
26:09.6
26:13.1
is whenever we close out the work order
and this is what they could be the
26:13.1
26:18.4
customer sees or the tenant sees is a
closing comment that says found this did
26:18.4
26:24.1
this and everything’s good or something
to that effect however what I don’t like
26:24.1
26:29.4
to see in some of those reports is that
took care of it or done or did it or
26:29.4
26:34.5
complete you know checked all is good
you know just having those small one
26:34.5
26:39.1
time you know comments like that it’s
always a bad impression on the person
26:39.1
26:43.2
who’s reading it so what I want to see
in those reports is details
26:43.2
26:46.1
detailed information of what was found
what
26:46.1
26:51.0
and how he left it and of course if it’s
you know perform monthly tests something
26:51.0
26:55.1
like that that’s something like
something I could have done you know and
26:55.1
26:59.6
so it it much like you said that is a
kind of poor way to kind of show your
26:59.6
27:04.0
customer that you know I came in here
and I checked the box and so that’s
27:04.0
27:07.2
that’s something we to see because we
feel like we’re not appreciated as much
27:07.2
27:12.9
so check in the box is good but checking
the box and also having you know the
27:12.9
27:17.2
full details of what you’ve done on the
report helps us understand water
27:17.2
27:22.1
treatment a lot better – I love that
answer because I think you’ve shifted
27:22.1
27:27.8
the paradigms of every member out there
in the Scaling UP! Nation we’re now a
27:27.8
27:34.8
poor report shows that they don’t care
as much about you it’s a respect thing
27:34.8
27:40.1
not I’m really hurried and I got to get
to my next account and I want to write
27:40.1
27:44.6
this as quickly as possible so folks I
hope you heard that when I asked that
27:44.6
27:48.6
question I wasn’t expecting that answer
but I’m glad I do good service reports
27:48.6
27:51.9
and hopefully you think I do good
service or absolutely but I’ve never
27:51.9
27:57.0
looked at it as a respect issue so
that’s wow that’s huge so we mentioned
27:57.0
28:02.6
how important the reports are how
important is it for the water treater to
28:02.6
28:07.5
sit down and spend some time not only
explaining the report to you but also
28:07.5
28:12.4
explaining what they’re doing and where
they’re going it’s always fascinated me
28:12.4
28:17.5
you know I took care of swimming pools
when I entered the maintenance field of
28:17.5
28:23.1
the maintenance room about 16 17 years
ago and I was a josé’s cement pool a
28:23.1
28:28.2
pool boy if you will and so I would
check the chlorine and I would also
28:28.2
28:32.8
check the clinic al see’em and so on and
so forth and whenever the the pool guy
28:32.8
28:37.4
the the the professional came out there
into his monthly quarterly inspections I
28:37.4
28:41.5
would hang out with him and I would soak
up as much information as I could
28:41.5
28:46.4
because there were some areas that I had
some concerns in so it’s important for
28:46.4
28:50.7
that water treatment got to come and
have that conversation with the engineer
28:50.7
28:54.9
because we want to make sure that we’re
learning something from YouTube because
28:54.9
28:59.2
it’s a partnership like we talked it’s a
partnership to be able to educate you
28:59.2
29:02.1
know
and also for us to be able to you know
29:02.1
29:07.1
report anything that we find that’s
that’s that needs to be reported great
29:07.1
29:10.1
advice
what do water treaters do that you just
29:10.1
29:15.6
wish they’d stopped doing uh he just
pulled out a list folks hang on how much
29:15.6
29:22.0
time do you have
what do water treaters do that that we
29:22.0
29:26.4
don’t like to you know don’t like well
you mentioned one that’s that’s having
29:26.4
29:31.5
that small report having the one liner
report came here did that took care of
29:31.5
29:34.3
this and that
another thing is not fulfilling their
29:34.3
29:38.6
their promises if they say that they’re
gonna bring in some equipment and
29:38.6
29:42.3
they’re gonna do this and they’re gonna
do that that speaks volumes because you
29:42.3
29:46.3
know after the second and third time you
know like they say I’m gonna bring you
29:46.3
29:49.5
some dip slides so you can do a monthly
dip slide or we’re gonna bring you some
29:49.5
29:52.9
more test equipment the next month and
then all of a sudden you got to three
29:52.9
29:56.5
months without us being able to you know
do the testing without the proper tools
29:56.5
30:01.4
and supplies so I would say that if
you’re gonna say you’re gonna bring
30:01.4
30:05.7
something or you’re gonna do something
for us do it because that’s the second
30:05.7
30:09.6
and third time we’ve already lost
interest in you already and so we just
30:09.6
30:13.6
we just we’ll just have some kind of
work working relationship and that’s it
30:13.6
30:18.0
you know yeah not only interest but I
bet trust as well it trust absolutely I
30:18.0
30:22.4
couldn’t find the word but yes trust we
lost trust yeah and it’s a lot easier to
30:22.4
30:28.8
give trust it’s sometimes impossible to
ever earn it back agreed agreed
30:28.8
30:32.2
let’s talk a little bit about boma
because that’s where you and I have met
30:32.2
30:38.7
boma is building owners and managers
association and it is where people that
30:38.7
30:42.8
owned commercial buildings get together
and they make their buildings better by
30:42.8
30:47.1
working together how how would you
explain what boma is because you’re
30:47.1
30:53.6
higher up in the boma echelon than I am
well I’ve been two years the boma BTO
30:53.6
30:59.7
chair here in Atlanta and it’s a great
privilege to be able to get involved and
30:59.7
31:05.1
be able to work with committees and
provide educational opportunities for
31:05.1
31:10.9
engineers in this field so boma is a
very good organization to be able to you
31:10.9
31:15.3
know know everything building
being you know again like a water
31:15.3
31:20.3
treatment company you can network with
HVAC companies you can network with you
31:20.3
31:24.8
know plumbing company so it’s a good way
to network and and the one thing that I
31:24.8
31:28.7
like about boma is the the members do
not look at each other like you know
31:28.7
31:32.3
competition there’s a competition over
here and we gotta know what they’re
31:32.3
31:35.3
doing they get I watched in there
they’re more engaged with this or the
31:35.3
31:38.7
other they’re more involved with with
being able to have that network have
31:38.7
31:42.4
that connection within the Blauman
ization and so it’s a good opportunity
31:42.4
31:46.3
to put yourself out there it’s a good
opportunity for you to get involved in
31:46.3
31:50.9
community service or get involved with
the technical organization you know
31:50.9
31:54.2
which I’m involved in and getting
involved with understanding different
31:54.2
31:57.7
committees so they’ve got quite a few
committees and it’s actually helped me
31:57.7
32:03.0
develop myself develop myself a little
bit more professionally so I I’m very
32:03.0
32:07.3
thankful for bomo and and for helping me
build my career so it’s a career builder
32:07.3
32:12.5
also well there you go and I would say
it would be very hard to find any
32:12.5
32:16.9
engineer in Atlanta that doesn’t know
your name is that because of boma
32:16.9
32:22.2
well that would say that’s that’s one of
the reasons and you know I would credit
32:22.2
32:28.0
boma as as one of the main reasons why
so absolutely and then and of course we
32:28.0
32:33.4
all work in a very close the the the
engineers in this in this business as
32:33.4
32:37.8
you’ve probably heard many times it’s a
very small network and it’s
32:37.8
32:42.3
organizations like boma this has allowed
me to kind of be known a little bit if
32:42.3
32:47.2
you will so I know quite a few people
out there in in boma and they talk about
32:47.2
32:50.7
you know key players that they’ve been
in this industry for as long as they
32:50.7
32:55.7
have so absolutely well I am pleased to
serve as your vice chair on the
32:55.7
33:00.2
committee that you’re chairing this year
and I was told that I was the first
33:00.2
33:07.2
vendor to actually do that is that true
well I think you are one of the second
33:07.2
33:12.6
ones and that thing there was a first
one I want to verify that but but you
33:12.6
33:16.6
know you you are one of the first in the
law right well I’ll take that
33:16.6
33:22.0
so I thought it was a wonderful idea I
thought it was perfect I thought it was
33:22.0
33:26.6
spot-on and you have an infectious
attitude about you you’re very positive
33:26.6
33:30.7
you’ve done a lot with boma
and people respect you in this industry
33:30.7
33:33.8
people respect you in the Bowman
industry and that’s reason why I think
33:33.8
33:39.6
you know though it’s unorthodox to have
a vendor on the technical organization
33:39.6
33:43.7
because it’s it’s a for the engineer by
the engineer type of organization but
33:43.7
33:48.7
you understand us that well that they
wanted you to be a vice chair and that’s
33:48.7
33:53.0
the reason why I think made the heat
just the biggest impact on that decision
33:53.0
33:56.2
I’ve really enjoyed it
you know you and I’ve gotten closer from
33:56.2
33:59.9
that and it’s a great honor I’m gonna
share my secret with you and and
33:59.9
34:03.6
everybody else a lot of people would
join an organization like boma so I
34:03.6
34:08.7
could sell to you and that’s what most
people join trade organizations for you
34:08.7
34:13.5
know I’m a vendor I’ve got wares who can
I sell them to oh well this is a whole
34:13.5
34:16.9
group of people that I can sell that to
and I think that’s where most people
34:16.9
34:20.8
make their mistake
where I go into Balma or if mo or any
34:20.8
34:27.1
other organizations that were a member
of I go to give I go to educate I go to
34:27.1
34:32.0
find out what I don’t know what I can
help people with based on what I do know
34:32.0
34:35.9
and I like to give presentations and
various things so now I’m giving away
34:35.9
34:40.4
all my secrets to all my competitors but
it’s that giving attitude not that
34:40.4
34:45.4
getting attitude that I would like to
say that’s why somebody asked me to step
34:45.4
34:49.3
up and be your vice chair absolutely you
know let me expand on it a little bit
34:49.3
34:54.5
agree a hundred percent if you are
looking to join an organization much
34:54.5
35:00.4
like boma and you’re doing it just to
get as you mentioned then you’re doing
35:00.4
35:04.7
it for the wrong reasons and so in first
think about why you’re doing it and if
35:04.7
35:07.5
it’s because you want to develop you
know your career you want to develop
35:07.5
35:11.5
professionally and that’s that’s one of
the main reasons why people do it
35:11.5
35:15.3
because they want to do that and so they
want to they want to volunteer their
35:15.3
35:20.1
time and and also they want to network
with different folks and subsequently
35:20.1
35:23.9
sometimes it just happens naturally
organically you end up getting business
35:23.9
35:26.4
through folks and and that’s that’s
awesome
35:26.4
35:29.7
you know that’s a synergetic
opportunities that you get
35:29.7
35:34.8
exactly exactly well you know what great
advice we’re giving to all those people
35:34.8
35:37.8
out there in the Scaling UP! Nation well
let’s give a little bit more advice and
35:37.8
35:44.2
then we’ll turn our focus on to your
podcast so there’s a water treaty
35:44.2
35:51.0
out there listening what is the one
thing you want them to get from this
35:51.0
35:57.0
interview well I would like for them to
obviously invest in and have that
35:57.0
36:00.2
partnership you know much like this what
we’re talking about have that
36:00.2
36:04.8
partnership with that with that to
engineer be able to provide details on
36:04.8
36:08.9
your reports be able to provide full
details on your ports not just click
36:08.9
36:13.7
one-liners and also you know what else
can I help you with is there anything
36:13.7
36:18.0
else that you need is there anything
that any of resources that I can help
36:18.0
36:22.3
you with and of course if they don’t
have the answer it’s okay to say I don’t
36:22.3
36:26.5
have the answer it’s much better to hear
that because that kind of you know
36:26.5
36:31.1
allows us to say hey you know can you
get the answer for somewhere else or can
36:31.1
36:34.7
you can you find someone who knows about
it and then I think that’s where you
36:34.7
36:38.8
build that trust when he says he or she
says I don’t have that answer but I’m
36:38.8
36:42.8
gonna get it for you and they deliver
and that develops that trust so that’s
36:42.8
36:46.9
what I would like to look into when I
think about how I can develop that
36:46.9
36:51.3
working relationship with a
water-treatment guy so same question but
36:51.3
36:56.4
now we’re talking about fellow building
engineers what’s the one thing that you
36:56.4
37:01.6
want building engineers to get out of
this conversation absolutely again it’s
37:01.6
37:07.0
about checking the box and and of course
or not just checking the box whenever
37:07.0
37:10.6
we’re doing water treatment readings
whenever we’re doing connectivity
37:10.6
37:14.6
readings whenever we’re doing our tests
let’s make sure that we’re not just
37:14.6
37:18.3
writing down a number let’s not just
writing down a number let’s understand
37:18.3
37:22.1
what that number represents let’s
understand what their mins and maxes are
37:22.1
37:26.5
and let’s ask questions that’s not just
going the plan and and just write down a
37:26.5
37:30.1
number because what will end up
happening is someone will find that
37:30.1
37:34.7
number to be an anomaly and and then
they’ll ask you know did you not realize
37:34.7
37:37.1
that that number was too high or was too
low
37:37.1
37:41.0
how long has that been like that and
you’ll start noticing trays that
37:41.0
37:43.9
sometimes you’ll have that you know
I’m just gonna throw some numbers out
37:43.9
37:48.0
there if you have a conductivity of 800
900 and it keeps going up and keeps
37:48.0
37:53.1
going up to like you know to 2020 200
and then II started realizing what’s
37:53.1
37:57.0
going on here and it’s been documented
ok would check the box we’d been
37:57.0
38:01.5
documenting it for about a month or two
months but it’s like who’s missing this
38:01.5
38:05.2
why aren’t you you know raising your
hand why aren’t you that your water
38:05.2
38:09.2
treatment company know so pay attention
to detail it’s mainly what I would
38:09.2
38:14.9
advise the engineers so now let’s switch
gears a little bit you came to me we
38:14.9
38:18.0
went to lunch and we were talking about
podcast you know I think the
38:18.0
38:20.7
conversation pretty much went with you
saying
38:20.7
38:24.6
well Tracy you have a podcast so that
proves any idiot can get on the air and
38:24.6
38:29.5
have a podcast so I’m gonna do that –
yeah absolutely
38:29.5
38:32.7
well you’re supposed to say no no that’s
how I go you have the most awesome
38:32.7
38:39.8
podcast ever and I want to have a cool
podcast ya know that that’s very similar
38:39.8
38:44.6
well I you know if you remember Trace
one of the reasons why I kind of wanted
38:44.6
38:49.4
to know you a little bit better is
because it kind of started off with hey
38:49.4
38:52.9
trace we already have a water treatment
company and I know we want to go to
38:52.9
38:55.6
lunch and I want to know a little bit
about you because you are my vice chair
38:55.6
39:00.1
and also I like to know more about
Scaling UP! a podcast that you have and
39:00.1
39:06.0
of course I remember I recall bringing
up it Tracy you’re just a little too
39:06.0
39:09.3
expensive and that’s why we can’t use
you guys and then you start talking and
39:09.3
39:12.3
get into the details well you know let
me tell you what you would be paying for
39:12.3
39:16.2
and let me give you the quality of work
that we provide and so that kind of that
39:16.2
39:19.6
kind of set me you know when I went back
to the office I really sat there and
39:19.6
39:23.8
thought about it for a little bit and it
made me feel you know again like I had
39:23.8
39:27.1
that we had that trust like wow he’s
giving me the tools he’s giving me the
39:27.1
39:30.8
knowledge and he’s telling me that you
don’t have to use me if you don’t want
39:30.8
39:34.8
to but I want to tell you what what you
should be looking out for so I certainly
39:34.8
39:38.3
appreciate that and of course you know
we talked about the podcast that you
39:38.3
39:42.9
have Scaling UP! and Scaling UP! is an
awesome podcast I’m glad I’m on it
39:42.9
39:45.9
I’m glad I mean this is cool I can’t
wait to share it with my friends and
39:45.9
39:49.8
telling me I’m all Scaling UP! next
I’m on Scaling UP! but then we started
39:49.8
39:54.4
talking about the the podcast and your
podcast and I took an interest in it and
39:54.4
39:58.6
then you asked me don’t listen to the
first one that did nobody listened to
39:58.6
40:03.7
the first one anyways and so I started
listening to a start bench listening to
40:03.7
40:08.6
it and before you know it I was in my
driveway at home you know for thirty
40:08.6
40:12.6
minutes later my wife’s asking me are
you in the truck outside yeah what are
40:12.6
40:15.6
you doing I’m listening to the podcast I
got to finish this place was a good one
40:15.6
40:19.5
and they’re all good ones you know and
this hat this was the trend for you know
40:19.5
40:24.2
a couple weeks until I gotten caught up
to episode 46 and then of course you
40:24.2
40:28.0
encouraged me to start the podcast you
said man you should do a podcast because
40:28.0
40:32.4
you have a wealth of knowledge and some
stuff like that so I thought that was
40:32.4
40:35.0
pretty cool I thought it was pretty
interesting that you would think that
40:35.0
40:38.8
someone like me would be able to have a
podcast and Here I am I have a podcast
40:38.8
40:42.9
called new generation engineering and
it’s a podcast for engineers to help us
40:42.9
40:47.0
stay sharp and stay current on new
technologies and so the new generation
40:47.0
40:52.0
engineering is also to educate our
current engineers but also understand
40:52.0
40:56.9
where we are where we were and how we’re
gonna get there so the engineering field
40:56.9
41:02.2
has changed a lot and I can expand on
this a lot but I met a guy that has been
41:02.2
41:06.3
in the engineering field for 40 years
and I’m just curious like what has
41:06.3
41:09.5
changed I know a lot of stuff has
changed but I like to talk to you for a
41:09.5
41:12.8
little bit and understand how things
have changed but we are evolved in
41:12.8
41:16.0
engineering has it has evolved and we’ve
been doing a lot of things differently
41:16.0
41:20.6
that we don’t normally would have done
you know 40 years ago so of course your
41:20.6
41:25.7
podcast is available on all the major
platforms iTunes stitcher Google
41:25.7
41:30.3
podcasts Spotify whatever all the other
ones out there there absolutely no but
41:30.3
41:34.6
yeah an apple podcast Google podcast
stitcher and you know everything you
41:34.6
41:39.4
mentioned and just search new generation
engineering you’ll see me in my art
41:39.4
41:44.2
flash suits and I was actually doing the
automatic transfer switch not repaired
41:44.2
41:48.7
but I was doing a just a quick check and
I had to have the the full arc flash
41:48.7
41:52.7
protection on me and I had the face mask
so that’s actually a picture of me if
41:52.7
41:57.6
you search a new generation engineering
and in one of those podcast platforms
41:57.6
42:02.9
well I cannot wait to catch
shop on some of your episodes and I hear
42:02.9
42:05.9
you got some wonderful guests on there
there’s one guy that comes on for water
42:05.9
42:09.1
treatment I don’t know what number that
is but I’m sure that that’s just an
42:09.1
42:14.9
awesome yeah you wanna nation you want
to take that way so I’ve got a couple
42:14.9
42:18.9
more questions we’re kind of done with
the building engineering side so now
42:18.9
42:22.5
I’ve got some lightning round questions
for you if you think you’re ready for
42:22.5
42:27.1
those well I’m as ready as can be all
right of course the lightning round
42:27.1
42:30.8
questions these are similar questions
that I asked all my guests and then our
42:30.8
42:36.1
home players can bed at home and see how
well they do so you can go back in time
42:36.1
42:39.9
getting the Delory and you can see we’re
in my office you can see the DeLorean
42:39.9
42:44.9
sitting over there so we’re gonna set
the time circuits back to your first day
42:44.9
42:50.5
as a building engineer you get out you
see yourself getting out of your car
42:50.5
42:54.3
getting ready to go to the job on the
very first day what advice do you give
42:54.3
42:58.8
education get more education get more
involved put yourself out there
42:58.8
43:04.3
understand your business if you’re gonna
invest in a certain business understand
43:04.3
43:08.5
it fully in and out understand the
ownership get some more knowledge
43:08.5
43:12.6
because that’s going to accelerate your
career if you want it to be a career but
43:12.6
43:16.6
if you want it to be a job then then you
know you obviously have a job but if
43:16.6
43:20.0
it’s a career that you’re trying to
build educate yourself
43:20.0
43:25.0
locate local organizations or you know
look for local schools that they can
43:25.0
43:28.9
educate you and in what you’re doing and
that’s how you’re gonna succeed in your
43:28.9
43:33.0
in your career great advice I know
you’re a big reader you told the entire
43:33.0
43:37.2
Scaling UP! Nation you’re a big reader
what are the last books that you’ve read
43:37.2
43:41.5
last books well I’ve read the seven
Habits of Highly Effective People that
43:41.5
43:44.8
was a wonderful book and how did you
hear about the seven Habits of Highly
43:44.8
43:48.7
Effective People right here on
Scaling UP! Nation right here on this and
43:48.7
43:54.9
your podcast and of course I also read
the five dysfunctions of a team and that
43:54.9
43:59.3
is also something that I’m working on
with my team and we’re starting at the
43:59.3
44:03.4
bottom of the pyramid and and starting
to develop as a team and get better and
44:03.4
44:07.9
having that ability to be an effective
team so and I heard it right here on
44:07.9
44:12.6
this podcast awesome well there you go
there you go so I know you you’ve got a
44:12.6
44:16.3
big library books you want to read
what’s the next book you want to read
44:16.3
44:20.7
the book I’ve been trying to get some
more suggestions and I’m waiting to hear
44:20.7
44:23.8
your next episode so that I can figure
out which book I’m gonna read next
44:23.8
44:27.2
alright we you’ll have to wait so don’t
have my list in front of me so I can’t I
44:27.2
44:30.4
can’t remember what they are but I do
keep those updated on my show notes
44:30.4
44:35.3
pages so if you ever if you ever need to
find one of the books that you’re
44:35.3
44:38.2
looking for or you want to find out what
your next read needs to be go to
44:38.2
44:42.1
scalinguph2o.com and you of course
can look at any of the episodes there
44:42.1
44:47.4
now and in one of the books that I just
kind of cranked open today is the 12
44:47.4
44:52.3
irrefutable attributes of of a leader
and now I have to figure out what’s it
44:52.3
44:55.4
what’s it called I just literally
cracked it open today it’s a John
44:55.4
45:00.2
Maxwell book and it has some input from
Steve Coby okay so some seven Habits
45:00.2
45:05.6
stuff interlaced within there absolutely
well David with the career like yours
45:05.6
45:11.6
with a life like yours family life all
that stuff eventually Hollywood is gonna
45:11.6
45:18.9
find out about you and they’re gonna
make a movie who plays you well geez
45:18.9
45:23.2
well it had to be between and I’m sure
you’ve heard you know you would probably
45:23.2
45:27.6
be a good Tom Hanks of course I I keep
hearing that people say I sound like Tom
45:27.6
45:31.3
Hanks I think they’re nuts just a little
bit just a little bit and I would have
45:31.3
45:33.6
to say that my thought process is a
little bit like
45:33.6
45:38.0
Tom Hanks and the way you know we I
perceived Tom Hanks to think like but if
45:38.0
45:43.9
somebody were to play me possibly Jim
Carrey all right Jim Carrey is he’s a
45:43.9
45:48.7
there’s there’s different movies that he
makes and and you know when I watched
45:48.7
45:53.4
cable guy I saw a little bit of me in
his character I was going to ask him or
45:53.4
45:59.2
Jim Carrey as pet detective or more Jim
Carrey as Truman Show that’s a good
45:59.2
46:06.2
question too well it would be more like
pet detective all right my final
46:06.2
46:10.6
question you can now talk to anybody
throughout history who would it be with
46:10.6
46:16.9
and why well it would be my grandmother
my grandmother was a strong spiritual
46:16.9
46:22.8
influence in my life and if I can spend
more time with her and ask her some of
46:22.8
46:26.5
the questions you know and we don’t
think about this you know until you know
46:26.5
46:31.5
someone passes my grandmother passed
away and that she lived a very happy 86
46:31.5
46:36.5
years and I wish I had more time to
spend with her and talk to her and
46:36.5
46:41.9
understand a little bit more about our
faith so she was very strong and also
46:41.9
46:45.9
very spiritual and it was she was a huge
influence on me so I would definitely
46:45.9
46:50.5
like to spend more time with her David I
think you have been a huge influence on
46:50.5
46:54.8
the Scaling UP! Nation today so I really
want to thank you for coming on sharing
46:54.8
46:59.4
your insights and I think this interview
is definitely going to make the water
46:59.4
47:03.8
treatment industry just a little bit
better wonderful I appreciate it I’m
47:03.8
47:08.8
glad I’m on your show and I thank you
very much for inviting me one nation as
47:08.8
47:14.2
I said within the interview it kind of
sounded like a commercial for my company
47:14.2
47:19.8
at first but I want you to realize what
you were hearing David did not know me
47:19.8
47:25.4
or anybody else from my company before
we started working together and just
47:25.4
47:30.9
like most everybody else out there that
needs water treatment they’re suspicious
47:30.9
47:36.9
of other water treaters have you ever
run into that the reason for that is
47:36.9
47:44.2
there’s a whole bunch of misinformation
out there about what we water treatment
47:44.2
47:49.1
professionals do
and how we do it and sometimes we even
47:49.1
47:56.7
mislead the customer to what it is we
can or can’t do if you can make one
47:56.7
48:03.1
change in what you’re doing right now
make sure that every relationship you
48:03.1
48:10.5
start is on real expectations and talk
about what the expectations are if a
48:10.5
48:15.6
customer wants you to look at something
because there is a perceived problem and
48:15.6
48:22.0
you go and examine it and it’s not a
real problem let them know that I know
48:22.0
48:26.2
it seems like okay their hot button is
this problem that’s not really a real
48:26.2
48:31.9
issue and if I keep going down this road
I’m gonna get the business but trust me
48:31.9
48:37.9
it’s not going to be good business
because you did not get it in a good way
48:37.9
48:45.8
make sure your customer can trust you
because you are trustworthy and that’s
48:45.8
48:51.1
what you heard in this interview we
started our relationship in the exact
48:51.1
48:58.3
way that I just described and then day
after day month after month year after
48:58.3
49:02.4
year
we kept fulfilling each other’s
49:02.4
49:10.6
expectations and our relationship grew I
ate at him on what a water-treatment
49:10.6
49:17.9
program should do where he educated me
on what his building needs to do and how
49:17.9
49:24.4
he’s keeping track of that I’m able to
give him information so he can go to his
49:24.4
49:30.8
boss and say that he’s doing a good job
based on what my company’s doing and I’m
49:30.8
49:37.2
able to use him as a reference because
of that folks if you do not have a
49:37.2
49:43.3
relationship like that with every single
one of your customers you’re doing
49:43.3
49:49.9
something wrong there’s nothing out of
the ordinary about that relationship
49:49.9
49:57.3
other than the fact that we both made
sure we understood where each other was
49:57.3
50:03.3
coming from so the next time you’re in a
rush to get in and out of that
50:03.3
50:09.9
mechanical room remember if you don’t
talk to that customer and make sure that
50:09.9
50:16.8
they understood what it is that you just
did and the value that you did because
50:16.8
50:22.2
you were there you should not have even
got out of the car because you did not
50:22.2
50:27.8
do what you were supposed to do on that
service visit I don’t know how else to
50:27.8
50:33.0
say it well folks as you know each and
every week is going to be a new
50:33.0
50:38.7
installment of Scaling UP! H2O so next
week we’re going to have an installment
50:38.7
50:44.4
of just questions so this is you in the
Scaling UP! Nation asking me Trace
50:44.4
50:50.0
Blackmore podcast host questions that
you have and we’re going to get those
50:50.0
50:55.9
answered for you and I sure appreciate
you listening to Scaling UP! H2O and I’ll
50:55.9
51:01.2
talk to you next week