Scaling UP! H2O

Today, I invited Aaron Walker AKA "Big A" back on the podcast to talk about his experience when he went on a two-month Sabbatical in 2021. As a business owner, Big A founded 14 companies over the past 42 years, and going on a Sabbatical was a difficult thing to consider. But with the persuasion of many of his Mastermind group members and his doctor, he went on a Sabbatical on November 1st, 2021, completely unplugging from everyone except his family for the rest of the year. Aaron has credited his wonderful team and his executive assistant to whom he delegated tasks for keeping his business on the right track while he stepped away for two months. I've always thought that a Sabbatical is just a fancy word for rich people to take an extended vacation, but it was so much more. Aaron Walker opened my eyes to what Sabbaticals are truly about. More than that, I learned that the strength of the business isn't due to the strength of the business owner; the strength of the business lies with the team that the business owner has developed. Bottom line: Aaron Walker will talk about his two-month Sabbatical and how it changed his life. Your roadside friend, as you travel from client to client. -Trace Timestamps: Goal Setting with The "12-Week Year" [02:00] Events in Water Treatment [04:31] Welcoming Aaron Walker AKA "Big A" back to the podcast [08:00] Aaron's Superpower: Giving hard advice in a caring and tactful way [10:33] Deciding to take a Sabbatical and talking to the staff [15:15] Dealing with the struggles of being a business owner stepping away from their business [18:45] What is a good Sabbatical objective [24:36] Aaron's day-to-day while on Sabbatical [26:50] Aaron's advice to those who want to go on a Sabbatical [31:04] How did Aaron's life, work, and relationships change post-Sabbatical [36:03] Thinking On Water With James [47:21] Thinking On Water With James: In this week's episode, we're thinking about how sodium hypochlorite, or bleach, controls microbiological growth? What's happening outside the microbiological cell? What's happening inside? What are the chemical species causing this? How much time is required to get effective microbiological control? How does pH impact these chemical species? Does the "reservoir effect" soften the impact of pH? Take this week to learn more about sodium hypochlorite and its impact on microbiological growth. Quotes: "I help ordinary men become extraordinary." - Aaron Walker "My life's vision is motivation. Helping other people achieve their goals and dreams." - Aaron Walker "You've gotta say hard things often, (even though) these are things you don't wanna say." - Aaron Walker "I think we're designed to be in a community. Humanity is designed to have other parts around you that can supplement where you are possibly weak." - Aaron Walker "I went into business to be able to have a lifestyle that I wanted to live. I didn't go into business to be a slave to the job." - Aaron Walker "It was very telling of me, as an individual, taking a Sabbatical, because I'm really having time now to reevaluate things that I was doing, that I wasn't really aware of." - Aaron Walker "Because we're so busy and clouded with activities, we can't get to a point where we can really think through what we want to accomplish" - Aaron Walker "You have to experience a Sabbatical on your own. No one can convince or talk anybody into doing it. It's a leap of faith." - Aaron Walker "At the end of six weeks [the Sabbatical], I was fired up, I was rested, I had a plan, and I was ready to come back." - Aaron Walker "Everybody can't do a Sabbatical initially, but you can set a target date to get yourself in a position to be able to do it." - Aaron Walker "What I really learned out of the Sabbatical is really doing a deep dive with myself." - Aaron Walker "I'm not where I want to be, but I'm a lot better off than I was." - Aaron Walker "I was amazed by the depth of my thinking. I was able to think through what I wanted to accomplish." - Aaron Walker "We're so busy and so clouded with activities we cannot get to that level." - Aaron Walker "My Sabbatical in one word would be 'Energizing." - Aaron Walker "We're a lot better off being an inch wide and a mile deep because the riches are in the niches." - Aaron Walker Connect with Aaron Walker: Phone: (615) 207-3018 Email: [email protected] Website: ironsharpensironmastermind.com LinkedIn: in/aaronwalkerviewfromthetop TuesdayNoon.Live with Aaron Walker ( Streaming Every Tuesday at 12 PM CST) Iron Sharpens Iron Mastermind View From the Top The Mastermind Playbook Links Mentioned: CWT Prep Course The Rising Tide Mastermind 244 The One About Water Treaters For Clean Water (with Steve Spear of Team World Vision) 184 The One Where I Interview My Mastermind Mentor (with Aaron Walker) Events: International Conference on Biological Wastewater Treatment Technologies and Systems – June 2 to 3 in New York, NY NRWA In-Service Training – June 7 to 9 in Anaheim, CA World

Five years ago, I recorded Episode 1 with my Bluetooth headset and sent it off for approval on Apple Podcasts. My primary goal when I made the first episode was to create something that industrial water treaters could listen to while they drove from account to account. I wanted to make something that would help water treaters expand their general water treatment knowledge. What I didn't expect when I launched Episode 1 was that this podcast would create a community of people with similar passions. Today, we are not only celebrating the fifth anniversary of the Scaling UP! H2O podcast, but also the fifth birthday of the Scaling UP Nation, our global community of water treaters. It is an honor to celebrate this milestone with you. That's why in this episode, I am going to take a page from Atlanta's Morning News' Scott Slade, and share with you some of my favorite Top 5 lists in three categories: Community Wins, Books written by podcast Guests, and Inspiring Quotes. There were so many amazing guests and inspiring quotes so narrowing it down was a challenge. If you were making a list of the top 5 things about the podcast, what would they be? Please share your lists on social media with the hashtag #ScalingUpH2O . The last five years are dear and near to my heart, and I'm looking forward to spending the next few years with the Scaling UP Nation by "Scaling up our knowledge, so we don't scale up our systems." Bottom line: Happy 5th anniversary, Scaling UP Nation! Your roadside friend, as you travel from client to client. -Trace Timestamps: Happy 5th Anniversary, Scaling Up Nation! [00:50] Thinking On Water With James [03:32] 5 Years Ago: The Beginning of the Scaling Up H2O Podcast [04:31] Top 5 Community Wins: Creating communities of passionate water treaters [09:04] Top 5 Books Written by Podcast Guests: Some of my favorite Books [18:29] Top 5 Inspiring Quotes: Quotes to pick you up and remind you that better is possible [37:42] Thinking On Water With James: In this week's episode, we're thinking about whether you can rely upon the tracer to determine product concentrations in your water systems, or are there other ways to confirm? Should you be regularly testing beyond just tracers like PTSA? Can anything impact the tracer to make it an unreliable indicator of product levels and performance? How might time, biocides, etc. impact tracer levels? Even if the tracer levels are correct, what else may be happening in the water system to impact other product ingredients? Take this week to think more about the tracers you use and learn more about them. Quotes: "A candle loses nothing by lighting another candle." - James Keller "If you can dream it, you can do it." - Walt Disney "You are the average of the 5 people you spend the most time with." - Jim Rohn "I've learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel." - Maya Angelou "There are a thousand hacking at the branches of evil to one who is striking at the root." - Henry David Thoreau "[When I first started the podcast], I created procedures. I will learn about a new topic as much as I can, and then I will write out procedures so I don't have to relearn it every time I go do it." - Trace Blackmore "I learned that you don't need to be creative [when it comes to episode titles], you need to be simple, you need to find things that are repeatable, and people just understood what was going on." - Trace Blackmore "Five years ago, Scaling UP H2O was born. [But] what was also born, was the Scaling UP Nation" - Trace Blackmore "I started the podcast because I wanted a community. I wanted people to come together in an industry that people don't normally come together in." - Trace Blackmore "I am so amazed and humbled and honored that I get to be the tribe leader of the Scaling UP Nation." - Trace Blackmore "Ask big, because you can get answered big." - Trace Blackmore "I know what the intent is behind everything that I say, but the people that hear me say it, they have no idea what that intent is." - Trace Blackmore "If you don't ask, you won't get. Never think that what you need is not important to someone else" - Trace Blackmore Connect with Scaling UP H2O: Email: [email protected] (podcast producer) Submit a show idea: Submit a Show Idea Scaling UP! H2O on LinkedIn: company/scalinguph2o linkedin.com/in/traceblackmore Scaling UP! H2O on Facebook: @H2OScalingUP Links Mentioned: Atlanta's Morning News – 95.5 WSB with Scott Slade 158 the One That's Virtually Live At 2020 AWT Conference 001 A New Podcast for Water Treaters Apple Podcasts for Creators 246 The One About How To Patent New Water Treatment Technologies 029 The One with the Submarine Captain 039 The One That Will Change Your Sales Department 117 The One With Temperament Expert, Kathleen Edelman 179 Another One that Teaches Us to Communicate Better with Others 148 The One About The Big Thirst 164 The One With Chris McChes

I've always said that the water treatment industry is the best industry in the world. The opportunities in the water industry are endless. If you work in the water treatment industry, you know that you'll be secure for the rest of your life. Businesses will always need water treaters, everyone will always need clean water. In today's episode, my lab partner is someone who's worked in the water treatment industry for 42 years: Jerry Angelili. Jerry started his career at Betz Laboratories, where he worked as a Sales Representative and Account Manager for 14 years. He then worked at three more companies before joining Chem-Aqua in 2007. He started as a Senior Engineer, responsible for technical assistance to the corporate sales force in selling and servicing prospects and customers in the area of boiler, cooling, and wastewater treatment applications. He would eventually become the Manager of Oxidative Technology, managing Chem-Aqua's existing and potential applications of chlorine dioxide ozone, and peracetic acid, and the Manager of Engineering until he retired in 2020. An expert in Chlorine Dioxide and its applications, Jerry holds two patents to his name: one for the portable water treatment system and apparatus (US 8211296) and another for the portable water treatment method (US 8226832), which were both issued on April 9, 2010. He was also a member of AWT, serving in the Technical Committee, specifically with boilers. Jerry aspired to become a doctor when he was in college, majoring in Biology at the University of Pittsburgh. But lucky for us that Jerry decided to go into water treatment or we wouldn't have some of the technologies and industry knowledge we have today. Bottom line: Armed with 42 years of experience in water treatment, Jerry Angelili will share with us how we can embrace new technologies to make the entire water treatment industry better. Your roadside friend, as you travel from client to client. -Trace Timestamps: CWT Prep Course [00:01] Submit your show ideas and upcoming events in water treatment [02:40] Introducing Jerry Angelili [9:27] Falling into water treatment [14:42] Working at multiple water treatment companies [21:33] Serving as a member of AWT's Boiler Technical Committee [24:37] Getting the most from your time when driving from account to account [29:19] Embracing the technological advances in the servicing, communication, and application of water treatment programs [31:30] Jerry's patented inventions [36:40] Jerry's advice to aspiring industrial water treaters [42:45] Lightning round questions [45:51] Thinking On Water With James [51:14] Thinking On Water With James: In this week's episode, we're thinking about the order corrosion coupons are installed. What is the proper order? What does flow have to do with order? If you have great corrosion rates, why does order matter? If you have terrible corrosion rates, why does it matter? What is the science behind the order? Where would you find the proper order when in doubt? Would there ever be a reason to install one out of the standard order? Take this week to think about the proper order of corrosion coupons and why it matters. Quotes: "I provided Betz with assistance without being denigrating. I tried to lift people up, if they did something wrong, we worked through it." - Jerry Angelili "Get through a year; whatever happens, don't quit. If you can succeed one year in this business, you'll never have to worry about having a job again for the rest of your life." - Jerry Angelili "What we have available today, like the Scaling Up! H2O Podcast, and the different things you can listen to in the car, you'll have more positive information that motivates you." - Jerry Angelili "There is always research being done for better and better chemical technology for water treatment. When you look at it over 42 years, it's amazing how much it changed." - Jerry Angelili "All the advances in technology have been amazing and exciting to watch." - Jerry Angelili "If you want a certification, the industry standard has become the CWT of the Association Water Technology."- Jerry Angelili "You can say 'I don't know', but follow it up by saying 'I will find the answer for you'." - Jerry Angelili "Worrying about something has no positive outcome. Action provides a positive outcome, not worry." - Jerry Angelili Connect with Jerry Angelili: Phone: (214) 226-8285 Email: [email protected] LinkedIn:in/jerry-angelilli-5aa6a19 Links Mentioned: Submit a Show Idea AWT (Association of Water Technologies) 244 The One About Water Treaters For Clean Water (with Steve Spear of Team World Vision) Events: The Hang - April 14, 6:00 p.m. EST, USA World Vision Global 6k: Join Team Scaling UP! Nation or make a donation HERE. Books Mentioned: The Bosses Club by Richard A. Gregory My Cross to Bear by Alan Light and Gregg Allman Please Be with Me by Galadrielle Allman

Scaling UP Nation, I will talk about something that I personally don't gravitate to, and maybe you have been putting it on the back burner as well: Marketing. That is why I invited Marketing Professional Mark Robinson, the co-founder of LeadPillar to teach us different Marketing Techniques so we can create our own Marketing Plan. Mark calls himself a "Marketing Nerd" or "Marketing Addict". One of the things he likes doing most is looking at Marketing Campaigns to find any hidden message and what makes them work. But more than that, as a Marketing Professional, Mark helps his customers by finding their own "big idea" that differentiates them from all other products in the market. He has helped launch products, software, and generate experiences that lead to customers. Mark leverages his years of experience in Management Consulting and technology to deeply connect to customers and understand where they want to go. If you are a water treatment company owner and you don't have a Marketing plan for your company, this episode is for you. Bottom line: Marketing is not a mystery, it's a system; and today Marketing Expert Mark Robinson is going to show you how to create a system for your company. Your roadside friend, as you travel from client to client. -Trace Timestamps: April Fools and upcoming Events [1:25] Thinking On Water With James [07:14] Introducing Marketing expert, Mark Robinson [11:10] Making a memorable Marketing Campaign [14:24] Starting Marketing at your water treatment company[15:18] The Marketing process: understanding the customer [16:50] Pinpointing your Advertising to your target market [20:31] Guerilla Marketing Technique: creatively do it yourself [22:33] Marketing Advice for the Scaling Up!H2O Podcast [24:14] What drives the best Marketing Campaigns [26:41] Language for water treaters to use in advertising [29:29] Lightning round questions [32:53] Mark and I are in the same Mastermind group and this is what it looks like [35:00] Thinking On Water With James: In this week's episode, we're thinking about what times of the year evaporation is the heaviest and lightest in a cooling tower? How do the humid, dog days of summer impact cooling tower evaporation? Conversely, how do the frigid days of winter impact evaporation? How does this factor into your industrial water treatment calculations? What is a yearly average for evaporative cooling in your area? 75%? 80%? Something else? How do changing rates of evaporation impact the Holding Time Index throughout the year, and why could this matter? Take this week to think about how cooling tower evaporation may change with the seasons and the impact it may have on your system. Quotes: "What makes Marketing good is when someone hears the message, and they take it, and they internalize it, and it becomes their own message." - Mark Robinson "If the company has customers today, you would really want to start by establishing relationships with customers." - Mark Robinson "The more you understand the customer's pains and results that they want, the more you can create the right marketing that sells to the customer." - Mark Robinson "Marketing Campaigns have one main component: the very deep connection to the person you are trying to reach." - Mark Robinson "A successful campaign is based on loving other people and giving them what they need and what they want." - Mark Robinson "Let's not do any random Marketing; let's not copy people. Just because other people are getting success from one marketing technique, doesn't mean you will have the same results." - Mark Robinson "If it's not measurable, it's not Marketing." - Mark Robinson "Masterminds are a great idea, and I encourage the Scaling Up Nation to join what's right for them." - Mark Robinson Connect with Mark Robinson: Cell Phone: (423) 903-9432 Website: leadpillar.com LinkedIn: https://www.linkedin.com/company/leadpillar Facebook: https://www.facebook.com/markrobinsonpro/ Links Mentioned: The Rising Tide Mastermind Iron Sharpens Iron Mastermind Events: The Hang - April 14, 6:00 p.m. EST, USA Water Quality Association Convention & Exposition - April 6 to 8 in Orlando, FL Wastewater, Water and Resource Recovery Conference - April 10 to 13 in Poznan, Poland Books Mentioned: Scientific Advertising by Claude C. Hopkins The 1-Page Marketing Plan: Get New Customers, Make More Money, And Stand Out From The Crowd by Allan Dib

Happy World Water Day! We've been celebrating World Water Day since 1993, and this year we are celebrating in an extra special way. My guest today is someone whom I introduced on Episode 236 when I interviewed Reid Hutchison; it's none other than Steve Spear of Team World Vision. World Vision is a Christian humanitarian organization dedicated to working with children, families, and their communities to combat poverty and injustice. They are also the largest non-governmental provider of clean water in the world. One of the ways they provide clean drinking water to families and children is by organizing a yearly event that we are going to talk more about in this episode: the Global 6K for Water. But first, let me introduce you to Steve Spear. Steve leads a team of 40 staff at World Vision, the largest Christian organization on the planet, engaging churches across the U.S. to make a difference for the most vulnerable children. Before that, he held a senior-level leadership position at Willow Creek Community Church in South Barrington, IL for 15 years, and was the head of various pioneering efforts. Steve has done many mind-blowing things for his advocacy to bring clean water to communities that need it the most. He ran across the country, from Los Angeles to New York to raise over $500,000 for clean water. In 2017, the U.S. Congress recognized Steve for his humanitarian work and as a role model for all Americans. I'm also happy to announce that the Scaling UP! H2O podcast has created a team for this year's Global 6K for Water happening on Saturday, May 21, 2022, and I want YOU to join our team! You can learn more about Team Scaling UP! Nation or make a donation HERE. We'd love for you and your friends, family, and co-workers to join Team Scaling UP! Nation, but if you'd like to make your own Global 6K for Water team for your business/employees, please reach out to Steve Spear at [email protected]. Bottom line: You can bring clean drinking water to communities that need it most just by putting one foot in front of the other at the Global 6K. We can bring awareness to this issue, and participate as a global water treatment community. Your roadside friend, as you travel from client to client. -Trace Timestamps: Happy World Water Day! [01:11] Thinking On Water With James [04:00] Introducing Steve Spear of Team World Vision [06:04] Running across the United States in 2013 for clean water [07:23] Pushing on amidst the challenges [14:49] What does World Vision do, exactly? [17:05] What can water treaters do to help end the world water crisis? [18:46] Painting a picture of what it's like in communities with no access to clean water [20:40] Finding his purpose: bringing clean water to communities that don't have access to it [25:39] Why is it a 6K run and not a 5K: a distance of solidarity [26:01] How World Vision brings clean water to communities [30:00] How to sign up for the Global 6K for Water and get involved [35:44] Thinking On Water With James: In this week's episode, we're thinking about how saturated brine is then diluted during the softener regeneration brine-draw cycle. Why is this? On the surface, it seems oxymoronic to work so hard to achieve a saturated brine in the brine tank only to dilute it during the brine-draw cycle in the regeneration process. What impact would using saturated brine have on the resin beads? Operationally, why does it make sense to dilute instead of achieving the desired brine concentration upfront? You've probably not even thought much about this one part of the softener regeneration process before, but take this week to think about it and the entire process. Quotes: "When I got to Battery Park (after running across 14 States), there was just this overwhelming sense of gratefulness." - Steve Spear "World Vision officially began in 1950, and we are now in about 100 countries, with 40,000 staff worldwide." - Steve Spear "World Vision's goal is to serve the most vulnerable children." - Steve Spear "The work that we do on the ground is done indigenously." - Steve Spear "Sometimes, we take water for granted here in the US. In the developing world, we know the lack of clean water is the number one cause of preventable death on the planet." - Steve Spear "Education becomes an opportunity, healthcare skyrockets because the base layer of water, which is needed for every other building block to move a community out of poverty, is taken care of." - Steve Spear "One of the key things we do at World Vision that activates people is child sponsorship, putting a name and a face to the cause." - Steve Spear "I devote myself to inviting others to put one foot in front of the other to create a whole new future for children with no access to clean water." - Steve Spear "6K is the average distance that women and children walk in the developing world to get water." - Steve Spear "6K is a distance of solidarity." - Steve Spear "Anybody can do a 6K; people run it, tons of people walk it." - Steve Spe

On episode 221, I hosted a Raw Materials Supply Chain Update Roundtable with Mike Standish of Radical Polymers, Jill Cavano of Scranton Associates, John Zibrita of Zibex, and Gary Garcia of Masters Company. We talked about Supply Chain issues, and how it is affecting the water treatment industry. Since then, I've received numerous questions about something that is concerning many water treaters right now: Price Increases. People in the industry are concerned with the number of Price Increases we are getting hit with right now in all areas of business from Asset Control, Labor Raises, Business, and Workforce Growth, to Transportation, Insurance and Utilities; how should we pass those Price Increases to our customers, and what are the consequences of passing on those Price Increases to them? Today, I am going to talk about what happens if we don't increase our prices, the economics of pricing your services, and how to have a "Price Increase" conversation with a customer. Bottom line: Today we're going to talk through the economics of Price Increases. Your roadside friend, as you travel from client to client. -Trace Timestamps: Pinks and Blues and new events [2:00] Thinking On Water With James [08:52] Price Increases: The questions on everybody's mind [10:40] Simple Economics: Why you should increase your Pricing [15:02] When your customer objects to a Price Increase [18:50] The Supply Chain Materials Shortage Issue [19:58] How to initiate a Price Increase conversation with a customer [25:15] Why keeping a good relationship with a customer is important [30:48] How to create a Win-Win for you and your customer [35:20] Episodes to listen to get more information about the Supply Chain issue [40:57] Thinking On Water With James: In this week's episode, we're thinking about the dangers of our job and how we can be safer. Industrial Water Treatment has inherent dangers that must be acknowledged and managed. From hot, pressurized boilers, acids, and caustics to confined spaces, energized equipment, and environmental exposure. Do you think about your safety every day? You are the first line of defense in your own safety, after all. What resources do you have to not only learn about any dangers but also how to manage them? Take this week to think about your safety and the impact not just upon you but upon those around you as well. Quotes: "When we're talking about Price Increase, we are not talking about price-fixing. We're talking about responding to the market and to all of the things that happen." - Trace Blackmore "(Losing a business due to a Price Increase) might not be the worst thing depending on how you're looking at the full picture." - Trace Blackmore "We need to look at making sure we're doing regular Price Increases just to keep up with all increased prices."- Trace Blackmore "If the company is not making a profit, we are not in a healthy company." - Trace Blackmore "Strong companies are constantly evaluating how much money is coming in, how much money is going out, and is that acceptable with what the company has to make." - Trace Blackmore "We are in a Supply Chain breakdown right now." - Trace Blackmore "If the material is not available, the Price is going to go up." - Trace Blackmore "Anything that is not a win on both the client's and customer's side will not work long term successfully." - Trace Blackmore "We have to make sure that we get a win so that we can help our customer win too." - Trace Blackmore "The more information your customer knows, the better decisions they can make." - Trace Blackmore "When Prices go up, a healthy company needs to increase their Pricing." - Trace Blackmore "We have to make a profit in order to stay in business. Profit is essential in order to stay a valuable company." - Trace Blackmore Connect with Scaling UP H2O: Email: [email protected] (podcast producer) Submit a show idea: Submit a Show Idea Scaling UP! H2O on LinkedIn: company/scalinguph2o Scaling UP! H2O on Facebook: @H2OScalingUP Links Mentioned: CWT Prep Course Submit a Show Idea 236 The One Where We Talk About Waters Treaters Changing The World Team World Vision: Join Team Scaling UP Nation for the 6K 221 Raw Materials Supply Chain Update Roundtable 223 Pinks and Blues: Phosphonate Replacements The Rising Tide Mastermind Events: The Hang - April 14, 6:00 p.m. EST, USA 2022 AWWA Sustainable Water Management Conference – March 27 to 30 in Denver, CO World Water Day – March 22 Books Mentioned: The 7 Habits of Highly Effective People

I met my lab partner today a couple of years ago at an AWT panel of Young Professionals in the water industry, and I was impressed with the things he does and how he has engineered solutions to problems that many water treaters face. A few years later, he now has his own company that provides bacteria testing, test kits, buffers, and digital refractometers. I'm proud to introduce to you Landon Markes, owner of Fluid Maintenance Solutions LLC. Before making his way to the water treatment industry, Landon worked for a decade in sales in industries such as metalworking and food processing. In 2020, he started his own company called Fluid Maintenance Solutions LLC. Fun fact, Landon actually went to school to become a teacher! Several episodes ago, I did a Pinks and Blues about Dip Slides. Today, Landon is going to share EVEN more information about Dip Slides, including a new space-saving and reliable alternative to Dip Slides… because water treaters never run out of things to talk about when it comes to Dip Slides. Bottom line: Landon Markes is going to share what you need to know about Dip Slides and their alternatives. Your roadside friend, as you travel from client to client. -Trace Plate Counts: Timestamps: Stories from Scaling UP Nation [1:50] Introducing Landon Markes [11:44] Owning a business: What's it really like? [15:16] When Dip Slides don't work [18:47] An alternative to Dip Slides [20:16] Incubating your Dip Slides correctly [26:40] Why Dip Slides should not be used to test Legionella [30:30] Thinking On Water With James [32:53] Thinking On Water With James: In this week's episode, we're thinking about how much water flashes off a hot water sample from a boiler. Ideally, a sample cooler would be used to collect a boiler water sample, but why? What is lost as the hot water sample changes from the pressure of the boiler to atmospheric pressure? How much water is actually flashing off and is it enough to affect your test results? Is there anything else flashing off the sample besides water? What are the safety concerns? Take this week to think about the impact of taking a hot water sample from a boiler versus a cooled sample. Quotes: "Owning your own business can be absolutely terrifying." - Landon Markes "I started my company because I found a niche market." - Landon Markes "Don't keep your Dip Slides in the fridge, keep them at room temperature." - Landon Markes "Dip Slides are fantastic when they work. When they don't work, things can go wrong." - Landon Markes "Incubate your Dip Slides. The 48 hours that a Dip Slide takes to have growth is based on incubation." - Landon Markes "If it's completely saturated with bacteria, that's data. Make decisions based on what the data is." - Landon Markes Connect with Landon Markes: Phone: (405) 612 7869 Email: [email protected] LinkedIn: in/landon-markes-a0550272 in/fluid-maintenance-solutions-llc-4712081b7 Links Mentioned: 117 The One With Temperament Expert, Kathleen Edelman 179 Another One that Teaches Us to Communicate Better with Others 214 Pinks And Blues: Dip Slides The Rising Tide Mastermind Submit a Show Idea AWT (Association of Water Technologies) How to Apply or Renew Your Passport? Books Mentioned: I Said This, You Heard That Workbook by Kathleen Edelman I Said This, You Heard That (2nd Edition) by Kathleen Edelman

My lab partner today is someone the Scaling Up Nation can learn a lot from: Michael Byerley of Global Water Technology, Inc. I met Michael several years ago, and I was instantly amazed by how put together and intelligent he was. His ability to learn and listen made a strong impression on me, that when I started the Rising Tide Mastermind, Michael was one of the first people I reached out to! Michael Byerley started in the water treatment industry when he interned at Global Water Technology, Inc. in 2009. He eventually joined the company full time after graduating from Northwestern University. GWT was also founded by one of the few women in the industry, Michael's very own mother, Maria Villarreal-Byerley, in 1990. With years of experience under his belt, Michael was able to position GWT as a company that continually achieved high growth. GWT has grown 2,400% since 2011 and achieved an average annual growth rate of 42% the past nine years through high organic growth and the acquisition of nine companies. Michael has also expanded the reach of GWT to 26 states, established four terminals across the US, launched their headquarters, and started up many new high grossing product and service lines. Aside from all of these achievements, Michael is also very proud of the work culture he helped to create at GWT. The company is committed to maintaining a positive employee and customer-first culture, transparency, communication, quality of service, and technical resourcefulness which his mother started 31 years ago. Bottom line: Michael Byerley is going to share his career journey working at a legacy water treatment company. Your roadside friend, as you travel from client to client. -Trace Timestamps: What don't you know [01:33] Being born into Water Treatment[08:50] Becoming an effective water treater [15:40] Developing a learning mindset [19:21] Joining the Rising Tide Mastermind [23:39] Complimenting growth with acquisitions [28:40] Lessons learned from acquiring 9 companies [35:14] Advice to people just getting into water treatment [41:56] Lightning round questions [43:50] Thinking On Water With James [53:20] Thinking On Water With James: In this week's episode, we're thinking about ways to calculate Cycles of Concentration or, as some say, Concentration Ratio. How many ways can and do you calculate this useful number? Do you use conductivity? Neutralized or unneutralized conductivity for boilers? Total Hardness? Calcium Hardness? Magnesium Hardness? Chlorides? Silica? Total Alkalinity? Why can't you use pH? Can you use water meters? What are the benefits and disadvantages of each? What if the numbers from the various versions don't agree with each other? What added chemical products may interfere with the accuracy of the calculations? Take this week to think about Cycles of Concentration or Concentration Ratio and why it is more than just a number. Quotes: "People are not afraid if you don't know, they are more afraid if you don't communicate." - Michael Byerley "If you simply say "Let me get back to you, or I don't know, or I'll refine my answer", they (your customers) can't poke a hole in that answer. They can only accept your honesty." - Michael Byerley "Everyday in the water treatment industry is supposed to be a learning experience." - Michael Byerley "I live my life by listening." - Michael Byerley "Global Water Technology doesn't buy a company just for the sake of buying companies. We don't grow just for the sake of growing."- Michael Byerley "We want to make this all about the clients and the people." - Michael Byerley "If you decide to go to water treatment, lean in. It is an industry like no other." - Michael Byerley "There are not enough women in the water treatment industry." - Michael Byerley Connect with Michael Byerley: Phone: (301) 740-1421 Email: [email protected] Website: www.gwt-inc.com LinkedIn: in/mbyerley1 Links Mentioned: 022 The One with Tim Fulton Audible AWT (Association of Water Technologies) The Rising Tide Mastermind Submit a Show Idea Events: IIAR 2021 Natural Refrigeration Conference & Expo – March 6 to 9 in Savannah, GA AWRA 2022 Geospatial Water Technology Conference – March 21 to 23 in Austin, TX 2022 WEF Public Health and Water Conference & Wastewater Disease Surveillance Summit – March 21 to 24 in Cincinnati, OH Books Mentioned: Greenlights by Matthew McConaughey Born a Crime by Trevor Noah

On the last Pinks and Blues episode, Episode 237, we had a listener ask about "all things Cooling Tower cleaning". Well, in true Trace Blackmore fashion, I took you on the scenic route, and we never got to talk about actually how to clean a Cooling Tower; instead, we focused on WHY we clean Cooling Towers, what they are, and how they work. If you haven't listened to episode 237 yet, I encourage you to go back and listen to that one first before listening to this episode. Now, back to the original listener's question, today I promise you that we will talk about HOW to clean when it comes to a Cooling Tower. There is so much we need to know as water treaters, and it's always my hope that you learn something new with each episode. Bottom line: In this Pinks and Blues, we are going to learn the steps it takes to clean a Cooling Tower. Your roadside friend, as you travel from client to client. -Trace Timestamps: Cooling Towers, Part 2 [0:35] Upcoming Events [02:14] What to consider before scheduling the offline Cooling Towers cleaning [4:20] Partnering with your customer [11:45] Technique tips when cleaning [13:30] Don't forget the pump strainer [22:49] The last steps to get a clean and shiny basin [26:30] Schedule your next cleaning with the customer before you go [30:00] I'm a water treater, should I be the one to clean the Cooling Tower? [31:20] Thinking On Water With James [34:00] Thinking On Water With James: In this week's episode, we're thinking about chlorine-tolerant softener resin. Chlorine can have a negative impact on softener resin over time, causing it to break down and lose its structural integrity. At normal free chlorine levels, you may not have ever noticed it, but at higher levels, you may have seen the impacts on softener resin. One option available is what some refer to as "chlorine-tolerant" softener resin, but what does this really mean? Is the resin made of tougher material than before, or is the resin just made of more of the same material so it can last longer in its harsh environment? Take this week to think about the impact of chlorine on softener resin and what a chlorine-tolerant resin ultimately is. Quotes: "If you put a badly fouled Cooling Tower louver into a basin of a Cooling Tower, your water treatment products will clean it for you, you can hose it off, and it will look brand new." - Trace Blackmore "If you have to order a new Cooling Tower louver… order 2, and rotate through which one is in use and which one is being cleaned in the basin with your water treatment products. Work smarter, not harder." - Trace Blackmore "It is also not a bad idea that about a week before you clean the Cooling Tower you increase your dispersant and biocide from a normal feed." - Trace Blackmore "We want to be water treatment professionals. We want to make sure customers see the value in everything we do." - Trace Blackmore "If you have 5 inches of dirt on the bottom of your Cooling Tower then you've waited way too long to clean it and I promise you you have far more problems in your heat transfer system than just 5 inches of crud on the bottom of your basin." - Trace Blackmore "A pressure washer is my least favorite tool to use in a Cooling Tower. My favorite tool is a fire hose because you can have a high volume and wide disbursement." - Trace Blackmore "If we are not getting all the crud out of the pump strainer, then we are starving the pump for flow, and you didn't fully finish the job." - Trace Blackmore "If you want to get a photo of the clean Cooling Tower, take it before you put water back in it and turn it back online, not after the water is in there." - Trace Blackmore Connect with Scaling UP H2O: Email: [email protected] (podcast producer) Submit a show idea: Submit a Show Idea Scaling UP! H2O on LinkedIn: company/scalinguph2o Scaling UP! H2O on Facebook: @H2OScalingUP Links Mentioned: The Rising Tide Mastermind Submit a Show Idea AWT (Association of Water Technologies) 237 Pinks and Blues: Cooling Towers, Part 1 Goodway Tower Cleaning Devices Events: 2022 AMWA's Water Policy Conference – March 7 to 9 7th IWA Young Water Professionals BeNeLux Conference 2022 – April 4 to 6

Throughout the years, selling has developed a negative connotation, and there are even salespeople who don't admit that it's their job! Don't get me wrong; I love that I am a salesperson. I love that I get to connect others with the potential solution that I can offer them. So in this episode, I invited someone who will redefine what you think of sales: Bob Davis. I met Bob in one of the classes I attended, in which he was the trainer. I truly enjoyed the two days I spent in his class, and I must say, Bob has the best mix of learning, lecturing, and getting together in break-out rooms I've ever seen. Bob started his career in sales selling capital equipment, consumables, and services. Now, he works as a senior consultant for Wilson Learning, in which he has been awarded the Wilson Learning "PaceSetter Award" for meeting established goals for 19 consecutive years. Bob is not only a sales expert, but he is also an authority in the field of Negotiating. Bob delivers national and global meeting presentations to groups as large as 600 people in the US, Canada, and Europe on the topic of sales and negotiation. With his experience in sales, marketing, and technical support, Bob has helped clients achieve greater success through the delivery of a broad curriculum of communication offerings and consulting. He currently teaches three classes: Negotiating, Consultative Selling, and how to be a Versatile Salesperson, and if you want to attend any of these courses, you can find his details below. Bottom line: Bob Davis is going to teach us how to negotiate. Your roadside friend, as you travel from client to client. -Trace Timestamps: We are all involved with selling [1:00] Introducing negotiating expert, Bob Davis [3:00] Understanding negotiation by redefining "Salesperson" [7:40] Practicing role-playing [14:30] What to say when your client says "That price is too high" [19:30] Navigating sales by committee [26:00] Metrics to monitor [30:30] 3 step process to follow in sales [33:00] Classes Bob Davis teaches [37:10] Lightning round questions [40:00] Thinking On Water With James [43:05] Thinking On Water With James: In this week's episode, we're thinking about how pressure and temperature affect the flux rate of water through a reverse osmosis membrane. As the makeup water temperature increases, how does this impact how much water can get through an RO membrane? Does it increase or decrease or remain unchanged? Similarly, how can an increasing RO feed pressure impact how much water gets through the membrane? How do these two changing parameters impact the overall performance of the RO? How can they muddy the waters…so to speak…when trying to judge changes in RO performance to determine when it is time to clean the membranes? How do they impact the rate of dissolved solids making it through the membrane? Quotes: "My background in social services helped my career as a salesperson." - Bob Davis "The key skill of negotiation is understanding why that price is giving that person angst." - Bob Davis "The biggest mistake salespeople make is they too quickly start talking about their stuff." - Bob Davis "I'm here to find out what's going on with you so we can decide together if what I have to offer is useful to you." - Bob Davis "Practice. Practice. Practice. That's how you get good at negotiating. That's how you get good at selling." - Bob Davis "Focus the conversation on the customer and what value looks like from their perspective." - Bob Davis "Never ask "Are you the decision-maker?". It is the worst question to ask to a room of people you are selling." - Bob Davis "One of the biggest mistakes in sales is that sales people confuse a strong influencer with the decision-maker." - Bob Davis "Dealing with people's issues. Explore issues. Presenting an offer that cannot be refused." - Bob Davis "Stop telling people about your product, focus on why they want your product." - Bob Davis Connect with Bob Davis: Phone: (617) 319 5141 Email: [email protected] Website: nuvue.com www.wilsonlearning.com LinkedIn: in/bobdavis Links Mentioned: Wilson Learning NuVue SIEMENS The Rising Tide Mastermind Submit a Show Idea 237 Pinks and Blues: Cooling Towers, Part 1 Books Mentioned: Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William L. Ury, and Bruce Patton Getting Past No: Negotiating in Difficult Situations by William Ury You Can't Always Get What You Want: My Life with the Rolling Stones, the Grateful Dead and other wonderful Reprobates by Sam Cutler

Today, a very special colleague of mine came to the show: Charlie Heineman, CWT. Charlie and I first met when we took the Certified Water Technologist (CWT) Exam in Atlanta back in 2002. To date, Charlie is still an active member of AWT in the CWT and Business Resources committees. With more than 40 years of experience in the water treatment industry, Charlie started his water treatment career with Nalco Chemical Company (Basic Industry Group) as a Field Representative in Wichita, Kansas. After six years, Charlie was selected to start up Nalco's Utility Group in Dallas, Texas. Nalco's Utility Group (Dallas) grew from $100K sales to $4MM sales over the next seven years. In 2001, Charlie founded Precision Water Technologies in Dallas, Texas, and joined AWT in 2002. Charlie became a Certified Water Technologist in 2002. Aside from AWT, he is also a member of BOMA, IREM, and TAFE Associations. A United States Marine Corps veteran and the recipient of the Navy Cross of Gallantry Medal for combat operations in Vietnam, Charlie went back to college after two years of serving. He graduated from Missouri State University with a degree in Education (Biology/Chemistry), and today he is on the show to share lessons he has gleaned over the years in the best industry in the world, industrial water treatment. Bottom line: Charlie Heineman is going to share his career journey starting out, not knowing what a boiler was, to becoming a water treatment business owner. Your roadside friend, as you travel from client to client. -Trace Timestamps: Helping others get further faster in life by joining a Mastermind group [02:13] Introducing Charlie Heineman of Precision Water Technologies [08:38] Accidentally getting into water treatment[12:01] Starting his own business, Precision Water Technologies [14:09] Becoming a Certified Water Technologist (CWT) [16:35] Charlie's AWT journey [21:34] Charlie's biggest accomplishment in water treatment [26:15] Charlie's advice on learning [32:32] Lightning round questions [34:37] Thinking On Water With James [39:09] Thinking On Water With James: In this week's episode, we're thinking about how long after an oxidizer feeds to a cooling tower, should you wait to test the residual? Should you test immediately? Wait 30 minutes, an hour, or several hours? How long does it take the oxidizing biocide to be effective? What's happening to the oxidizing biocide over time within the system? Is it fed at a time of day that makes it easy to test at the appropriate time afterwards? Should you manually initiate a feed so you can test afterwards or not? What do you write in your field service report if you miss the optimal testing window? Take this week to think about the optimal time for testing oxidizing biocides after they are fed. Quotes: "You have to do a good job in order for your customers to hire you back." - Charlie Heineman "AWT is an excellent organization because the trainers they train still look at Chemistries the same way we did 20, 30 years ago". - Charlie Heineman "What is in a product and what are its parameters, water treaters need to know these things." - Charlie Heineman "Having a CWT gives you prestige and proves you know water treatment." - Charlie Heineman "I enjoy networking, when I go to the AWT conventions, I know half the people there." - Charlie Heineman "When you start a company, you have to be everything and know everything." - Charlie Heineman "The rewards are enormous when you open your own company." - Charlie Heineman "If there's one thing I learned from my mentor, it's that part of your job is to get out there and sell chemicals, but your focus is to take care of your people." - Charlie Heineman "Every water treater should know the chemistries involved and the processes of water treatment; the basics." - Charlie Heineman "If you don't know something, let the customer know you don't know it. But then research it, and come back to the customer." - Charlie Heineman "It's what a Mastermind group is; it's where people are coming together to learn more about each other. But, the simple purpose is, "how do we help each other get further faster in life?". - Trace Blackmore "The [Mastermind] group is all about community, and community is just getting out there and meeting other people." - Trace Blackmore Connect with Charlie Heineman, CWT: Phone: (972) 488-6755 Email: [email protected] Website: precisionwater.net LinkedIn: in/charlieheineman Links Mentioned: AWT (Association of Water Technologies) The Rising Tide Mastermind Become a Certified Water Technologist (CWT) Nalco Water Submit a Show Idea BOMA (Building Owners and Managers Association International) IREM (Institute of Real Estate Management) TAFE (Texas Association of Future Educators) Events: Water & Wastewater Equipment, Treatment & Transport Show – February 21 to 24 in Indianapolis, IN 2022 AMTA/AWWA Membrane Technology Conference & Exposition – February 21 to 24 in Las Vegas, NV World Water Day – March 22 Book

Nation, welcome to 2022's very first Pinks and Blues episode. For all of our new listeners, at least once a month, the Scaling UP! H2O podcast answers YOUR questions, and we call these episodes "Pinks and Blues". In today's Pinks and Blues, I start answering a very interesting question from one of our listeners: "What are the dos and don't of cleaning a Cooling Tower?". Before I can answer that question, it is important to know what a Cooling Tower truly is, and why it is important that we clean it. This is the first episode of the two-part series about Cooling Towers, so buckle your seatbelts because it's going to be a great episode. Bottom line: WHY we should clean our Cooling Towers proactively. Your roadside friend, as you travel from client to client. -Trace Timestamps: Completing your goals this year [00:01] If you don't have a standing desk, you don't know what you are missing [02:47] Upcoming Events [04:46] What do we need to know about cleaning a Cooling Tower? [09:50] A Cooling Tower, explained [11:43] What does it mean when "A Cooling Tower is not running efficiently?" [18:51] How to stay safe when inspecting a Cooling Tower [20:58] What is the ripple effect when a Cooling Tower isn't working properly? [22:48] How often should we clean a Cooling Tower? [24:17] The "Quadrinity" of water treatment: the four areas water treaters deal with to have a complete water treatment program [26:30] Why a filter is important [29:00] Thinking On Water With James [35:47] Thinking On Water With James: Interferences in your water analysis tests In this week's episode, we're thinking about testing interferences. What are the interferences in your water analysis tests you run each and every day? How do you know your test results are not artificially high or low due to an interference? Do you know how to recognize an interference? Is iron an interference? High alkalinity? pH? Chlorine or other oxidizers? Is molybdenum an interference for iron testing in a closed-loop? Read your test procedures, ask your technical support department, and search online. Take this week to think about and research test interferences and which ones may impact you the most. Quotes: "Scheduling (how often a Cooling Tower needs to get cleaned) deals with a bunch of unknowns." - Trace Blackmore "We normally find that towers are cleaned as a reactive approach that something's not working right instead of a proactive approach." - Trace Blackmore "Remember: a Cooling Tower is all about exchanging heat." - Trace Blackmore "Less surface area for the water to come in contact with the air means that the Cooling Tower is less efficient as a heat exchanger." - Trace Blackmore "More energy means more cost to run the Cooling Tower." - Trace Blackmore "A Cooling Tower is a heat transfer device because it allows air to interface with water, and that interface is the heat exchange." - Trace Blackmore "If there is dirt and debris in that tower somewhere, it's not allowing us to be efficient." - Trace Blackmore "A non-efficient heat transfer device is not doing a very good job at transferring heat." - Trace Blackmore "Mark Lewis said: the dirt that settles out at the bottom of the tower basin should never exceed one quarter inch." - Trace Blackmore "There's only so much we, as water treaters, can do without our customers committing to all the things they have to do." - Trace Blackmore "A successful Legionella program is not that you have no Legionella in the system ever, it's that you know how much Legionella is in the system." - Trace Blackmore "A lot of times, we overclean to overcompensate for not having filtration in the system." - Trace Blackmore "The 'quadrinity' is the balance of chemical and mechanical working together so we can get the optimal job done." - Trace Blackmore Connect with Scaling UP H2O: Email: [email protected] (podcast producer) Submit a show idea: Submit a Show Idea Scaling UP! H2O on LinkedIn: company/scalinguph2o Scaling UP! H2O on Facebook: @H2OScalingUP Links Mentioned: 004 It's Not Easy Being Green! (the episode with Charlie Cichetti) The Tim Ferriss Show (Podcast) AWT (Association of Water Technologies) Submit a Show Idea The Rising Tide Mastermind 2023 Events for Water Professionals Check out our Scaling UP! H2O Events Calendar where we've listed every event Water Treaters should be aware of by clicking HERE or using the dropdown menu.

In today's episode, we are bringing back Reid Hutchison of HOH Water Technology in Palatine, IL to talk about what YOU, as a professional water treater, can do to change the world. I know that sounds like a lofty goal, and maybe that sounds too high-reaching, but hear me out… industrial water treaters can change the world. Reid is proof that if you prioritize the right things today, you, everyone around you, and the world will be better for it. I'm also happy to announce that the Scaling UP! H2O podcast has created a team for this year's Global 6K for Water happening on Saturday, May 21, and I want YOU to join our team! You can learn more about Team Scaling UP! Nation or make a donation HERE. We'd love for you and your friends, family, and co-workers to join Team Scaling UP! Nation, but if you'd like to make your own Global 6K for Water team for your business/employees please reach out to future podcast guest and Team World Vision representative Steve Spear at [email protected]. Bottom line: Reid Hutchison will tell us how water treaters are changing the world, one step at a time. Your roadside friend, as you travel from client to client. -Trace Timestamps: Thinking On Water With James [03:27] What has changed since Reid was last on the show? [06:37] The enormous impact of World Vision's Global 6K [09:30] How can the Scaling UP! Nation get involved to solve the world water crisis? [14:24] How joining a Mastermind group can change your personal and professional circles, for the better [18:25] Lesson takeaways from the 2021 Rising Tide Mastermind Live Event [26:00] The positive ripple effect that happens when you apply the Temperaments to your communications [28:10] Lightning round questions [47:02] What you need to know about AWT, Temperaments, and joining World Vision's Global 6K for Water [52:00] Thinking On Water With James: What is an acceptable water loss in a closed loop? In this week's episode, we're thinking about water loss in a closed loop system. What is an acceptable water loss? Is it 10%, 5%, or even 0%? How does the volume of the system factor into what size water loss is acceptable? What is being lost beyond water with a leak? What can cause a closed loop to lose water? How do you know it's losing water? Are there times when a makeup water meter may miss a low-flow makeup? What things may be introduced with fresh makeup water that could cause problems within the closed loop? What is the cost of the water loss? Do you know the value of the closed loop's water in $/1000 gallons or even $/100 gallons for smaller systems? Knowing the value may help get other parties on board to address the water loss, if necessary. Take this next week to think about water losses in closed loop systems and what you may or may not deem as acceptable. Quotes: "The World Vision 6K for Water: an event that raises awareness and money for clean water efforts in the world, and specifically serves people who do not have access to safe drinking water." - Reid Hutchison "The World Vision 6K for Water allows people to move their feet and invite others, raise awareness, and raise money to help bring an end to the global water crisis." - Reid Hutchison "It is called a 6K for water, not a 5K, because 6K is the average distance that folks who do not have access to clean water need to walk daily in order to get water." - Reid Hutchison "Our biggest goal is to inspire people to participate in the World Vision 6K for Water." - Reid Hutchison "By 2030, it is possible that the global water crisis will be solved or ended. The only way to reach that goal is to mobilize more people to engage in the effort to help millions of people." - Reid Hutchison "For those of us in the water treatment industry, it is a great cause to be involved with because it is personal to what we do and each person can make an impact." - Reid Hutchison "It has been an honor to facilitate a Rising Tide Mastermind group." - Reid Hutchison "We crowdsourced advice and crowdsource questions to move the ball forward for members of the Rising Tide Mastermind group facing issues." - Reid Hutchison "I Said This You Heard That instantly made everyone aware and alert to what they were saying and why and how people were receiving what they were saying." - Reid Hutchison "I Said This You Heard That was immediately practical and helpful." - Reid Hutchison "I Said This You Heard That: It's simple. It's powerful. Everyone can relate to it." - Reid Hutchison "As soon as you get familiar with the Temperaments, and how they may play out in your communication, everyone has extra grace or empathy towards one another." - Reid Hutchison "We're solving problems and making the industry better." - Trace Blackmore "It's a lot easier to move through life with your own personal board of directors, which is why Rising Tide Mastermind is so important." - Trace Blackmore Connect with Reid Hutchison: Email: ​​[email protected] Website: www.hohwatertechnology.com LinkedIn: i

I asked Michael Loewenstein on the podcast today to talk about his trailblazing presentation at AWT on Legionella Testing, and thankfully, he generously agreed to come on the podcast as my lab partner today. After listening to our cutting-edge conversation, I have a feeling you are going to want to learn more about the Cultural Method vs. the Rapid Method and submit Legionella samples to Michael for the next phase of his study so we've linked his contact information below. You know as well as I that when water treaters come together to share what we know, we can raise the bar for our entire industry, so I encourage everyone to further advance our industry by submitting samples as soon as they can. Buckle your seatbelts because this is going to be one groundbreaking conversation! For those of you who missed his presentation at AWT, Michael Loewenstein is the Vice President of Scientific Consulting at Q Labs LLC in Cincinnati, OH. He earned his B.S. in Microbiology, with a research focus in Molecular Genetics and Cellular Physiology from The Ohio State University. After graduation, Michael obtained a position in Corporate R&D Microbiology at Procter & Gamble where he focused on the development and validation of rapid/alternative microbial test methods and developed and launched preservative systems across a broad range of P&G products. Throughout the course of his career, Michael has developed a substantial depth of expertise in "end-to-end" Microbiology - from product development and formulation through microbiological control of manufacturing, and he has published several articles on this subject. Michael worked as Site Microbiology Manager for a P&G drug manufacturing facility just prior to accepting the position with Q Labs in December 2018. Michael currently serves in a volunteer capacity for several professional associations, including the AOAC Microbial Contaminants Expert Review Panel, and both the Microbiology Committee and Manufacturing Hygiene Task Force of the Personal Care Products Council (PCPC). Michael is also looking forward to becoming more involved with the Cooling Water subcommittee of AWT. Bottom line: Michael Loewenstein is on the show to share the revolutionary results of his most recent scientific study on Legionella testing. Your roadside friend, as you travel from client to client. -Trace Timestamps: Upcoming events [0:30] Thinking On Water With James: Are you stuck in a rut? [4:06] Getting to know Michael Loewenstein [6:15] Why the "Gold Standard" Method for Legionella testing isn't standardized [8:50] The new/modern Rapid Method's capabilities [10:50] The Cultural Method vs. Rapid Method [11:40] Understanding Quantitative vs. Qualitative Legionella analysis [17:50] Potential pre-treatment problems with the Cultural Method [20:50] How COVID-19 increased public knowledge on PCR testing [ 23:08] What you need to know when switching from the Cultural Method to the Rapid Method [24:30] How to make a Hazard Strategy [29:00] Advantages to the PCR Method [30:40] Lightning round questions [37:50] Thinking On Water With James: Are you stuck in a rut? In this week's episode, we're thinking about being stuck in a rut. Are you stuck in a rut in your industrial water treatment career? Are you running the same old pinks and blues in the same accounts day after day? If so and you feel stuck in a rut, what are you missing by just going through the motions at each account? What other water parameters should you be testing? What other value-added projects are just waiting to be done that you currently cannot see while stuck in a rut? What equipment needs to be repaired or replaced? What new things can you learn? How can you take a fresh look at your accounts, testing habits, control equipment, daily routine, and knowledge base to mix things up a little and make you an even more valuable partner for your customers? If you feel stuck in a rut, take this next week to think about it and possibly reach out to someone else within your company and network to help get you out. Quotes: "In reality, the "Gold Standard" of Legionella testing methods are not the same." - Michael Loewenstein "Today, the Rapid Methods can distinguish live from dead cells, they are quantitative, and can characterize the Legionella to some degree." - Michael Loewenstein "Modern technologies have found ways to discount the genetic materials from dead cells, so they now only count the genetic materials from live Legionella in the water sample." - Michael Loewenstein "PCR is much more sensitive than the Cultural Method, so it puts the water treater in a proactive position rather than reactive." - Michael Loewenstein "At low levels, the Cultural Method is highly variable and not particularly sensitive." - Michael Loewenstein "Quantitative - how much Legionella is there? vs. Qualitative - is Legionella there or not?" - Michael Loewenstein "The limits for the Cultural Method are set semi-arbitrarily. There is nothing magic about less than

Darrell Amy knows how to help businesses grow. Rolling up his sleeves, he works behind the scenes with executives, sales leaders, and marketing professionals to develop and execute revenue growth strategies. He knows what works and what doesn't, and he is sharing this information in his new best-selling book, Revenue Growth Engine: How To Align Marketing and Sales to Accelerate Growth. Over the past 27 years, Darrell has been a leader in sales and marketing, giving him a unique perspective on sales and marketing alignment. In sales, he has trained over 1,000 salespeople and developed training programs for multiple Fortune 500 companies. Since 2004, he has also led a marketing agency, helping companies leverage the latest digital marketing strategies. As a member of the Forbes Business Council and the C-Suite Network Advisors team, Darrell advises executives on ways to grow. He co-founded Convergo, a firm that helps companies align marketing and sales to drive growth. Darrell is the host of the Revenue Growth Podcast and the co-host of the Selling From the Heart Podcast. As a board member of several non-profit organizations, Darrell is especially passionate about helping companies increase revenue so they can give back to their communities and impact the world. Bottom line: Darrell Amy is going to teach us how to align sales and marketing to drive accelerated growth. Your roadside friend, as you travel from client to client. -Trace Timestamps: Connecting with associations and upcoming events in 2022 [1:30] Introducing Darrell Amy, best-selling author [7:00] Where does revenue come from? [10:00] Sales and Marketing working together [13:00] The importance of Processes [20:00] Visualize the customer experience and measure success with metrics [26:20] Growth goals using the Ruler Method [32:39] Lightning round questions [38:33] Thinking On Water With James [45:45] Thinking On Water With James: Damaged underdrains in a water softener In this week's episode, we're thinking about damaged underdrains in a water softener. What purpose does the underdrain serve? What troubleshooting steps could you take to determine if a softener underdrain is damaged before you have to remove the resin and gravel? What makes you suspect the damage, and what other causes can be ruled out first to save you time? What can damage a softener underdrain? Take this next week to think about and understand underdrains in softener units and their performance. Quotes: "Every business has an engine. That engine is the sum total of your Sales and Marketing efforts moving towards growing the company." - Darrell Amy "Revenue is the lifeblood of business. It allows us to fund new projects and fund new growth." - Darrell Amy "Revenue opens up opportunities." - Darrell Amy "Marketing is the message of the company to a prospect, and the Sales Team is communicating one to one with an individual prospect." - Darrell Amy "Buyers don't buy products and services; they buy the outcomes your products and services enable. So what outcomes does your client want?" - Darrell Amy "What do we want our customer's journey to look like? Think through those stages." - Darrell Amy "The selling doesn't stop when you get an order. The selling just begins." - Darrell Amy "Number of clients and revenue per client helps you to set goals." - Darrell Amy Connect with Darrell Amy: Phone: 501-626-4110 Email: [email protected] Website: www.revenuegrowthengine.net LinkedIn: in/darrellamy Podcast: Revenue Growth Podcast Podcast with Larry Levine: Selling from the Heart Links Mentioned: Submit a Show Idea AWT (Association of Water Technologies) 232 The One Where We Celebrate What We Learned In 2021 204 Pinks and Blues Questions From The Nation! Being Profitable Entrepreneurial Operating System Convergo The Rising Tide Mastermind Events: European Smart Water Utilities 2022 Exhibition and Conference – January 26 to 27 International Conference on Wastewater Treatment Processes and Water Quality – January 28 to 29 (New York, NY) Books Mentioned: Revenue Growth Engine by Darrell Amy Start With Why by Simon Sinek The Infinite Game by Simon Sinek Building a StoryBrand: Clarify Your Message So Customers Will Listen by Donald Miller Selling from the Heart by Larry Levine Traction: Get A Grip On Your Business by Gino Wickman

This is the podcast where we "Scale up on knowledge so we don't scale up our systems." I'm your host, Trace Blackmore, and today, I want to motivate you to be your best self this year. Before we dive in, I want to ask you a couple of questions: What do you want to accomplish in 2022? How are you going to accomplish what you set out to do? What is your motivation for wanting that accomplishment? How will you celebrate once you achieve your goals? Today, I'm going to walk through the strategies the Rising Tide Mastermind uses to accomplish our goals, and we will also be using THIS strategy from Brian Moran's book, 12 Week Year. Bottom line: I'm challenging you to stop living in default mode, and to truly stretch yourself to grow personally and professionally. Your roadside friend, as you travel from client to client. -Trace Timestamps: Don't live life by default [2:00] How The Rising Tide Mastermind members make goals and plans [3:20] It all starts with the review [8:15] A word of caution [12:20] Planning 3 years out [15:00] Goals for these 5 areas: Personal, Spiritual, Relational, Professional, Financial [18:50] Leveraging the "12 Week Year" [28:20] Using your calendar as a tool [34:00] Writing it down and sharing it [40:00] Thinking On Water with James [42:02] #TOW22 Thinking On Water with James: Control Ranges In this week's episode, we're thinking about control ranges for testing readings both you and your customer run and monitor. How many control ranges are enough, and when do you reach overkill? What are the key performance indicators? Should you set control ranges on tests and readings you cannot control, or do you set them anyway so you are warned to take action downstream? How tight are your control ranges? Can the controller maintain them? Are the test procedures used accurate enough to achieve them? Are the control ranges so broad a truck can drive through them? Take this week to think about your control ranges, and what you are really trying to accomplish. Each control range should have a solid reason why behind it. Quotes: "So many of us are so eager to start something new that we don't take into account what life is teaching us." - Trace Blackmore "Make sure you stretch yourself this year; that's where the personal growth will happen." - Trace Blackmore "Now might not be the right time." - Trace Blackmore "Are these goals appropriate for the season of life you are in right now?" - Trace Blackmore "Any goal you push off could lose steam." - Trace Blackmore "The hardest thing in this process is moving that first domino." - Trace Blackmore "Be specific and intentional about what you want to accomplish and write them down." - Trace Blackmore "Life is dynamic; your schedule needs to be dynamic as well." - Trace Blackmore "Accountability: it takes things out of your head and allows others to know about it." - Trace Blackmore Connect with Scaling UP H2O: Email: [email protected] (podcast producer) Submit a show idea: Submit a Show Idea Scaling UP! H2O on LinkedIn: company/scalinguph2o Scaling UP! H2O on Facebook: @H2OScalingUP Links Mentioned: 122 The One with Reid Hutchison 232 The One Where We Celebrate What We Learned In 2021 092 The One About My TED Talk Experience The Rising Tide Mastermind Submit a Show Idea AWT (Association of Water Technologies) Events: The Hang Networking Event- @6pm EST, USA January 20, 2022 WEF (Water Environment Federation) Forum 2022 – Particles and Colloids – the Next Frontier in Intensifying Water Resource Recovery – January 10 to 12, 2022 2022 ABMA (American Boiler Manufacturers Association) Annual Meeting – January 14 to 17, 2022 Books Mentioned: The 12 Week Year Check Out Our Resources Page For Discounts

Happy New Year! 2021 was chocked full of incredible guests, great live events, fun networking at The Hang, and so many lessons learned. Join me today as I reflect back on some of the biggest lessons I learned in 2021 and I invite you to help me make the Scaling UP! H2O Podcast a more valuable tool for industrial water treaters around the world in 2022. We published 58 episodes this year, and thanks to generous guests, faithful sponsors, and talented staff, those episodes impacted the water treatment community to succeed in ways we could not have dreamed about nearly 5 years ago when I published the first Scaling UP! H2O episode. Bottom line: 2021 is a year worth celebrating. Your roadside friend, as you travel from client to client. -Trace Timestamps: What the pandemic has taught us over the past two years [2:00] Thank you! [4:50] Celebrating The Hang and other successes [7:20] What we learned in 2021 [11:00] Being profitable in 2022 [23:40] The Rising Tide Mastermind Live Event and the Scaling UP! H2O Meeting Up at AWT [31:00] Celebrating the 4th Industrial Water Week [33:40] Raw Materials Supply Chain Update [36:00] The last James' Challenge for 2021: "Always be improving. Those who plateau will never catch up." [42:45] Thank you Scaling UP! H2O staff and sponsors [44:00] Quotes: "We have a community, The Scaling UP Nation, and it brings water treaters together." - Trace Blackmore "Water treatment is too awesome to not talk about." - Trace Blackmore "When we come together as a community, we can help each other." - Trace Blackmore "We will get through this, we will learn some things as we go through this, and as a community, we are going to help each other get better as we go through it." - Trace Blackmore "Growth starts on the inside, after all." - James McDonald Links Mentioned: Rising Tide Mastermind 175 The First One of 2021 179 The Second One About Temperaments (with Kathleen Edelman) I Said This, You Heard That Study 184 The One Where I Interview My Mastermind Mentor (with Aaron Walker) ISI Mastermind 187 The One Where Conor Parrish Interviews Me, Part 2 190 Pinks and Blues Questions From The Nation! (4th Year Anniversary Special) 200 The One Where We Celebrate Our 200th Episode! 204 Pinks and Blues Questions From The Nation! Being Profitable AWT (Association of Water Technologies) 215 Industrial Water Week 2021: Pretreatment Monday 221 Raw Materials Supply Chain Update Roundtable 223 Pinks and Blues: Michael Standish on Phosphate Replacements 231 The One About Our Passion To Improve The Water Treatment Industry 182 The One Where We Share How We Create The Scaling UP! H2O Podcast Connect with: Kathleen Edelman on LinkedIn: in/coachkathleenedelman Aaron Walker on LinkedIn:in/aaronwalkerviewfromthetop Conor Parish on LinkedIn: in/conor-parrish-cwt-15208251 Michael Standish on LinkedIn: in/mike-standish-7890627 James McDonald on LinkedIn: in/james-mcdonald-pe Sean Dooley on LinkedIn:in/sean-dooley-0630b210 Corrine Drury on LinkedIn: in/corrinedrury Margie Davin on LinkedIn: in/margiedavin Books Mentioned: I Said This, You Heard That Workbook by Kathleen Edelman I Said This, You Heard That (2nd Edition) by Kathleen Edelman The E-Myth by Michael E. Gerber

True story: Years ago, when I was sitting in Atlanta traffic, I had an idea pop into my mind to start a podcast for water treaters, and the first person I called to get their advice about starting such a venture was James McDonald. I called James because he was someone I respected in the industry and he was also someone who was already generously giving his time to help our industry improve, thanks to the Industrial Water Treatment Group he started on LinkedIn. Without James' encouragement on that fateful drive, I don't know if I would have ever started this podcast. Today, James McDonald, the Director of Technology and Marketing at Chem-Aqua comes back on the show to answer your questions, talk about the content he creates freely for the water treatment industry, how he started Industrial Water Week, and some really solid advice about inspiring others. James McDonald is someone who inspires our industry. He is the tide that raises all boats in our industry. Bottom line: James McDonald is going to inspire and encourage you to make our industry better by sharing your knowledge and talents. Your roadside friend, as you travel from client to client. -Trace Timestamps: Teaching others [0:01] Why James McDonald shares his knowledge freely with the industry [7:25] Leveraging LinkedIn to freely help the water treatment industry [13:17] Listener questions for James McDonald [16:13] James' Challenge in 2021 [23:20] Industrial Water Week [27:10] James' Memes and Jokes (link below) and Detective H2O [32:07] Inspiring others [40:34] Advice for 2022 [47:00] James' Challenge: Question everything and continuously learn. [51:26] Quotes: "There's no I in TEAM; there's no I in WATER, but there is a WE." - James McDonald "We're all in this together." - James McDonald "Any way we can help to make this profession more reputable, honorable, increase passion…the better it is for all of us." - James McDonald "We are not building up our competition, we are building up our profession." - James McDonald "Like what you do, have passion for what you do, and share it freely." - James McDonald "Things we do individually, things we do as a company can help our industry or hurt our industry." - James McDonald "Industrial Water Week celebrates its 5 year anniversary next year." - James McDonald "Industrial Water Week is your holiday! Use it as a reason to offer training and share your passion." - James McDonald "I love what I do and I find ways to promote our profession." - James McDonald "Always keep the big picture in mind." - James McDonald "We are here to: treat water, help our customers and deliver value to them." - James McDonald "Whenever you are trying to teach others…it changes everything that you think you know about that topic." - Trace Blackmore "You'll never master everything in water treatment. There is always something to learn" - Trace Blackmore Connect with James McDonald: Phone: (937) 689-4031 LinkedIn: in/james-mcdonald-pe Websites: www.industrialwaterscience.com www.industrialwaterweek.com www.chemaqua.com Links Mentioned: James' Jokes & Memes Muhammad Ishfaq's WhatsApp Group Industrial Water Week Association of Water Technologies (AWT) AWT'S The Analyst Events Mentioned: The Hang - January 20, 6:00 p.m. EST, USA 2022 AWT Technical Training Seminars (West) – February 23 to 26 (Seattle, WA) 2022 AWT Technical Training Seminars (East) – March 30 to April 02 (Cleveland, OH) Water & Wastewater Equipment, Treatment & Transport Show - February 22 to 24 (Indianapolis, IN) 2022 Geospatial Water Technology Conference - March 21 to 23 (Austin, TX) Books Mentioned: Drop by Drop: Articles on Industrial Water Treatment by James McDonald

I got to know this week's guest over LinkedIn and it was a blast to have him on the show. Walid Khoury is a water strategist, investor, and influencer and has such a wealth of knowledge to share with the water treatment industry. Walid has 20 years of industry experience having worked for GE, Nalco, and Danaher. Over the years, Walid built and led diverse and inclusive water teams, selling technical solutions, developing strategies for direct and indirect sales channels, re-allocating resources, and driving sustainable and profitable growth. In 2020, Walid founded Desalytics, a company that offers a diverse portfolio of water testing and water treatment consumables in Sub-Saharan Africa. Desalytics helps municipal and industrial customers produce reliable water, optimize processes, maximize returns at a competitive cost through expertise, technologies, and local footprint. For this, Walid is partnering with, coaching, and mentoring young African entrepreneurs to grow Desalytics' presence across the African continent and be close to customers. Desalytics was established in 2020 to help municipal and industrial customers produce reliable water, optimize processes, maximize returns at a competitive cost through expertise, technologies, and local footprint. Desalytics' innovative business model relies on an impact investing approach where the company partners with young African entrepreneurs, and helps them start or scale their businesses, through working capital injection, mentoring programs, and global supplier relationships. Walid is an active LinkedIn thought leader, inspiring engaging and insightful discussions with his 26,000 industry followers. He holds a bachelor's degree in water and environment, a master's degree in water sciences, and lastly a master's degree in management from Harvard University. Bottom line: Walid Khoury is going to inspire you to think about water treatment on a bigger and more global level. Your roadside friend, as you travel from client to client. -Trace Timestamps: 2021: the year that water treaters around the world came together to learn and grow [0:30] James' Challenge: "Make time for your family, friends, and you." [7:17] Introducing water strategist, investor, and influencer Walid Khoury [9:10] Desalytics in Africa [15:57] Attending WEFTEC 2021 [18:15] Walid's water treatment career journey [20:47] The value of coaching [27:30] The importance of diversity in the workplace [32:00] Continuous improvement [39:00] Lightning round questions [42:45] Quotes: "Optimize your water footprint." - Walid Khoury "It's not a straightforward job; it is interesting and exciting because you are trying to solve tough challenges. If it wasn't a tough challenge they wouldn't need us." - Walid Khoury "Find women engineers and help them grow in their careers and retain them." - Walid Khoury "Don't get stuck, there is always a constant challenge. Keep developing yourself." - Walid Khoury "One of the best ways to learn is to teach." - Walid Khoury "If you are bored at your job, you are not learning. It's time to move on to the next one." - Walid Khoury "Africa is a similar market to other places." - Walid Khoury "I'm passionate about water." - Walid Khoury Connect with Walid Khoury: Phone: +971 56 5362147 Email: [email protected] Vlog: walidkhoury.com LinkedIn: linkedin.com/in/walidkhoury Links Mentioned: The Rising Tide Mastermind Submit a Show Idea AWT (Association of Water Technologies) Books Mentioned: What Got You Here Won't Get You There: How Successful People Become Even More Successful by Marshall Goldsmith and Mark Reiter Hot Seat: What I Learned Leading a Great American Company by Jeff Immelt Africa's Business Revolution: How to Succeed in the World's Next Big Growth Market by Acha Leke The Black Swan: The Impact of the Highly Improbable by Nassim Nicholas Taleb

Scaling Up Nation, I cannot wait to introduce you to my lab partner this week Tammy Phillips of HOH Water Technology, Inc. Tammy and I met at one of HOH's business events a few years ago, and the thing that immediately impressed me about her was how she was able to leverage her degree in Building Construction to become a powerful sales person who seeks out water treatment opportunities in healthcare and new construction jobs. Tammy Phillips is a Business Development Manager who specializes in bringing in new business and sales, and expanding existing partnerships. She has more than 20 years of sales experience, and today she is going to share fantastic advice on cold-calling, how to handle rejection, and the importance of joining a local organization. In addition to her job at HOH, Tammy serves on the board of the Central Illinois Chapter of Healthcare Engineering (CICHE). CICHE offers professional development, access to national trends, codes and standards updates, and facility management solutions to their members through educational programs and events. Bottom line: If you are a woman considering a career in water treatment, Tammy's professional journey might inspire you to apply to work in the best industry in the world, industrial water treatment. Your roadside friend, as you travel from client to client. -Trace Timestamps: James' Challenge: "Thoroughly dig through your company's website." [01:52] Introducing Business Development Manager, Tammy Phillips [04:46] Being a persistent salesperson [07:25] Tammy's water treatment industry career journey [08:09] Women in water treatment [9:00] Cold-calling [10:39] Involvement in CICHE and other organizations [13:28] Mentors, leadership, and professional development [15:38] Working as a team, the importance of core values, and trying new things [20:35] Advice for women starting in the water treatment industry [24:08] Lightning round questions [24:54] Quotes: "Don't be afraid to walk in. Everybody gets turned away at some point." - Tammy Phillips "I love what I do." - Tammy Phillips "Challenging. Fun. Well-worth it." - Tammy Phillips "Continue being persistent, and going in. You'll eventually get comfortable doing it." - Tammy Phillips "Leadership is all about helping others." - Tammy Phillips "The only way you learn is trying to do it, and asking questions along the way." - Tammy Phillips "Anyone can hold any position with the right mindset." - Tammy Phillips "If you don't ask, you'll never get good at it." - Trace Blackmore Connect with Tammy Phillips: Phone: (217) 208-9464 Email: [email protected] Website: hohwatertechnology.com LinkedIn: linkedin.com/in/tphillips06 HOH Water Technology, Inc. Central Illinois Chapter of Healthcare Engineering Links Mentioned: 166 The One Where We Celebrate Halloween (reading "The Raven") 186 The One Where Conor Parrish Interviews Me, Part 1 Submit a Show Idea The Rising Tide Mastermind

The job market is competitive these days, to say the least. If your company has been trying to hire younger water treaters and you haven't had much success in the recruiting process, I have the perfect podcast guest for you to learn from. Her name is Dr. Ai Addyson-Zhang, and she is a college professor turned entrepreneur, education consultant, and career and life coach with more than 15 years of experience in education. For most of her life, Dr. Ai has been teaching and because of her innate ability to inspire Millennials and Generation Z, she is uniquely qualified to educate water treatment hiring managers and business owners on what we need to know before we schedule interviews with individuals from these two generations. Dr. Ai founded Classroom Without Walls (CWW) in 2017 to normalize learning beyond the four walls of a classroom. CWW created a new model in learning that includes the elements of online learning (classes + digital mentors), certification earning, and in-person enrichment. Dr. Ai is also the host of the two live-streaming shows: Classroom Without Walls which focuses on social media and digital marketing; and What Is School For? which was inspired by Dr. Ai's interview with author and entrepreneur Seth Godin, and aims to discuss, debate, and disrupt education. Today's interview focuses on how we should attract and recruit Millennials and Generation Z to work at your company so that it is a win-win relationship for you and your new hires. Bottom line: Dr. Ai is going to share how we can attract and hire the next generation of water treaters. Your roadside friend, as you travel from client to client. -Trace Timestamps: Goal setting [01:44] Get to know college professor turned entrepreneur, Dr. Ai Addyson-Zhang [09:50] Preparing yourself for real-life as a student [16:18] Storytelling and Story-selling [24:21] Tailoring interviews for the younger generation [27:18] Preparing students to join the workforce [29:31] What is the next generation looking for in a job [35:53] Mentors [38:40] LinkedIn tips [42:51] Lightning round questions [47:12] James' Challenge: "Calculate how much heat energy goes down the drain with boiler blowdown and how much it costs." [58:33] Quotes: "Showing up consistently makes a big difference." - Dr. Ai Addyson-Zhang "GPA is inversely related to innovation." - Dr. Ai Addyson-Zhang "The best way to connect with each other is storytelling." - Dr. Ai Addyson-Zhang "If people are not applying, it is time for you to study who you want to attract." - Dr. Ai Addyson-Zhang "This is a "Show me" economy. Show me what you created based on your skills." - Dr. Ai Addyson-Zhang "When you don't have purpose, you don't have drive." - Dr. Ai Addyson-Zhang "When they (applicants) choose your organization they need to know your mission and vision and know that what they will do is important and is part of the bigger picture." - Dr. Ai Addyson-Zhang "Instagram and Tiktok: those are the places where young people actually congregate. You need to go where they are as opposed to [telling them where you are]." - Dr. Ai Addyson-Zhang "It is very hard to find 1,000 people who are really passionate about what you do, but it is not that hard to find one single person." - Dr. Ai Addyson-Zhang "Most kids are allowing social media to use them, as opposed to, they are using social media to serve their own career needs." - Dr. Ai Addyson-Zhang "It is okay to realign your goals when you learn new information." - Trace Blackmore "Your day to day is never going to get any better unless you start making changes; unless you work on the outside of what you consider comfortable." - Trace Blackmore Connect with Dr. Ai Addyson Zhang: Live Streaming Shows: What Is School For? (Goes live on LinkedIn, YouTube, Facebook, Twitter, and Amazon every Wednesday at 2PM PST) Classroom Without Walls (Goes live on LinkedIn, YouTube, Facebook, Twitter, and Amazon every Friday at 9PM PST) Email: [email protected] Website: https://lifeaccelerator.classroomwithoutwalls.ai/ LinkedIn: linkedin.com/in/aiaddysonzhang/ Instagram: @aiaddysonzhang Twitter: @aiaddysonzhang Facebook Group: @LifeAcceleratorCWW YouTube: Classroom Without Walls Links Mentioned: Do Schools Kill Creativity? | Sir Ken Robinson's Ted Talk LinkedIn Live The Rising Tide Mastermind AWT (Association of Water Technologies) Studies Mentioned: 50% of Millennials regretted their major in college The number of questions children and teenagers ask in a day A Study of Engineering Education - (Mann, C.R., 1918) Exploring Innovative Entrepreneurship and Its Ties to Higher Educational Experiences - (Mayhew, M.J., et al., 2012) Books Mentioned: Why "A" Students Work for "C" Students and "B" Students Work for the Government - Robert T. Kiyosaki Drive: The Surprising Truth About What Motivates Us - Daniel H. Pink Purple Cow: Transform Your Business by Being Remarkable - Seth Godin Your Personality Creates Your Personal Reality - Dr. Joe Dispenza The Five Minute Journ

Scaling Up Nation, I cannot wait to introduce you to today's guest, Larry Pond. Larry is an expert in Compliance and Quality Assurance at IWC Innovations. Today, Larry and I are going to discuss how to prevent Legionella and other water-borne pathogens by having a good water management plan in place for each of your clients. Larry is a great communicator and my hope is that he inspires you to have the 'water management plan conversation' with your clients today. One of the things I admire most about Larry is his seemingly effortless ability to ask soft questions to his clients so he can set up the right water management plan specifically catered for their facility. Some of the questions he gently asks his clients are: Do you have a water management plan? How do you protect your system and people? What risk factors do you have? Are your current measures adequate for these protections? After asking those questions to his clients (and many more), he then gives them the additional metaphors and stories they need to hear in order to drive home the importance of analyzing their risk factors and preventing outbreaks. If you are a water treater, you are going to love today's episode. Bottom line: Larry Pond is going to tell us why having a water management plan is important. Your roadside friend, as you travel from client to client. -Trace Timestamps: James' Challenge: "Test pH of condensate immediately and then an hour later on the same open sample." [05:50] Introducing Larry Pond of Innovative Water Consultants [09:03] Water treatment from an end user's perspectives [10:38] Having the 'water management plan conversation' with your clients [17:43] Risk factors [26:28] The importance of learning [28:58] Testing positive for Legionella [33:58] Advice to other water treaters [40:57] Learning from our mistakes [44:24] Lighting round questions [48:29] Quotes: "The art comes in seeing their perspective, and learning how to gently say that it's screwed up without saying it's screwed up." - Larry Pond "If their answers are blank stares, that's your opportunity for teaching." - Larry Pond "A water management plan is key to identifying your risks; to mitigate them through proper control measures" - Larry Pond "A water management plan is the cheapest, conceivable form of insurance that gets you off the hook." - Larry Pond "The conversation should be geared towards putting yourself in somebody else's shoes, not just your own. "It's not just a job, it's not just a paycheck. " - Larry Pond "Complacency is not a path for resolution". - Larry Pond "When we all do the same things over and over and over and over again, it gets boring. We get complacent. And we almost resent going back to the same accounts because it's boring." - Trace Blackmore "When we push the limits, we're leaning." - Trace Blackmore "If you are intimidated by any topic, that is your sign that you need to go out and learn as much as you can about that topic." - Trace Blackmore "If people are allowed to make mistakes, that is where the true learning is." - Trace Blackmore "A rising tide raises all ships, but a bigger ship can hold more people." - Trace Blackmore Connect with Larry Pond: Email: [email protected] Website: iwcinnovations.com Social: @IWCINNOVATIONS Books Mentioned: Boiler Water Treatment - Colin Frayne The Selfish Gene - Richard Dawkins Hannibal - Tom Harris Links Mentioned: 083 The One About Water Management Plans Centers For Disease Control And Prevention: Toolkit 205 The One To Listen To If You Want To Hear How Rewarding A Career In Water Treatment Can Be

Scaling UP Nation, one of the things I love most about hosting this podcast is the people I've met because I host this podcast. One of the people I've had the pleasure of connecting with because of this podcast is Jed Kosch. You may have seen Jed Kosch's "Rule of Thumb Thursdays" videos on LinkedIn, but before he started posting helpful articles and videos for water treatment professionals he graduated early from high school, majored in hydrology, worked in college as an environmental scientist and he currently works at Garratt-Callahan. In today's interview, we're going to discuss how Jed's personal goals have led to a successful career in water treatment and some ways to stay current in an industry that is constantly evolving. Bottom line: Jed Kosch is going to share how an early passion for hydrology turned into a successful career in water treatment. Your roadside friend, as you travel from client to client. -Trace Timestamps: The importance of investing [2:00] Jed Kosch's water treatment career journey [10:00] Wins and goals [15:30] Day to day and staying current [18:40] Problem solving and challenges [21:14] Importance of learning and mentors [26:30] Rule of Thumb Thursdays [29:01] Industry integrity [35:35] Lighting Round Questions [38:19] James' Challenge: "Learn how steam traps operate." [42:50] Quotes: "If you don't know how to steer, you'll never know if you've reached your destination." - Trace Blackmore "How are you investing in your day-to-day life?" - Trace Blackmore "I want to positively impact other people as much as I can in a positive way." - Jed Kosch "I'm always looking for new and better ways to improve our craft." - Jed Kosch "Be curious." - Jed Kosch "A LinkedIn article takes me about four to six hours to write." - Jed Kosch "Keep your moral integrity and stay truthful to yourself." - Jed Kosch "Become obnoxiously passionate about whatever craft you are pursuing." - Jed Kosch "Leadership is giving people a small piece to help them get to the next level." - Jed Kosch Connect with Jed Kosch: Phone: (920) 809 -9710 Email: [email protected] Website: garrattcallahan.com LinkedIn: linkedin.com/in/jedkosch Links Mentioned: Episode 128: Pinks and Blues: Tonnage X3 The Rising Tide Mastermind Submit a Show Idea Books Mentioned: Financial Peace University - Dave Ramsey The 7 Habits of Highly Effective People- Stephen Covey How to Win Friends & Influence People - Dale Carnegie The Go-Giver - John David Mann Levels of the Game - John McPhee The Churchill Factor: How One Man Made History - Boris Johnson The Secret - Rhonda Byrne Outliers - Malcolm Gladwell

Any long-time listener will know that Rory Vaden's book "Procrastinate on Purpose" changed my life. I am a BIG fan of his books and talks and I know I'm not his only fan because millions of people watched his TEDx talk titled "Multiply your time by asking 4 questions about the stuff on your to-do list." Rory is a professional speaker, author, and entrepreneur who has a childlike curiosity with regard to what makes people successful and influential, which allows him to kick to the curb old thought models and create entirely new ways of looking at how we spend our time. This curiosity and inner drive Rory generously shares with the world allows others to unlock their untapped potential and accomplish what they were put on the earth to do. He is electrifyingly passionate, has high EQ, and is always looking to make things better. If you feel that there are never enough hours in the day and that you cannot afford to hire someone to take those exhausting tasks off of your plate, then I encourage you to listen to today's episode with an open mind because, if you act on what he teaches us today, it has the potential to change everything in your life for the better. Bottom line: Rory Vaden is going to teach you how to multiply your time. Yes, you read that right, I said "Multiply." Your roadside friend, as you travel from client to client. -Trace Illustrations: Rory mentions these two illustrations below during his interview. Timestamps: Get to know one of my favorite speakers and authors, Rory Vaden [6:30] Rory's professional journey from Toastmasters to Brand Builders Group [10:18] How to multiply your time [19:00] The 30 X Rule [29:00] What to delegate [35:00] The emotion behind how you spend your time [45:24] Lightning round questions [54:00] James' Challenge: "Perform a dissolved oxygen study on boiler deaerator and feedwater." [1:02:20] The 6 F's: Faith, Fun, Fitness, Family, Faculty, Finances [1:04:00] Quotes: "You multiply your time by giving yourself the emotional permission to spend time on things today that create more time tomorrow." - Rory Vaden "It is literally possible to multiply your time." - Rory Vaden "Time management is much more emotional than we realize." - Rory Vaden "The next level of results requires the next level of thinking, always." - Rory Vaden "Ask yourself: What are the things I can do today so I can make tomorrow better, faster, and more efficient?" - Rory Vaden "Mom guilt is a real thing." - Rory Vaden "I am a fan of outsourcing everything." - Rory Vaden "You should be willing to spend at least thirty times the amount of time it takes you to do a task once when training someone else to do that task for you. So if a task takes you 5 minutes every day, you should be willing to spend 150 minutes (30x) training someone else to do that one task." - Rory Vaden Connect with Rory Vaden: Email: [email protected] Website: www.roryvaden.com/media Social: roryvadenblog.com Books Mentioned: Procrastinate on Purpose - Rory Vaden Take the Stairs - Rory Vaden Financial Peace University - Dave Ramsey Secrets of the Millionaire Mind -T. Harv Eker The Go-Giver - John David Mann The 21 Irrefutable Laws of Leadership - John C. Maxwell The Greatest Salesman In the World -Og Mandino The Five Dysfunctions of a Team - Patrick Lencioni What To Say When You Talk To Your Self - Dr. Shad Helmstetter The 7 Habits of Highly Effective People - Stephen Covey The Case for Christ - Lee Strobel Links Mentioned: Episode 175 - Time Management Rory Vaden's TEDx Talk Toastmasters International The Rising Tide Mastermind Events: AWT Business Webinar: Using a SWOT Analysis to Advance Your Business – @ 11AM ET November 18 International Conference on Wastewater Treatment Processes and Water Quality – January 28 to 29 Water & Wastewater Equipment, Treatment & Transport Show – February 21 to 24 The Hang Networking Event- @6pm 1.13.22

As water treaters, there are always new things being added to our plates, and there are only so many hours in the day to get them all done. It is a tension that nearly every water treater faces. However, there are ways to get more time back in your work day as long as you have the right solutions, so I asked one of the most Internet Of Things (IoT) connected people I know to be a guest on today's show, Laith Charles, to share how he uses IoT to his company time and money. For those of you who were not at AWT's convention this year, Laith Charles was awarded AWT's Rising Star Award, "The Rising Star Award recognizes the contributions and efforts of the next generation of water treatment professionals. The nominee will possess a demonstrated passion for their work in the industrial water treatment field and will have contributed to the advancement of the AWT mission." Laith is a business owner, technology lover, and has found better ways of doing things because of his willingness to embrace new technology. Bottom line: Laith Charles is going to share ways to get hours back in your work day as a water treatment professional by leveraging The Internet Of Things (IoT). Your roadside friend, as you travel from client to client. -Trace Timestamps: James' Challenge: "Using proper safety precautions while sampling, run boiler water tests on a sample collected with a sample cooler and an uncooled sampled for the same boiler." [5:50] Introducing returning guest, business owner, and the 2021 winner of the Rising Star Award: Laith Charles [10:38] Laith's lessons learned from The Rising Tide Mastermind [14:35] AWT's 2021 Convention [27:22] Laith's AWT presentation on The Internet Of Things (IoT) Augmented Industrial Water Treatment [33:00] Internet Of Things low hanging fruit water treaters can start using today [43:27] Customer success stories [51:00] Lightning round questions [1:04:00] Quotes: "I define The Internet Of Things (IoT) as something connected to the Internet." - Laith Charles "Technology isn't replacing YOU, but it can alert you so you are not blindsided when you visit a client." - Laith Charles "How can I do the same work with the same headcount resources?" - Laith Charles "Hiring and getting the right headcount is hard in today's market." - Laith Charles "Everyone looks at price/performance; data allows you to show clients historically what you have done for them and how you have saved them money." - Laith Charles "Almost half of controllers sold are equipped to be online capable." - Laith Charles "Data security is a concern, so consult with a cyber security expert who knows best business practices." - Laith Charles "Get the data, centralize it, and synergize it into a platform to leverage it." - Laith Charles "All of today's problems could be solved by more education." - Laith Charles Connect with Laith Charles: Phone: 941-301-1309 Email: [email protected] YouTube: https://www.youtube.com/channel/UCMuigehZdcquaY14QtGm Links Mentioned: Episode 62 with Laith Charles The Rising Tide Mastermind AWT (Association of Water Technologies) Books Mentioned: Procrastinate on Purpose: 5 Permissions to Multiply Your Time - by Rory Vaden Resources (IoT) Augmented Industrial Water Treatment Paper (IoT) Augmented Industrial Water Treatment Presentation

Scaling UP! Nation, if this is new information to you, hang in there, and if this is old news, I know you're still going to learn something today. China has reduced its export of Phosphonates by 90% now through 2022 and water treaters everywhere need to be aware of what options are available to you so we can continue providing top-notch service to our clients. I couldn't think of a better person to talk to in this Pinks and Blues episode about Phosphonate replacement options than my trusted friend and Radical Polymers co-founder, Michael Standish. Thank you for coming back on the show, Mike! For those of you who don't know him, Mike has over 28 years of experience in polymer additive design and development. Before forming Radical Polymers, Mike served in technical and business leadership roles within global, publicly-traded chemical companies and is responsible for the development and patenting of industry-leading polymers for use in the water treatment, oilfield, and detergent industries. He has authored and presented numerous industry papers for the Association of Water Technologies (AWT), Cooling Technology Institute (CTI), National Association of Corrosion Engineers (NACE), and the American Chemical Society (ACS). Mike has served on the Board of Directors of AWT and holds a BS in Chemistry and Masters in Business Administration from the University of Tennessee at Chattanooga. One of the things I admire most about Mike is that he has a way of taking extremely technical and complicated topics and explaining them in ways that everyone can understand. Trust me, this is an episode you won't want to miss. Bottom line: Mike Standish is going to share what he is observing in the marketplace, provide his insights, and offer suggestions so your water treatment company can make the best decisions for today's unprecedented times. Your roadside friend, as you travel from client to client, -Trace Timestamps: Happy Halloween and what is happening with the P4 supply from China [0:30] What are you observing with the raw materials supply chain? [6:17] How should a water treatment company weather this perfect supply chain storm? [8:30] Understanding your Phosphonate Replacements options [9:45] Staging down the level of Phosphonate and pairing with Polymers for a hybrid approach [14:14] Moving from Phosphonate to Polymers: oxidizer awareness [20:30] What advice do you have for someone who just heard that there is a supply chain crisis? [23:00] Learnings from the molybdate issue, fifteen years ago [24:00] Closing thoughts with Trace [26:00] James' Challenge: "Calculate boiler efficiency." [29:43] Quotes: "Work very closely with your vendors to forecast and look at alternative chemistries." - Michael Standish "Don't make substitutions blindly." - Michael Standish "Polymers aren't your only weapon. You have Ph control and limiting cycles too." - Michael Standish "Nearly all polymers in North America are produced by Western suppliers." - Michael Standish "Demand is up. Supply chains have been disrupted. There is a severe constraint on ocean transit causing logistics issues. It is the perfect storm." - Michael Standish "The very good news is that it will require us to make adjustments but we can still treat water effectively. And there is a big opportunity for the independent water community." - Michael Standish "Always be prepared for alternatives." - Michael Standish "No one ever said water treatment was easy." - Trace Blackmore Connect with Michael Standish : Phone: 423.316.9877 Email: [email protected] Website: radicalpolymers.com LinkedIn: in/mike-standish Links Mentioned: 014 The One with Mike Standish 166 The One Where We Celebrate Halloween 221 Raw Materials Supply Chain Update Roundtable The Rising Tide Mastermind Articles: Developing Realistic, Representative Laboratory Test Methods for Profiling In Search Of Synergy

Today is a special treat because today I have a friend and trusted colleague, Janet E. Stout PhD, president of Special Pathogens Laboratory and research associate professor at the University of Pittsburgh Swanson School of Engineering in the Department of Civil and Environmental Engineering. An infectious disease microbiologist, Dr. Stout is recognized worldwide for seminal discoveries and pioneering research in Legionella. Her expertise includes prevention and control strategies for Legionnaires' disease in building water systems. Dr. Stout's more than thirty years of research is published in peer-reviewed medical and scientific journals. She also has authored textbook chapters on Legionella and Legionnaires' disease, including the Legionella chapter in the APIC Text. An advocate for prevention, Dr. Stout assisted in developing the first Legionella prevention guideline (1993) in the United States, which continues to serve as a model for national and global health agencies and organizations. Additionally, she serves on the ASHRAE Legionella standard committee for Legionella Guideline 12 and the SPC 188 committee for ANSI/ASHRAE Standard 188-2015 Legionellosis: Risk Management for Building Water Systems, the first U.S. standard for Legionella risk management. She is the first instructor of the ASSE 12080 Legionella water Safety and Management Specialist Certification training, and TODAY she has agreed to come on the show and share some key updates that our entire industry should be aware of. Bottom line: Dr. Janet E. Stout is on a mission to end Legionnaires' disease by using science and education to prevent future outbreaks. Your roadside friend, as you travel from client to client. -Trace Timestamps: James' Challenge: "Perform condensate survey throughout a facility." [2:02] Re-introducing my friend and trusted colleague, Legionella Expert, the accomplished Dr. Janet E. Stout [6:00] Why join a peer to peer groups for business solutions and professional growth [13:30] ASHRAE 188 updates [18:40] Legislation regulation for Legionella updates [23:22] 12080 Certification [29:55] CDC updates [31:20] Understanding "Percent Positivity" [34:30] The Joint Commission updates [36:37] What does a CWT need to know? [40:20] Staying on top of industry changes [43:15] Standard 514 [45:05] Talking to our clients about changes [47:00] How to stay in the know about local and state changes? [50:33] Lightning round questions [54:00] Quotes: "I'm on a mission to end Legionnaires' disease." - Dr. Janet E. Stout "It frustrates me that someone has to die in order for changes to be made." - Dr. Janet E. Stout "Change is coming. Some through standards and guidance, and some by regulatory authorities and joint commission." - Dr. Janet E. Stout "We need to raise the bar so that everybody is at the same level of basic understanding of Legionella and Legionnaires disease water management." - Dr. Janet E. Stout "We advance because we say to ourselves 'There are things we don't know' and we seek out the knowledge for those that do and thereby get better at our jobs." - Dr. Janet E. Stout "A water treatment professional needs to be an educator of their client." - Dr. Janet E. Stout Connect with Janet Stout PhD: Phone: 412.281.5335 Email: [email protected] Website: www.specialpathogenslab.com Links Mentioned: Episode 121 with Dr. Janet Stout Standard 188-2021 -- Legionellosis: Risk Management for Building Water Systems (ANSI Approved) Special Pathogens Laboratory - Education Puzzled By Legionella Wednesday webinar series The Rising Tide Mastermind Submit a Show Idea AWT (Association of Water Technologies) Events: The Hang Networking Event- @6pm 11.11.21 Michael Warady's Business Webinar -@11am 10.29.21 Smart Water Utilities, Europe (Netherlands) -1.26.22-1.27.22 Books Mentioned: Puzzled By Legionella - Janet E Stout PhD From Good To Great - Jim Collins Traction - Gino Wickman

If you've been having supply chain issues, you are not alone. But you don't have to solve your supply chain issues on your own. On October 14, 2021, I hosted a Raw Materials Supply Chain Update Roundtable with Mike Standish of Radical Polymers, Jill Cavano of Scranton Associates, John Zibrita of Zibex, and Gary Garcia of Masters Company- these individuals let us know what they are seeing in the marketplace and shared what we need to do so we can make the right decisions right now. Our industry is better when we don't work in isolation and instead lean into trusted peers. Thank you to everyone who hosted the Roundtable and to everyone who attended. We posted the video recording from the Zoom Roundtable conversation to our YouTube channel. If you're like me and like to put a voice with a name, visit ScalingUpH2o.com/Update. Be sure to listen to the Scaling UP! H2O podcast every week to hear about opportunities to connect with other professionals, grow, and learn about the water treatment industry. Your roadside friend, as you travel from client to client. -Trace Blackmore Upcoming Events: The Hang Networking Event- @6pm November 11 Business Webinar with Michael Warady - @11am October 29 Connect with the roundtable speakers: Jill Cavano of Scranton Associates: [email protected] Mike Standish of Radical Polymers: [email protected] Gary Garcia of Masters Company: [email protected] John Zibrita of Zibex: [email protected] Links Mentioned: The Rising Tide Mastermind

As the fourth quarter of 2021 draws to a close, what are the things you are evaluating to make sure that Q4 ends well and that 2022 is going to be a more profitable year for you and your company? If you have ever wondered: how much money should the company have in the bank, why are we taking on more clients but not making a profit, or why are we spending more money on the company but not seeing the payoff, then today's episode is for you. Today's guest is Russ Stephens, co-founder of the Association of Professional Builders, a leading business coaching company dedicated to improving the residential construction industry for both builders and consumers. Since 2014 he has been helping builders double the size of their businesses through profitable growth. The Association Of Professional Builders excels in providing cutting-edge systems, world-class support, and sales & marketing training to the construction industry. And Russ knows how to do this because he uses data to make the right decisions to increase profits. Bottom line: Russ is going to give you the data your company needs to be looking at to make the right decisions. Your roadside friend, as you travel from client to client. -Trace Timestamps: Get to know Russ Stephens, the man who moved to Australia and grew an entire industry's profits with data [6:00] Understand the true financials as a business owner [11:40] What are the core numbers we need to be looking at [15:13] The most important thing to look at to scale [22:10] How much money should a business have in the bank [25:00] What formula should a business use to budget for marketing [27:37] The importance of KPIs and SOPS [29:32] Understanding today's consumers to generate more business [31:20] Lightning round questions [37:15] James' Challenge: " Ask your customer what you can do better." [47:08] Quotes: "Margins are linked to marketing." - Russ Stephens "The backbone to any good company is SOPs or Standard Operating Procedures." - Russ Stephens "As a business owner, you cannot be a micromanager. You need to only look for the gaps in the system and address them." - Russ Stephens "The internet turned the sales process on its head over a decade ago. Consumers are more educated than any generation in history, so we need to become the online provider of information. We need to educate the consumer before we sell to them." - Russ Stephens Connect with Russ Stephens: Phone: +61450519613 Email: [email protected] Website: associationofprofessionalbuilders.com LinkedIn: in/russstephens Links Mentioned: scalinguph2o.com/audible Industrial Water Week 2022 starts Oct 3rd Episode 204 on being profitable Episode 101 with Colin Frayne Episode 102 with Colin Frayne The Rising Tide Mastermind Books Mentioned: Procrastinate on Purpose: 5 Permissions to Multiply Your Time by Rory Vaden Powered By Change by Nicholas Brealey Influence by Robert B. Cialdini Psycho-Cybernetics by Maxwell Maltz

My name is Trace Blackmore and I've had the honor of celebrating Industrial Water Week with you each day this week! Each year that we celebrate Industrial Water Week, it gets better. Today is all about the fact we all have a career in industrial water treatment. Think about all of the jobs you could have had that are not this job, and how lucky are you that you chose a career in industrial water treatment? Nation, I hope this job is more than a job to you. I hope you love it, I hope you respect it, I hope you make it better every chance you get. As this week wraps up, please consider this: Are you priming the pump for the next generation of water treaters? And if you are not, consider how rewarding that might be. At the end of the day, I think the only thing that matters is our relationships, so how are yours? Are you being mentored by someone in water treatment? Are you mentoring someone in water treatment? Take some time this week and thank someone who coached and mentored you along the way as you grew in your career in water treatment. Your roadside friend, as you travel from client to client. -Trace Timestamps: My water treatment career journey [0:01] Your career in industrial water treatment is a craft [7:25] Jim Lauria and Adam Tank share why you must share your career in water treatment story with others [9:00] James' Mini Challenge: post a selfie of yourself along with a story about how you got into industrial water treatment and why you would recommend it to others. [11:00] Shawn McGrade talks about why he chose water treatment as a career [12:15] Tom Hardy shares what he learned about what makes a good water treater [16:25] Doctor H2O [18:13] Closing out Industrial Water Week with James McDonald [28:05] Coaching and mentoring to improve our entire industry [30:00] Quotes: "Water treatment is a craft, an activity involving skill." - Trace Blackmore "We have the best jobs in the world." - Trace Blackmore "I take pride in how I do water treatment." - Trace Blackmore "When you tell your story on water, you focus on the global good of water." - Adam Tank "How do we pass on our love, our passion, and our knowledge to the next generation of industrial water treatment professionals?" - James McDonald Links Mentioned: Industrial Water Week The Rising Tide Mastermind Episode 213 Coaching with Bill Eckstrom Episode 188 with Shawn McGrade Episode 163 2020 Careers Episode 54 2019 Careers with Tom Hardy Episode 181 Water Geeks Jim Lauria and Adam Tank

Today we continue Industrial Water Week 2021 with Wastewater Thursday. Scaling up Nation, if you don't see how awesome being a water treater is, you are not doing it right. Industrial Water Treaters are superheroes. You are a superhero! Like many of you, when I started in my career, I couldn't believe what my clients were throwing out, but once I realized that our clients were paying us so they could stay open, it shifted my thinking. I came to realize that without the help from industrial water treaters, our clients would be forced to shut down for non-compliance. Thank you for observing, measuring, mapping, calculating, testing...retesting, examining, waiting, and serving your clients' systems so they can keep doing what they need to do. Thank you for being part of the most incredible industry in the world, industrial water treatment! Your roadside friend, as you travel from client to client. -Trace Timestamps: Happy Wastewater Thursday [00:01] My introduction to gang stirrers [04:48] Kevin Cope gave us some tips about jar testing [11:20] Kevin Cope on bugs [12:56] Detective H2O [16:00] James' Mini Challenge: post a picture of a pin floc separating [25:47] Quotes: "It's not a gangster, it's a gang stirrer." - Trace Blackmore "We can add inorganic Polymers to our bloomer phase and we're not gonna precipitate Zinc with an inorganic Polymer. So you really need to ask the customer: "What am I trying to remove?", "What are my problems?" those are real issues that are the keys to sending up a correct jar test." -Kevin Cope Links Mentioned: Industrial Water Week 053 Day 4 of Industrial Water Week (Waste Water) (with Kevin Cope) 162 #IWW20 Wastewater Thursday (with Kevin Cope) The Rising Tide Mastermind 178 Pinks and Blues Questions From The Nation!

Today is all about cooling. I've always gravitated more towards cooling than any other aspect of water treatment. I am a student of all industrial water treatment areas, but there is just something about cooling that I have always connected with. Do you have a specific area of water treatment that you tend to lean towards? Well, today we are talking about cooling and here's a brief history lesson for you. The first air conditioner was developed in 1902 by Willis Carrier who invented it to remove humidity from a printing plant. By 1933 the model for the modern air conditioner was developed. And for those of you who are thinking, yes Trace, but I'm sure all of those coolers have been phased out over the past 100 years, let me tell you that I get the privilege to treat the oldest chiller in the Atlanta area, it was built in 1940s, and it's still running great. Being able to be part of history is such a privilege, just think of all the inventions along the way that got us to where we are today. The more you know about history, the more you can appreciate it Where would we be without coolers and where would you be without them? They are just the coolest pieces of technology. Join me on today's episode as we celebrate Cooling Wednesday in this year's Industrial Water Week. Your roadside friend, as you travel from client to client. -Trace Timestamps: Welcome to Cooling Wednesday [00:01] The history of air conditioning and how we got the modern cooler [01:58] Cooling Jeopardy [03:31] Detective H2O [05:30] James' Mini-Challenge: post a picture from inside a cooling tower's plenum area, looking up [15:30] How to explain cooling tower feed to a customer [18:30] Brett Alexander shares what to keep in mind when it comes to riser pipes [22:10] [138] Bryan Hayward talks about filtration [24:30] How are you going to celebrate Cooling Wednesday [27:00] Quotes: "Happy Industrial Water Week!" - James McDonald "The more you know about history, the more you can appreciate it." - Trace Blackmore "It's my hope that someday every single cooling tower has filtration on it so we can get all this debris out of it." - Trace Blackmore Links Mentioned: Industrial Water Week The Rising Tide Mastermind Episode 161 - 2020 Cooling Episode 199 -Cooling Towers and Legionella with Chris Nagel Episode 137 - Cooling Towers, part 1 with Brett Alexander Episode 138 - Cooling Towers, part 2 with Brett Alexander Episode 108 - Cooling Tower Feed Episode 97 - Filtration on Cooling Towers with Bryan Hayward Episode 91 Filming Amines with Marodi Cribari, part 2

Welcome to the podcast where we water treaters learn and celebrate together! I'm your podcast host, Trace Blackmore. Yesterday we celebrated Pretreatment Monday and today it is Boiler Tuesday! The dictionary definition of a boiler is quite dull and uninspiring, but for me, the boiler has been my backstage pass to some of the coolest manufacturing companies in the world! Boilers have allowed me to peek behind the curtain and learn how things are made and have allowed me to indulge my curiosity in ways I never could have imagined. Join me as we learn and celebrate the boiler today and don't forget to post your daily Industrial Water Week mini-challenges photos by tagging them with #IndustrialWaterWeek or #IWW21. Your roadside friend, as you travel from client to client. -Trace Timestamps: Welcome to Boiler Tuesday [0:01] What is a boiler? [1:01] The history of the boiler and what is a BTU [2:26] Detective H2O [6:00] My boiler mentor Bruce Ketrick, CWT [12:30] Filming Amines with Marodi Cribari [16:30] Tannins with Louis-Philippe Cloutier [19:40] James' Mini-Challenge: post a picture of a firetube or a water tube boiler from an interesting angle (extra points for snapping an inside photo during an inspection) [21:30] Quotes: "It is amazing and started the industrial revolution, the boiler." - Trace Blackmore "The boiler has been my backstage pass to some of the coolest manufacturing companies in the world!" - Trace Blackmore "There are so many boiler designs and sizes out there. What may be normal to you, may be interesting to someone in another part of the world." - James McDonald Links Mentioned: Industrial Water Week The Rising Tide Mastermind Episode 51 with Bruce Ketrick Episode 90 Filming Amines with Marodi Cribari Episode 191 Tannins with Louis-Philippe Cloutier Episode 203 - The One With Our Across The Pond Legionella Expert, John Sandford Events: Raw Materials Supply Chain Update - October 14 @5pm EST Business Webinar with Michael Warady - @11am October 29 The US Water Treatment Conference - November 3-6 2021 NGWA Groundwater Summit - December 7-8

The time has come, we are kicking off Industrial Water Week 2021 with Pretreatment Monday! Join us every day this week as we bring you a new podcast episode and a new mini-challenge from the man who started this holiday for us, James McDonald. Don't forget to post your daily mini-challenge photos by tagging them with #IndustrialWaterWeek or #IWW21. Your roadside friend, as you travel from client to client. -Trace Timestamps: Industrial Water Week celebration kicks off [0:01] James McDonald's Industrial Water Week Welcome [2:08] Pretreatment tips [6:30] Interviewing James McDonald at the AWT conference [10:33] Pretreatment Jeopardy Questions [12:58] Detective H2O [15:40] James' mini-challenge: post a picture online of a softener valve assembly or RO membrane housings [26:41] Quotes: "It's every industrial water treater's favorite holiday, Industrial Water Week 2021!" -Trace Blackmore "Industrial Water Week is about YOU working in this noble profession." - James McDonald "Use this is an opportunity to share themselves and share what they can do for your clients." - James McDonald "This holiday is awesome because it is OUR holiday!" -Trace Blackmore Links Mentioned: Industrial Water Week Website 050 Day 1 of Industrial Water Week (Pretreatment) 107 Day 5 Of Industrial Water Week (Careers) 159 #IWW20 Pretreatment Monday 182 The One Where We Share How We Create The Podcast The Rising Tide Mastermind

Scaling UP! Nation, you know I love answering your questions, and today's listener submitted question made me chuckle and reminisce about high school science class when we swabbed door handles, toilets, keyboards, drink fountain dispensers, and about how, when I started, I made some basic mistakes with these relatively inexpensive and extremely easy to use tests that nearly everyone in industrial water treatment community uses. Today we're talking about dip slides Now today I'm not covering everything there is to know about dip slides. We are going to focus on what dip slides are, how to use them so they give you accurate results, and testing for total aerobic bacteria, yeast, and mold. I could talk for days about dip slides...but something tells me you might not be as passionate about these wonderful little testing paddles as I am. Bottom line: Today's episode is going to teach you what you need to know about dip slides so you can get the most out of these helpful little plastic paddles. Your roadside friend, as you travel from client to client. -Trace Timestamps: Taking Scaling UP! H2O listener questions: dip slides [3:23] What are dip slides and how to use them? [6:00] What does a dip slide test for/understanding Sessile and Planktonic bacteria [8:30] Interpreting the dip slide results/understanding the dots [15:00] Testing your hypothesis/why are you running that test? [18:40] What are the consistent procedures to follow when testing to get accurate results? [20:48] Storing your dip slides [28:19] James' Challenge: Celebrate Industrial Water Week! You've earned it. [33:09] Quotes: "A dip slide can only measure planktonic, which is the stuff floating around in the water." - Trace Blackmore "A dip slide will not measure sessile bacteria." - Trace Blackmore "We only know what we can test for." - Trace Blackmore "Dip slides are relatively inexpensive and extremely easy to use making them very popular in the industrial water treatment community." - Trace Blackmore "It's up to you to decide what you are looking for, and what you need to know to make a decision on what you are going to do with those results." - Trace Blackmore "Remember a test is only going to prove or disprove what you think is going on in the system. If you haven't thought about why you are running this dip slide (or any test for that matter) don't run it. It has no meaning." - Trace Blackmore "A mesophile is the Goldilocks of bacteria. They grow best in temperatures that are not too hot and not too cold." - Trace Blackmore "Don't refrigerate your dip slides." - Trace Blackmore "There are so many things you can test for using different dip slides. Again, ask your supplier." - Trace Blackmore AquaPhoenix Scientific's Dip Slide Video: Dipslide Test Links Mentioned: Episode 10 with Jim Lukanich Episode 75 The One That's All About Corrosion Coupons The Rising Tide Mastermind Submit a Show Idea AWT (Association of Water Technologies)

For those long-time listeners, you know that I am passionate about personal and professional development and leadership strategies, which is why I couldn't wait to share this interview with you! My guest today is Bill Eckstrom, he is the founder and CEO of EcSell Institute, the world's first and only organization to measure and quantify leadership effectiveness. He is considered one of the world's top authorities in metric-based performance coaching and growth. His book, The Coaching Effect, coauthored by EcSell Institute president Sarah Wirth, helps leaders at all levels understand the necessity of challenging people out of their comfort zone to create high-growth organizations. Bill's primary passion is growth. He is an expert in change management and discomfort, as made popular in his viral TEDx Talk "Why Comfort Will Ruin Your Life." As a keynote speaker, Bill has presented to hundreds of groups and is a popular guest on podcasts and shows around the world. Bottom line: Bill Eckstrom can help YOU be a better coach by quantifying your leadership effectiveness. Your roadside friend, as you travel from client to client. -Trace Timestamps: I'll be at AWT and why I love The Rising Tide Mastermind! [1:01] Introducing Bill Eckstrom CEO of EcSell Institute, EcSell Athletics, and EcSell Education [10:05] What makes a great coach [12:45] The difference between a coach and a manager [17:12] What do great coaches do? [20:10] What should change in a Zoom meeting vs. in person meeting? [23:54] How to know if a team is healthy [25:00] What is coaching effectiveness? [31:16] How to transition from manager to coach [38:35] Lightning round questions [43:00] James' Challenge: Look for dead legs in your water systems. [56:57] Quotes: "Learn everything you can and share that with as many people as you come in contact with." - Trace Blackmore "The only way to know if a person is a great coach is to measure them." - Trace Blackmore "Coaches have teams." - Bill Eckstrom "The highest-performing coaches have one to ones every other week." - Bill Eckstrom "Great coaches have the discipline to do what's right in the face of adversity." - Bill Eckstrom "The only way to create growth is through discomfort." - Bill Eckstrom "Don't be afraid to be uncomfortable, it's the only way to grow." - Bill Eckstrom "Take pride in how you've evolved and how your thinking has evolved." - Bill Eckstrom "Create a little growth every day." - Bill Eckstrom Connect with Bill Eckstrom: Phone: 402.770.6100 Email: [email protected] Website: billeckstrom.com LinkedIn: in/billeckstrom Links Mentioned: TEDx Talk "Why Comfort Will Ruin Your Life." - Bill's TEDx Talk The Rising Tide Mastermind Submit a Show Idea AWT (Association of Water Technologies) Books Mentioned: The Coaching Effect by Bill Eckstrom Man's Search For Meaning by Viktor Frankl Max Out Mindset by Dr. Larry Widman The 7 Habits of Highly Effective People

Hey Scaling UP! Nation, have you ever had a goal, but you got in your own way of achieving what you set out to do? Yikes, I know I've done that from time to time. Wouldn't it be nice to find a way to get out of your own head and make better decisions so your relationships and company could thrive? If you answered "Yes" to either of those questions, then you are going to love today's guest. Let me introduce you to Larry Olsen, he is an international speaker, author, podcast host, and executive coach. Founder and CEO of Aperneo, a company focused on achievement acceleration. He has years of experience working with Fortune 50 companies, championship teams, and entrepreneurs on establishing their vision and sense of purpose. Larry is passionate about providing individuals and teams quick, actionable guidance on how to break ingrained, ineffective habits that they did not even know were holding them back, and his best-selling book, Get a Vision and Live It, is helping people learn how to change their attitudes to align with their visions. Bottom line: Larry knows how to bring out the best in others using neuroscience, and you can too! Your roadside friend, as you travel from client to client. -Trace Timestamps: Why you should be an AWT member [1:00] How podcast sponsorship works [7:45] Introducing our Neuroscience expert and Founder and CEO of Aperneo, Larry Olsen [8:13] How do you help new clients? [12:12] The difference between goals, vision, and perceptions [18:16] Circumstances, habits, attitudes, and corrections [31:02] Listening to others' stories [33:49] Growing and developing organizations [41:07] "Get a Vision and Live It", Larry's book [42:06] Lightning Round Questions [46:23] James' Challenge: Measure the conductivity of water entering and leaving a water softener. [51:53] Quotes: "When you understand how your brain works, all you can say is "WOW!" -Larry Olsen "I can help you identify your obstacles, so you can succeed." -Larry Olsen "Let's make what you're doing even more efficient." -Larry Olsen "We get to choose our beliefs." -Larry Olsen "The only person you should never give up on is yourself." -Larry Olsen "You will never regret listening to others' stories." -Larry Olsen "I teach people to be motivated by value." -Larry Olsen "When you take care of your people, your bottom line will exceed your wildest expectations." -Larry Olsen "My purpose is bringing out the best in others." -Larry Olsen Connect with Larry: Email: [email protected] Phone: 602-510-3448 Facebook and YouTube: /aperneo.com Instagram: @aperneo Skype: [email protected] LinkedIn: in/larry-r-olsen/ Links Mentioned: AWT (Association of Water Technologies) The Rising Tide Mastermind Submit a Show Idea Books Mentioned: Get a Vision and Live It - by Larry Olsen The 7 Habits of Highly Effective People - by Stephen Covey Start With Why - by Simon Sinek Psycho-Cybernetics - by Maxwell Maltz

Welcome to Scaling UP! H2O, the water treaters' podcast. For newer listeners, something I try to do at least once a month is to take listener's calls or show suggestions and answer them in episodes we like to call "Pinks And Blues". I LOVE taking your questions and talking about them on the show, and today is no different. We're talking about Concentration Ratio on today's Pinks and Blues Episode. Now that term might be a little confusing because there are 2 terms for the same thing: Cycles of Concentration AND Concentration Ratios. Don't worry about it, I'm going to break down for you why I like the term "Concentration Ratio" and how using that term with your customer will help you build a better relationship with your customer. Bottom line: Join me as we scale up our knowledge so we don't scale up our systems. Your roadside friend, as you travel from client to client. -Trace Timestamps: Questions from the Scaling Up Nation [6:20] What is Concentration Ratio? [8:44] Concentration Ratio Math [13:45] Putting the math to work for you [30:25] Our responsibility to the planet as water treaters [33:14] James' Challenge [39:33] For those of you driving here is the Evaporation rate in gallons per minute = 0.001 X recirculation rate X temperature differential across the cooling tower X a heat rejection factor Quotes: "Concentration Ratio makes your life easier." - Trace Blackmore "There's only so much water on the planet." - Trace Blackmore "We have duty to protect all the water on this planet." - Trace Blackmore "If we don't have a clean surface we cannot efficiently transfer heat from one area to another." - Trace Blackmore "When we can clearly communicate and explain to our customers why we do what we do, we will have less issues and happier customers." - Trace Blackmore "When you understand how to run ratios you don't have to guess what's going on in the system, you can prove what's going on in the system." - Trace Blackmore "You have all the tools you need to figure out what is going on in your system." - Trace Blackmore Links Mentioned: 128 Pinks & Blues: Tonnage x3 The Rising Tide Mastermind Submit a Show Idea AWT (Association of Water Technologies)

As you know, we started this podcast to "Scale up our knowledge, so we don't scale up our systems". Many of you requested to have another episode about finances, and I couldn't think of a better person to have on the show than my company's CFO, Mike Iverson. Mike is a CPA and owns Trillium Financial. I think Mike's superpower is his ability to take a very complex subject, such as 'how much money I need to retire, and he can explain that to anyone in a language that they understand. He effortlessly gives people the tools and handles they need to be able to run their personal and business finances. The biggest gift Mike has given me over the years is the gift of clarity. He can look at spreadsheets and glean so much wisdom from the numbers, and then he teaches me what he sees. Because of his knowledge and expertise, I can make wise business moves. Today he is going to touch on so many topics that will help all of us scale up our knowledge, but all of them have one thing in common: finance. Bottom line: If you make money and want to know the best things you can do for your future with your money, Mike Iverson has the perfect financial plan for you. Your roadside friend, as you travel from client to client. -Trace Timestamps: Introducing my company's CFO, Mike Iverson [8:23] What is your outlook for post-pandemic? [15:01] What do people need to know about retirement? [18:10] The perfect retirement formula [28:07] How do you save for retirement? [33:02] The importance of a "financial checkup" [36:35] Changing your thinking from 'budget restrictions' to 'achieving your passions' [40:35] Lightning round questions [42:04] James' Challenge: Find and share parts per million (ppm) analogies (e.g., 1 minute in 2 years) [56:47] Quotes: "Always think: how can I set aside money for my future." -Mike Iverson "I learned that successful people didn't need to know everything, they needed to know someone who knew more about the topics that they were facing." - Trace Blackmore "Life is too hard to do alone, that's why I started The Rising Tide Mastermind, so you don't have to suffer making mistakes doing everything yourself." - Trace Blackmore "We've got quite the journey ahead." -Mike Iverson "When it comes to finances, it's 80% behavior and 20% math." -Mike Iverson "I geek out on personal finance." -Mike Iverson "I encourage all my business owners to invest long-term using compound interest." -Mike Iverson "Compound interest: There are those who understand it, and those who pay it." - Albert Einstein "Stay with it. Stay in it. And you will see your investments grow." -Mike Iverson "Start investing. Take some action." -Mike Iverson "There's no time like the present. It is never too late to start investing." -Mike Iverson "I have an insatiable desire to learn." -Mike Iverson Connect with Mike: Phone: 404-353-2148 Email: [email protected] Website: www.trilliumfinancial.com Links Mentioned: Marty Stephens' episode 205 Mike Iverson's episode 11 The Trinity Study The Rising Tide Mastermind Submit a Show Idea John Lee Dumas' "Entrepenuers on Fire" Podcast Books Mentioned: Procrastinate on Purpose by Rory Vaden Simple Path To Wealth by JL Collins Richest Man In Babylon by George Clason Money: Master The Game by Tony Robbins Total Money Makeover by Dave Ramsey Click on the image below to get 15% off of your Rocketbook order

Scaling Up Nation, I cannot wait to introduce you to Paul Edwards. We met in our Mastermind group and have learned a great deal from one another. I've said it before, and I'll say it again, "When you meet new people, you open the door to new ideas and better ways of doing things that you never would have never thought of if you stayed alone in a silo." Paul is a first-generation Spanish-speaking immigrant to the US with African heritage and Middle East combat experience. Paul's lived in five different countries, speaks two languages, and holds three passports. Paul wears many hats – he is CEO of a ghostwriting and content creation agency, bestselling author, podcast host, and one of the best people I know at networking. And if that wasn't enough, he is a husband, father, mentor, amateur theologian, men's physique athlete, voice mimic, and recovering insurance salesman. Yes, Renaissance Man, Paul Edwards does a lot of things really well, but in today's episode, he is going to speak into the power of great communication, generous networking, and authentic relationships. When Paul isn't writing content for clients, you're most likely to find him building relationships and creating opportunities for his network. Bottom line: Paul does two things well: words and people. Your roadside friend, as you travel from client to client. -Trace Timestamps: James' Challenge: Test for microbiological activity in your cooling systems. [5:22] Introducing author, speaker, and entrepreneur, Paul Edwards [8:25] Everyone has a book in them waiting to be written [11:50] Effective internal and external communication [24:10] The key to effective networking is generosity [29:10] The power of Masterminds, shared wisdom, and relationships [35:03] Lightning round questions [45:00] Quotes: "Our lives are made richer by relationships." - Paul Edwards "Stories are compelling and relatable." - Paul Edwards "The core of what we do is that we make leaders into better communicators." - Paul Edwards "When you have leaders who are great communicators, great things happen." - Paul Edwards "If you are communicating well, you should see more engagement or sales." - Paul Edwards "When you are vulnerable, you disarm accusers and make others feel safe." - Paul Edwards "If you own a business, you need to run it like you could sell it anytime." - Trace Blackmore "The book inside us is in the depths, not the shallow end." - Paul Edwards "When you are writing a non-fiction book, the most boring thing you can do is tell them facts and figures." - Paul Edwards Connect with Paul Edwards: Website: www.thepaulsedwards.com Email: [email protected] Social: @ThePaulsEdwards Paul Edward's Published Content: Influencer Networking Secrets Business Beyond Business: How to Gain Magnetic Influence, Meaningful Connection and Profitable Publicity by Becoming a Radically Generous Entrepreneur 10 Secrets to Networking Sucess: How to Build a Network of Super Affiliates That Endorse and Recommend Your Brand In Only 90 Days by Links Mentioned: Episode 205 with Marty Stephens The Rising Tide Mastermind Books Mentioned: Who Not How: The Formula to Achieve Bigger Goals Through Accelerating Teamwork by Dan Sullivan The Common Path to Uncommon Success: A Roadmap to Financial Freedom and Fulfillment by John Lee Dumas Business Secrets from the Bible: Spiritual Success Strategies for Financial Abundance by Rabbi Daniel Lapin

Welcome to the water treater's favorite podcast, Scaling Up! H2O. I'm your host, Trace Blackmore and for my long-time listeners, today's show is going to be a little bit different because for the first time ever, I'm re-releasing one of our most listened to episodes for our newer listeners. I recorded this show on October 27th, 2017 and upon listening to it again, I can see why it is one of our most shared and most downloaded episodes. There are so many good questions that the Scaling Up Nation submitted, and I'm grateful for the opportunity to answer them. My hope, when I first created this podcast, was to inspire a love of learning for any of its listeners. So please join me as I answer your questions, and if you have a new question for me, please reach out, I'd love to do some research and answer your questions on a future episode! Thank you for listening! Your roadside friend, as you travel from client to client. -Trace Timestamps: What are LSI, RSI, and PSI? [5:12] How do I attend Association Of Water Technologies (AWT) Events if I'm not a member? [14:55] Get to know your tests [18:40] What should clients do before a boiler inspection? [23:22] Do I really need my Certified Water Technologist (CWT) or LEED Green Associate (LEED GA)? [28:04] Copper and iron [32:00] What is ORP and how do you check it? [39:15] What is the best biocide for my cooling tower? [46:08] What's in Trace's Test Kit? [53:02] What is Magnetite? [1:01] James' Challenge: Calculate the softening capacity of your water softener(s) based upon incoming water. [1:10] Quotes: "We're all trying to make the entire industry better." - Trace Blackmore "If you are sloppy on your procedures and your measurements, your margin of error is going to multiply greatly." - Trace Blackmore "Why would you want to be mediocre?" - Trace Blackmore "I'm doing this show to give you a push to do something new and get better." - Trace Blackmore "One of my favorite things to do is to work with other water treaters." - Trace Blackmore "I want to make sure the show stays fun for you and stays fun for me." - Trace Blackmore "My goal is to pour my heart and soul into each episode." - Trace Blackmore "I truly enjoy teaching and inspiring people to be better than they were." - Trace Blackmore Links Mentioned: AWT Hatch Water Analysis Handbook Certified Water Technologist (CWT) LEED Green Associate (LEED GA) PPM vs. ORP Chart Oxidation-Reduction Potential Rechargeable and Portable Light The Rising Tide Mastermind Submit a Show Idea Wilfred Langelier's Saturation pH (pHs) Equation: 12.3-(log CaH + log Malk + (0.025xC˚) – (0.011x√TDS)

Welcome to the water treaters' favorite podcast, Scaling UP H2O! Let me introduce you to a friend of mine, Garret "Gary" Garcia. Gary is one of those people who has an incredible amount of knowledge and over the years has been incredibly generous about sharing what he knows. In today's episode, we're going to cover everything from new technologies in the water treatment industry to the things a company should consider before they start blending their own product and also keeping up with government regulations. It truly is a great episode! For those who don't know Gary, he is the Technical Director for Masters Company, Inc., and if you've never heard of them please check them out. MCI is a private label manufacturer to the water treatment industry encompassing test kits, reagents, blending as well as specialty chemical distribution. MCI is also a private label manufacturer for food sanitation test kits, analytical reagents, and other market segments. And if that wasn't enough, Gary is also the Technical Director for MCI's LiquiLogic LLC subsidiary providing liquid ultra-concentrate products to water treatment service companies. LiquiLogic formulates and manufactures super concentrated water treatment products with No Touch dispensing systems. Gary has been involved in AWT (Association of Water Technologies) for more than 30 years serving on several committees as well as currently being Special Project Sub-Committee Chair and Supplier Representative to the AWT Board of Directors. Bottom line: Gary knows what it takes to make great products for water treatment professionals. Your roadside friend, as you travel from client to client. -Trace Timestamps: Introducing Gary Garcia [7:11] Beer money to purchasing a company How did you start in the business [12:20] What does Masters offer that they can do that individuals don't think about considerations [14:15] What do warehouse managers need to consider when adding a new product to their line? [18:26] What to consider when developing a new product? [19:26] How does someone decide if they will blend for themselves or partner with a company? [20:50] How to wisely evaluate your needs [22:02] Keeping up with regulations [23:40] Customer success story and funniest water treatment story [24:50] Stop doing that! [27:30] New technologies [29:17] James' Challenge: "Research Practical/Puckorius Saturation Index (PSI)." [38:04] Quotes: "In order to learn something that you deem important, don't be a student of it, learn it well enough to be a professor of it." -Trace Blackmore "Solutions in a drum." - Mark Lewis "Our focus is to make things as easy as possible for our customers." - Gary Garcia "If our customer is out selling and growing their company, we grow by that as well." - Gary Garcia "I wouldn't recommend anyone doing chemical manufacturing unless they have a background in it." - Gary Garcia "Doing the mixing and blending takes away from what most companies do best, selling and marketing." - Gary Garcia "You don't always need to customize. Don't rush new products." - Gary Garcia "Keep the product line as tight and neat as you can to save you time and money." - Gary Garcia "Its a challenge keeping up with regulatory all the time, you need to be aware of DOP, ETA, and everything under the Sun." - Gary Garcia "You never want to assume you won't have an inspection." - Gary Garcia "It gives me a huge sense of fulfillment, watching our clients' companies grow." - Gary Garcia "Be quiet, observe, and learn learn learn." - Gary Garcia Connect with Gary Garcia : Email: [email protected] LinkedIn: company/masters-company-inc Website: www.masterscoinc.com Links Mentioned: The Rising Tide Mastermind Submit a Show Idea AWT (Association of Water Technologies) Books Mentioned: Paris 1919 by Margaret MacMillan The Fountainhead by Ayn Rand Grant Biography by Ron Chernow

Scaling Up Nation, I'm pleased to introduce you to someone that I've learned a great deal from over the past nine years of our friendship. He retired after working 35 years in the water treatment industry; most recently he served as Regional Manager at US Water Services and he is the Former owner of ChemTechnologies/Solen Inc. If you haven't guessed his name yet, it is the one and only Marty Stephens. I got to know Marty when we served on the AWT Board together. He was one of the directors who didn't say a lot, but whenever he did, it was so profound that the room always went silent. Marty served two terms AWT Board of Directors and in that season, Marty took the time to pour back into this wonderful industry and I am personally and professionally better for it. Marty went to college to become a physician but changed his career direction and became a successful water treatment professional. In today's episode, he shares his career journey and gives some fantastic career advice while entertaining us with his infamous Southern euphemisms. I know you are going to enjoy today's episode. Bottom line: If you are considering joining the water treatment industry, Marty's career journey is something you've got to hear. Your roadside friend as you drive from client to client, -Trace Timestamps: Introducing former AWT board member, Marty Stephens [3:50] Getting involved with the AWT and Marty's water treater journey [8:30] Marty's advice on how to have successful relationships with your customers [15:30] The first day on the job, AKA learning from a shattered Erlenmeyer flask [21:17] From technician to the owner [24:33] Selling your water treatment company [33:10] Advice for those starting in the industry [41:30] Lightning round questions [43:33] James' Challenge: "When using the EDTA titration method for total hardness testing, add a couple of drops of titrant in prior to the indicator to eliminate other metal interference (but take into account those drops in total drop count or usage)." [50:24] Quotes: "I was taught that we all have a responsibility to give back." - Marty Stephens "You get out of something what you put into it." - Marty Stephens "Our focus should always be on the customer." - Marty Stephens "You are always selling, even on a service call." - Marty Stephens "You tend to learn more in life from the mistakes you've made, in your career and life." - Marty Stephens "It's a fatal mistake to prioritize profit over the customer experience." - Marty Stephens "Business should never trump a friendship." - Marty Stephens "Run your business like you are going to sell it tomorrow, just like your truck." - Marty Stephens "When two companies come together there is a lot of change. And you need to be a good broker of change in order for that to be a smooth transition." - Marty Stephens "In every decision you make, think: how does this affect the customer and how will it benefit them?" - Marty Stephens "Life is better and easier when you have fun." - Marty Stephens "Never sacrifice character. Be true to yourself." - Marty Stephens "We have the best job in the world!" - Trace Blackmore "When you get down to it, life is about relationships." - Trace Blackmore "A company is about people." - Trace Blackmore Connect with Marty Stephens: Email: [email protected] Links Mentioned: The Rising Tide Mastermind Submit a Show Idea AWT (Association of Water Technologies) Books Mentioned: A Time To Kill by John Grisham Good To Great by Jim Collins Mississippi Blood by Greg Iles

One of my favorite things about this podcast is that it has allowed me to meet fantastic people. Today's guest I met at The Hang a few months ago, and we instantly hit it off. His name is John Sandford and even though he lives 15 miles east of Oxford, and I live outside of Atlanta, our passion for water treatment has made us lifelong friends. He has a wealth of experience and a genuine passion for improving the standards of the industry he works in. John is going to give you some insight into how our colleagues across the pond test and treat Legionella bacteria and what their government requires of them. To give you some background, John Sandford CMIOSH is the Director of Water Hygiene Specialists at SMS Environmental. He has four offices across the U.K., and over 140 employees, over 30 years of practical and research experience in the field of water treatment and Legionella and has expertise in the application of Health and Safety in this area. John is on the council of the Water Management Society (WMSoc), one of the founders and Health and Safety Director at SMS Environmental, and he is a UKAS accredited Legionella Risk Assessment provider which is and a national supplier of water hygiene services to over 1000 organizations across the U.K. As many of you know, the U.S. is one of the slowest countries to create legislation around Legionella testing and mitigation. It's only a matter of time for those changes to be written; just ask any water treater living in New York. I would encourage all my listeners to be proactive by learning what other countries are doing in the field that they work in. Bottom line: Nation, when you are aware of what other countries are doing, you can prepare for the unknowns before your local government takes steps towards any new Legionella legislation. Your roadside friend, as you travel from client to client. -Trace Timestamps: Introducing business owner and water hygiene professional, John Sandford [5:50] Water certifications in the U.K. [14:10] Understanding Legionella mitigations and regulations in the U.S.A. vs. U.K. [21:40] What happens in the U.K. when the government finds a breach of health and safety? [28:50] John's advice on new construction, taking on a new build [39:15] Global commonality Legionella guidance [44:45] Lightning round questions [54:40] James' Challenge: "Research neutralizing amine distribution ratio." [1:07:00] Quotes: "What a great industry we've got!" - John Sandford "Then I knew absolutely everything. I was an expert in everything. And then 30 years down the line, I realized I don't know anything at all." - John Sandford "80% of our work is Legionella related." - John Sandford "It's funny, we use British thermal units in the U.S.A., but in the U.K., you use metric units." - Trace Blackmore "Your biggest risk in the U.K. now isn't from Legionnaires Disease, it's from risk of being prosecuted for not complying with the guidance and approved code of practice that surround Legionella." - John Sandford "New builds are a problem. I strongly believe you should be doing a water safety plan or water management plan before you've even broken ground." - John Sandford "No matter how good that company is, a good disinfection is not going to cure 18 months of mismanagement." - John Sandford "My advice is if you are taking on any new builds, make sure you know what the state of play is." - John Sandford "Plumbing is a skill." - John Sandford You need to manage your systems during the construction phase." - John Sandford "Don't worry about it, learn about it." - Trace Blackmore Connecting with John Sandford of SMS Environmental Ltd.: Email:[email protected] Phone: 07764534984 Website:www.sms-environmental.co.uk Links Mentioned: 101 The One with Colin Frayne, CWT 102 The Other One with Colin Frayne, CWT 009 The L Word 150 The One Where We Talk Legionella Basics 151 The One Where We Talk About Legionella 152 The One Where We Talk More About Legionella 153 The One Where We Answer Your Questions About Legionella The Rising Tide Mastermind Submit a Show Idea AWT (Association of Water Technologies) Books Mentioned: Anansi Boys - Neil Gaiman The Blade Artist - Irvine Welsh Articles mentioned: JOHN SANDFORD CMIOSH, ELECTED TO WMSOC COUNCIL The Stafford outbreak of Legionnaires' disease The control of legionella bacteria in water systems Approved Code of Practice and guidance L8 Corporate Manslaughter and Corporate Homicide Act 2007 Architect cleared of manslaughter over legionnaires' outbreak Health and Safety at Work etc. Act 1974 Reading Borough Council sentenced after legionella death Fee for intervention (FFI) UKAS Delivering Confidence in the Provision of Legionella Risk Assessments 30-day all-cause fatality subsequent to MRSA, MSSA and Gram-negative bacteraemia and C. difficile infections, 2017/18 (see page 17) Safe water in healthcare premises (HTM 04-01) BBC (2012) Sink taps source of infection that killed three babies

Today's returning guest is a Career Counselor at Texas Tech University's Career Center and one of my dearest friends, Donna Srader. Donna is back on the show to talk about the best networking strategies to use when we are not face-to-face. You see, in March of 2020 Donna Srader, and the rest of the university staff pivoted from meeting in person to have every meeting with students, alumni, and colleagues over Zoom. She adapted quickly, and now she successfully hosts 6-10 Zoom meetings daily. She has found the best ways to conduct and participate in virtual meetings to get the most from them so that she can increase her connections with others. Making virtual connections is hard. Donna takes the confusion, frustration, and exhaustion out of online networking and provides us with easy steps to take so we can increase our network in order to set ourselves apart and thrive in an increasingly digital world. Bottom line: Donna is going to share how to successfully grow your professional network virtually. Your roadside friend, as you travel from client to client. -Trace Timestamps: Reintroducing professional Career Counselor, Donna Srader [5:10] How to best prep for your video meetings [9:30] How to ensure we're connecting when we are not in-person through video calls and LinkedIn [15:26] How should we communicate when using LinkedIn and Facebook [17:50] Connecting with others via email and snail mail [23:30] Connecting with individuals after an event or convention [29:30] How to make and build connections in virtual meetings [31:33] Setting the right tone in any written communication [33:45] Networking in a virtual world [38:46] What are the top interview questions everyone should be prepared to answer and ask [40:19] James Challenge: "Learn about breakpoint chlorination and perform breakpoint chlorination test on the water sample." [45:10] Quotes: "Virtual meetings are such a relief to those introverts like me." - Donna Srader "Zoom is wonderful. It lets you interrupt and ask questions". - Donna Srader "When on a Zoom call: look at the camera, you need to have eye contact."- Donna Srader "LinkedIn is a wonderful way to network."-Donna Srader. "Post information on LinkedIn at least once a week. This allows you to build those relationships." - Donna Srader "Reach out and build relationships." - Donna Srader "Remember that the written word is for the reader. Be Positive." - Donna Srader "My new year's resolution is to write a note to someone every week." - Donna Srader "Post something that is helpful to the readers." - Donna Srader "Written communications require you to think about tone and wording"- Donna Srader "People love to help, people love to give advice." - Donna Srader "A phone call is a very old but unique and effective tool to connect with people." - Donna Srader "You have to set goals and you have to meet those goals."- Donna Srader Connecting with Donna: Email: [email protected] LinkedIn: in/donnasrader Website: depts.ttu.edu/careercenter/ Phone: (806) 742-2210 Links Mentioned: Episode 96 Donna Srader's first episode CWT Study Group The Rising Tide Mastermind Submit a Show Idea How to Look Good in Skype Interviews - Tips & Training

Have you ever hired the wrong person at your company? Have you ever asked for a raise? Have you ever regretted not thoroughly vetting someone before you asked them to join your team? Have you ever started a new job only to walk in the door and discover that there wasn't a computer waiting for you, that you couldn't log into the company wifi, and the drawers to your new desk still had family photos in them from the last person who sat there? EEK. If you answered "Yes" to any of the questions above, this episode is for you. Today my lab partner is Mike E. Hill, Managing Director of Trenton Consulting. Mike has been consulting for over 25 years and he has seen it all, companies that are great at hiring, firing, and onboarding... and the not-so-great companies. Today he is going to share what everyone needs to know if they are looking for a job or looking to hire a new employee. If you ever want to work for a company or wish to add new hires to your company, today's episode is for you. Bottom line: Don't we all want to hire the right people for the job, or work for a company that cares about your interview and onboarding experience as much as you do? Your roadside friend, as you travel from client to client. -Trace Timestamps: James' Challenge: "Use your test kit to test your home's water." [4:26] Introducing Managing Director of Trenton Consulting, Mike E. Hill [8:26] Why hiring is important [10:12] How should we start the hiring process? [15:09] How to find quality applicants? [18:55] What is the best interview process? [22:16] Onboarding, training, and the 90 Day Review [33:30] Letting an employee go [39:00] Asking for a raise [45:05] Lightning round questions [46:09] Quotes: "One of the unspoken things about hiring is the cost." -Mike E. Hill "The cost of turnover is about 33% of the annual wage of the employee." -Mike E. Hill "You want to do it right and keep the turnover as low as possible." -Mike E. Hill "Step One: we need to know what we are hiring for." -Mike E. Hill "50% of companies are unready for the new employees starting their first day." -Mike E. Hill "The interview process is the most important part of the hiring process." -Mike E. Hill "Look at style and content on a resume." -Mike E. Hill "Begin interviews over the phone, then do a video call." -Mike E. Hill "There is no "perfect" candidate, but we want to find the best candidate for this job right now." -Mike E. Hill "The biggest mistakes employers make is not taking the time to hire quality employees." -Mike E. Hill "Onboarding requires a checklist." -Mike E. Hill "If we invest in the video training, those new employees can watch it on their off time and have better benefits." -Mike E. Hill "Be slow to hire, quick to fire." -Mike E. Hill "You need to do your due diligence in your hiring process." - Trace Blackmore Contact Managing Director Mike E. Hill: Email: [email protected] Phone: 866-788-5966 Website: TrentonConsulting.com YouTube: Treton Consulting's YouTube Channel Links Mentioned: Episode 200 Submit a Show Idea The Rising Tide Mastermind Books Mentioned: The Extraordinary Business by Mike E. Hill Speed of Trust by Stephen M.R. Covey George Washington's Secret Six by Brian Kilmeade and Don Yaeger Turn Washington's Spies by TV Show The Tehran Initiative by Joel C. Rosenberg The 7 Habits of Highly Effective People

Scaling Up Nation! I want to thank you for listening to 200 episodes! I have been honored to be your host of this weekly podcast over the past 4 years, and I cannot wait to bring you another 200 episodes, thank you for making the podcast what it is today! Looking back, if you had told me when I recorded Episode 1 of The Scaling Up H2O podcast that 4 years later, I'd be celebrating our 200th Episode, I would have laughed. Creating this episode made me realize just how far the podcast has come, and I cannot tell you how much I appreciate the listeners and team that makes this weekly podcast possible. I love this industry. Being a water treater has been an outstanding career. It's been so good to me, and I want to return that goodness to the industry I love. Bottom line: My mission is to raise the bar in the water treatment industry. I hope that each episode you listen to elevates you and helps you become a better water treater so that you have more enjoyment for the industry you are serving in. Your roadside friend, as you travel from client to client. -Trace Timestamps: Celebrating our 200th Episode by looking back at how much we have grown [0:01] What the past 200 episodes have meant to me [6:30] What the past 200 episodes have meant to you, our listeners [9:28] Using the podcast as a training resource [17:10] Water treatment is a professional profession [19:00] Water is a finite commodity [20:00] More thank yous [21:30] James' Challenge: "Run a jar study on a wastewater sample (or learn how to do one)." [29:13] James' Challenge BINGO Game on our Scaling Up H2O Facebook page [30:55] Quotes: "You can do anything you want to do, and it's not going to be pretty the first time that you do it. The important thing is that you take the first step." - Trace Blackmore "Whatever you want to start, get started!" - Trace Blackmore "I have a passion for this podcast!" - Trace Blackmore "My dad told me whenever I thought I learned everything in this industry was the day I needed to quit because that was impossible." - Trace Blackmore "Congrats! You are in a job that has endless learning. You should never be bored, you should never feel that you have reached a plateau, and if you have you are not trying hard enough." - Trace Blackmore "Please don't fall into the day-to-day rut, there is always something else to learn and always something to get better at." - Trace Blackmore "The biggest thing this podcast has done is that it has created is community." - Trace Blackmore "My hope was this podcast was going to be your onboard companion as you go from account to account and motivate you to learn new things." - Trace Blackmore "The podcast showed me that my work matters, that we can get better, I'm not alone in this industry." -Reid Hutchison "Time flies when you're having fun, keep up the good work." - James McDonald "It's been a great way to know some of the industry titans." - Laith Charles "The podcast acts as a constant reminder that water treaters can be impactful, and we can use the podcast as a training tool." - Adam Sites "Water is a very finite commodity on our planet." - Trace Blackmore "We as water treaters are the most inexpensive bill that our customers will ever pay. You are the most valuable vendor they have. Please make sure they know it." - Trace Blackmore "Scaling Up has been really good for us, it's the place we come to for industry insights." -Russ Baskin "If all of us get better, the industry gets better." - Trace Blackmore "Trace, thank you for helping us scale up our knowledge so we don't scale up our customer's systems." -Mark Lewis Links Mentioned: 001 A New Podcast for Water Treaters 190 The One Where I Celebrate Four Years Of Hosting This Amazing Podcast 004 It's Not Easy Being Green! Scaling Up H2O Facebook Page The Rising Tide Mastermind Submit a Show Idea AWT (Association of Water Technologies)

Every time I talk to Chris Nagle, I learn something new. I end the conversation more curious than when we start chatting, and I feel energized and empowered to take a deeper dive, so I become a better water treater. Chris has a background in water treatment and works at Evapco, one of the largest cooling tower manufacturers in the world. Chris is a Legionella Bacteria and Cooling Tower Expert because he took the time to comb through years of data and reports to find some truly shocking revelations. He didn't take things at face value. He did the math and research to discover something new about Legionella Bacteria and government regulations that I think every water treater should know. Chris is a passionate investigator and today he is going to touch on what you need to know about Legionella Bacteria transmission, Drift Eliminators, White Rust, Potable Water, Tower Plume, Distributed Water System, Seeding Events, Evaporative Cooling, Tower Louvers, and more. If you were not able to watch Chris Nagle's presentation at AWT's 2020 conference, we've put a link to that below. Bottom line: Chris knows his stuff and you cannot listen to today's episode without learning something new. Your roadside friend, as you travel from client to client. -Trace Timestamps: James' Challenge: "Dig through the AWT (www.awt.org) website for resources (both members and nonmembers)." [5:00] Introducing Chris Nagle, Legionella Bacteria and Cooling Tower Expert [7:00] Understanding the 4 types of cooling towers so you can use the right program [10:42] Ways to educate others and the Media on Legionella and Cooling Towers [17:55] What are the government regulations around Cooling Towers and Legionella, and are they reducing the number of cases? [21:48] The problem with the Distributed Water System [25:10] What do we need to know about Drift Eliminators? [28:55] Is there an amount of CFUs of Legionella bacteria that is virtually impossible to get out of a modern-day Drift Eliminator? [37:28] How should we evaluate a Cooling Tower, and talk to our clients? [40:10] What's the difference between a Tower Louver and a Drift Eliminator? [45:40] What is a Tower Plume, and can it spread Legionella Bacteria? [48:18] What resources should every water treater read (*links are below*) [50:05] What's the one thing you want all the listeners to know? [55:12] Lightning Round Questions [57:12] Quotes: "Legionella Bacteria and Legionnaires Disease is not a cooling tower problem, it's a distributive water modern society problem." -Chris Nagle "We educate through data, data sharing, and education." -Chris Nagle "Just because we find Legionella in a cooling tower doesn't mean it is the source of the disease." -Chris Nagle "It's a slippery slope if we start copying and pasting from one regulation to the next, or we start making assumptions based on what someone else has said." -Chris Nagle "Legionella got its name from a Legionnaires convention in Philadelphia in 1976." -Chris Nagle "Legionella regulations have not produced a meaningful reduction of the disease." -Chris Nagle "The data shows that even if we test more often, the regulations are not helping the Legionella rates to go down." - Chris Nagle If we want to get at most of the disease, we need to look more broadly at all building water systems and the supply water systems." -Chris Nagle We used to think "How do we treat the water to stop the transmission of Legionella," but now we can think about "How can we better equip the cooling tower, the device, so it doesn't get out of the machine itself." - Trace Blackmore "Make sure you understand your system volume. We don't want to be overfeeding." -Chris Nagle "We're water treaters. We need to know how much water we are treating." - Trace Blackmore "Legionella Bacteria in low levels in a modern tower is not an indicator of an outbreak or potential outbreak." -Chris Nagle "Plume cannot create a risk for Legionella because it is water vapor, not water droplets." -Chris Nagle Links Mentioned: Dr. Dick Miller's Legionella Recommendations (link to PDF) Submit a Show Idea AWT (Association of Water Technologies) 186 The One Where Conor Parrish Interviews Me, Part 1 187 The One Where Conor Parrish Interviews Me, Part 2 037 The One That's All About White Rust 137 The One That's All About Cooling Towers, Part 1 138 The One That's All About Cooling Towers – Part 2 116 Pinks and Blues: System Volume Chris Nagel's AWT 2020 presentation (YouTube 2020) Cooling Towers, Legionellosis, and Water Management Programs [TRT 59:21] The Rising Tide Mastermind Papers Chris Nagle recommends all water treaters read: Chris Nagle's AWT 2020 presentation (YouTube 2020) Cooling Towers, Legionellosis, and Water Management Programs [TRT 59:21] IWC-08-21 Cooling Towers, Drift, and Legionellosis (Page 30) CTI's TP20-19 Impact of Water Surface Tension on Drift Eliminators International Journal of Epidemiology in 1999, A Community Outbreak of Legionnaires Disease Linked To Hospital Cooling T

On May 11, 2018, on Episode 38 Mark C. Winters the author of "Rocket Fuel " was a guest on the show and he introduced the Scaling Up Nation to Entrepreneurial Operating System (EOS) in a blitz 100 level introductory course. Today I am pleased to have Mark C. Winters back on the podcast to walk us through his 200 level EOS course, which is all about communication. If you are a new listener, or never had the chance to listen to Episode 38, please check it out today. It will immediately change your business, for the better. In today's episode, Mark C. Winters teaches us how the Entrepreneurial Operating System (EOS) can specifically help businesses of 10-250 people climb a growth path to success, start their leadership teams with clear goals in mind, and confidently lay out which employee is going to do what to accomplish the company goals. Additionally, Mark lays out the framework on how Visionaries (those who come up with the ideas) Integrators (those who make visions happen) can communicate better to take their companies to the next level. When Visionaries and Integrators have a great partnership, there is nothing they cannot do. Bottom line: Mark C. Winters gave my company the tools, confidence, and energy we needed to accomplish more than I could have ever envisioned before we connected. Your roadside friend, as you travel from client to client. -Trace Timestamps: James' Challenge: "Test free chlorine in a cooling tower immediately and again an hour later from the same open sample." [2:55] Reintroducing EOS expert, and author of "Rocket Fuel ", Mark C. Winters [6:45] Best ways for a Visionary and an Integrator to work together, communication tools [13:54] What do business owners need to know? [34:54] How do you go about finding an Integrator for your business? [46:08] Rocket Fuel University tools and networking [50:22] What's the one thing you want everyone to know today? [55:00] "I Said This, You Heard That ", Temperament communication strategies by Kathleen Edelman [56:08] The 5 EOS Tools Mark uses to improve businesses [59:16] Quotes: "Simply said: The Visionary makes it up and The Integrator makes it happen." - Mark C. Winters "The worst thing we can do is to sit there stuck without moving forward." - Mark C. Winters "The Same Page Meeting Tool is a way to address issues. We want to be 100% aligned on the issues. Be a united front. You don't want to have conflict in the organization." - Mark C. Winters "The great duos understand each other and play to how they are wired." - Mark C. Winters "We're all different, the more I can understand that, the more effective we can be together." - Mark C. Winters "Understand each other better so we can do a better job getting to the truth and get aligned." - Mark C. Winters "The Accountability Chart: it's different from an org chart because it's not about levels and titles, it's about who is going to do it, and where the accountabilities lie." - Mark C. Winters "As a business owner, you have two rights: 1.) you have your right to the shares of the profit and 2.) your voice in the major decisions of the business. You don't have a right to be "an employee", so if you are acting like an employee, you need to be the best solution to that issue or task." - Mark C. Winters "Understand who you are. And then search for your compliment on the other side of you that loves all the things you hate and stink at." - Mark C. Winters "The words we use are the gifts to the people who listen." - Kathleen Edelman "Learning about the Temperaments has been a game-changer on how I communicate" - Trace Blackmore Connect with Mark C. Winters: LinkedIn: in/markcwinters Links Mentioned: 038 The One That Shows Us How to Run Our Business w/ Mark Winters Rocket Fuel Video Rocket Fuel Tools Visionary/Integrator Assessments Submit a Show Idea 117 The One With Temperament Expert, Kathleen Edelman 179 Another One that Teaches Us to Communicate Better with Others (Kathleen Edelman) The Rising Tide Mastermind Kolbe Index Culture Index DiSC Assessment Books Mentioned: Rocket Fuel the Book by Mark C. Winters Traction by Gino Wickman Who Not How: The Formula to Achieve Bigger Goals Through Accelerating Teamwork by Dan Sullivan I Said This, You Heard That Study Guide by Kathleen Edelman I Said This, You Heard That 2nd Edition by Kathleen Edelman Strength Finder 2.0 Tom Rath and Gallup What the Heck is EOS by Gino Wickman and Tom Bouwer

When it comes to unorthodox leadership wisdom, look no further than my guest today, Michelle Reines. Michelle Reines is a speaker, author of the book "From Bad To Badass Leader: 12 Leadership Lessons", executive coach, entrepreneur, founder of MDR Coaching & Counseling, Inc, and creator of the unconventional Badass Leader Brand. Early in Michelle's leadership journey, she was an absolute Ass as a boss, oblivious to the impact she was having on people! Perhaps, like many of you, she didn't understand how to lead. Today's episode is full of Michelle's thrills of victories and agonies of defeat, with the goal of helping you to unlock the art of leading like a Badass! Michelle Reines' 12 Leadership Lessons: Lesson 1. Don't Be An Ass Lesson 2. Stop, Drop, Take a Selfie Lesson 3. Let's Talk About Trust, Baby Lesson 4. Put Your People First Lesson 5. Be An Epic Coach Lesson 6. Build A Badass Team Lesson 7. Create The Struggle Lesson 8. Suck It Up, Buttercup Lesson 9. Don't Be A Kissass Lesson 10. Be A Groupie For Your Team Lesson 11. Expand Your Tribe Lesson 12. Love Somebody Like You Bottom line: Because, when you think about it, doesn't everyone want to be a Badass Leader or at least work for one? Your roadside friend, as you travel from client to client. -Trace Timestamps: Introducing my favorite Badass Leader, Michelle Reines [6:40] Her journey of starting as a bad leader to becoming a Badass Leader [9:15] How to recognize the "symptoms" of bad leadership before they become big problems [11:17] What to do when you realize you are a bad leader [12:29] When teams overcompensate for the bad leadership [14:18] Platinum Style Coaching [16:12] The Peter Principal [18:00] Michelle's cataclysmic fall from grace, AKA the day the whole team walked out [20:32] What are human metrics that should be on your leadership scorecard [24:07] The 12 Leadership Lessons in Michelle's book [29:45] Scaling Up Badass Leader Gift Page [38:08] Lightning Round Questions [40:43] James' Challenge: "Research chlorine dioxide." [47:45] Quotes: "Badass is not a bad word, and being a Badass Leader is actually a strength." - Michelle Reines "Leadership is a choice; it is not a title." - Michelle Reines "If your office has a revolving door on it, it's probably your leadership." - Michelle Reines "If your time is being spent repetitively solving conflicts, it's probably a leadership issue." - Michelle Reines "If your phone is ringing off the hook and you're constantly dealing with customer complaints, it's probably a leadership issue." - Michelle Reines "Invest in yourself." - Michelle Reines "In this day and age, there is no excuse for failing to develop yourself." - Michelle Reines "You need critical feedback to develop our teams and ourselves." - Michelle Reines "Great leaders focus on people development." - Michelle Reines "Instead of making the mistake and assuming you are better than the person in charge, it's important to manage your ego and ambition and find a way to partner for success instead of competing with the leader." - Michelle Reines "Leadership is a choice, it's not a title." - Michelle Reines "You have to prioritize people over performance." - Michelle Reines "Give sugar-free feedback." - Michelle Reines "Peers are partners, not competitors." - Michelle Reines "We cannot be the best leaders if we are not taking care of ourselves and our families." - Michelle Reines "There's nothing more important than spending time with those you love." - Michelle Reines 12 Leadership Lessons Graphic: Connect with Michelle Reines: Website: badassleader.com LinkedIn: in/michelledreines Twitter: @MichelleReines Phone: (949) 378-4242 Email: [email protected] MDR Coaching & Consulting, Inc website: mdr4you.com Links Mentioned: 363 For Leaders Assessment 177 The One Where Disney Meets Water Treatment (with Dennis Snow) 194 The One Where We Learn About Productivity Tools (with Danny Bauer) The Rising Tide Mastermind Submit a Show Idea AWT (Association of Water Technologies) Books Mentioned: From Bad To Badass Leader: 12 Leadership Lessons by Michelle Reines The Five Minute Journal The 7 Habits of Highly Effective People by Stephen Covey The New One Minute Manager by Ken Blanchard and Spencer Johnson MD Tools of Titans by Tim Ferriss Emotional Intelligence 2.0 by Travis Bradberry and Jean Greaves The Five Dysfunctions of a Team by Pat Lencioni