Scaling UP! H2O

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

Hey Scaling Up Nation! It's your weekly host, Trace Blackmore. In today's episode, I answer your questions about communication, healthy habits, being a good listener, and share a story that I hope causes you to reflect on why we work and who we work for I love that so many of our listeners submit show ideas for us, and after looking through dozens of show idea suggestions, I noticed one overarching theme emerge: communication. Good communication can help every relationship you are in from your family members to your clients. Good communication is never "accomplished" like clicking a check box, it is maintained and never ends. One of the things I'm going to dive into today is a book that changed not only my communication style but also how I systematize my life for the better, The 7 Habits of Highly Effective People by Stephen Covey. As a reference, here are those 7 habits: Be proactive Begin with the end in mind Put first things first Think Win/Win Seek first to understand, then to be understood Synergize Sharpen the saw After listening to today's episode, I challenge you to get excited when you meet someone who doesn't agree with you because you will leave the conversation better for it. Your roadside friend, as you travel from client to client. -Trace Timestamps: Scaling up our knowledge, so we don't scale up our systems [1:25] Upcoming events [2:05] Better communication by "Minding The Gap" [3:55] Why I don't talk politics [5:09] The 7 Habits of Highly Effective People [6:55] The art of conversation [11:40] James' Challenge: "Explain to a non-technical person how a compression chiller works." [18:20] The story of the fisherman and the businessman [21:45] Quotes: "Having a solid foundation grounded in your values, ambitions, and personal creed allows you to not be threatened by other people's ways of thinking." - Trace Blackmore "When you get in a situation where someone does not agree with you, you should instantly say "Yippee, this is my opportunity to learn something from a different point of view than somebody else." - Trace Blackmore "I try not to talk about politics. Politics is frequently used as a shield, not a bridge." - Trace Blackmore "We need to build a bridge to fill in the communication gap." - Trace Blackmore "I think too many people are scared of having their minds changed." - Trace Blackmore "If you know something and keep it to yourself, what good is it?" - Trace Blackmore "The best way to learn something is to learn it with the mindset that you are going to immediately teach someone else." - Trace Blackmore Links Mentioned: The Rising Tide Mastermind Submit a Show Idea AWT (Association of Water Technologies) Books Mentioned: The 7 Habits of Highly Effective People by Stephen Covey

My guest today is Dr. Michael Reinert, an Enterprise Architecture expert and the owner of Reinert Consulting which is the company I use for my Information Technology needs. Now you may be asking yourself, "What is Enterprise Architecture and why would my company even need to hire someone to manage my information?" We are going to answer those questions and so many more on today's episode. As a Navy veteran who operated nuclear power plants, a Ph.D. in information sciences and technology, and an entrepreneur, Dr. Michael Reinert has a refreshingly unique perspective on information and technology. He uses the language of business rather than technical jargon to communicate with his clients and brings alignment of business needs with information and technology needs. An entrepreneur, enterprise architect, speaker, and teacher, Michael helps companies remove doubt about decision making and protecting their important information assets. Confession: I'm a great water treater, but until I met Michael, I didn't know HOW or WHY I needed to protect my company's digital information. Bottom line: Today's episode is going to help you understand the immense value of your company's information, and Dr. Michael Reinert will give you a strategy to protect it. Your roadside friend, as you travel from client to client. -Trace Timestamps: Our 200th episode is coming up please let us know what the show has meant to you and your show ideas [2:50] James' Challenge [4:00] "Use your sense of touch to determine which softener vessel is online, if the chemical is pulsing through feed tubing, etc., and report back." Introducing Dr. Michael Reinert [7:00] it vs IT [15:49] Enterprise Architecture [19:08] How should a water treatment company manage its Information Technology? [26:05] Cybersecurity and the Dark Web, what you need to know about risk mitigation [33:58] What bottom-line things do the listeners need to know about Information Technology and Cybersecurity? [49:28] Lightning Round Questions [53:30] Quotes: "I.T., make those two letters small, and it's just the basic word "it", but if you capitalize those letters you are talking about a global phenomenon that has changed the whole world." - Dr. Michael Reinert "IT also represents one of the most powerful forces on the planet. computer hardware and software used to manage and communicate information." - Dr. Michael Reinert "IT, it's about information and it's about technology, we need to take both parts seriously and not just talk about technology." - Dr. Michael Reinert "Enterprise Architecture. It's a business strategy with information strategy and technology strategy." - Dr. Michael Reinert As an Enterprise Architect, I capture information in drawings to make maps and mental models of the work my clients are doing." - Dr. Michael Reinert "Rethink what your company's information is, and the value it has." - Dr. Michael Reinert "Think of your information as an asset at your company." - Dr. Michael Reinert "We need to view our company's information as an asset." - Dr. Michael Reinert "Cybercriminals are attacking your technology to get to your information, ultimately that's where your value lies." - Dr. Michael Reinert "Cybersecurity is risk management. You need to manage it just like any other business risk." - Dr. Michael Reinert "In the old days we made firewalls, then better firewalls, and antivirus software, but over time we keep coming back to the same answer to solve our security issues- we need to teach people ." - Dr. Michael Reinert "Build a company culture around security awareness." - Dr. Michael Reinert "The Dark Web is a dark street or the wild west of the internet, it's a lawless part of the internet where lots of criminal activity happens." - Dr. Michael Reinert "If you use the same password or a slight variation, cybercriminals can easily access your information." - Dr. Michael Reinert "Once these cybersecurity hacks occur, it's easy for cybercriminals to access people's information and impersonate them online." - Dr. Michael Reinert Links Mentioned: Get a FREE Cybersecurity assessment from Michael Reinert's company 194 The One Where We Learn About Productivity Tools (with Danny Bauer) 165 The One All About Cyber Security (with Keyaan Williams) 193 Pinks and Blues Questions From The Nation! ABC (Always Be Closing) Anagrammer.com The Rising Tide Mastermind Submit a Show Idea AWT (Association of Water Technologies) Connect with Michael Reinert: Website: reinertconsulting.com Email: [email protected] Phone: (814) 441 6100 LinkedIn: in/MichaelReinert Books Mentioned: The Speed of Trust by Stephen M.R. Covey and Rebecca Merrill The 7 Habits of Highly Effective People by Stephen R. Covey Podcast Guest Profits by Thomas M. Schwab Start With Why by Simon Sinek

If you want to get better, you need to surround yourself with people who don't shy away at telling what you NEED to hear, not what you WANT to hear. My guest today is such a person. And between you and me, having him on the show is a bit selfish, because I want to hear how he maximizes every day to ensure his personal objectives are accomplished. Today's guest is Daniel "Danny" Bauer. Danny and I met through our Mastermind several years ago and over the years I've been in awe of his productivity. When he sets out a goal for himself he always reaches the finish line. Danny Bauer is the Chief Ruckus Maker at Better Leaders Better Schools (BLBS). He launched the BLBS Podcast in September 2015. With over one million downloads, the BLBS show is the most influential podcast available for educational leaders. He is the author of The Better Leaders Better Schools Roadmap, which was released as an Amazon #1 New Release, and he is working on a new book tentatively titled: The Mastermind: Unlocking the Potential Within Every School Leader. He is a catalyst for change and he uses his passion for productivity to teach coaches, businesses, teams, and professionals the skills they need to ensure their objectives become reality. Bottom line: If you want to improve your productivity, Danny has the tools you need to make it happen. In the words of today's guest, keep making a ruckus, -Trace Danny Bauer will walk us through this Focus Funnel Can I eliminate a task?/Do I have to do it? Can a robot do this better?/Can it be automated? Can another human do this better than me?/Can I delegate this? What if I procrastinate on purpose? If you cannot procrastinate, you have to concentrate. Timestamps: James' Challenge: "Convert 300 mg/L Nitrite (as NO2) to Nitrite (NaNO2)." [3:50] Introducing my friend and the Chief Ruckus Maker, Danny Bauer [6:26] The value of being in a Mastermind group together [14:15] Better Leader Better Schools [18:52] Core Values, Sticky Values, your Own Personal Philosophy, and investing in yourself [19:38] Productivity tools, Focus Funnel, and always getting better [25:35] Objectives, Key Results, and Time Blocking [33:23] The one thing you want Scaling Up Nation to know [40:33] Lightning Round Questions [42:48] Quotes: "When you force yourself to learn something new, you force yourself to grow." - Trace Blackmore "I realized that I was my own bottleneck and I created my own ceilings." - Daniel Bauer "Authenticity, belonging, and a challenging environment, that leads to life in leadership transformation." - Daniel Bauer "If you are considering joining a Mastermind group. If you have been testing the waters, dive in, what's the worst thing that could happen?" - Daniel Bauer "Leadership is easy when things are going well, but that's not most days. You need to find a north star to pull you through those hard times." - Daniel Bauer "Integrity, authenticity, honesty... we all expect that from a business, and it's not remarkable." - Daniel Bauer "Be an intentional catalyst." - Daniel Bauer "Each day I try to end it knowing it was better than the last." - Trace Blackmore "Get clarity on what matters and what doesn't." - Daniel Bauer "I ask myself: Is this related to one of my objectives or not? If it isn't one of my big objectives, it drops way down the list... if it even makes the list." - Daniel Bauer "I score myself each day only on the tasks related to my biggest objectives, and if I completed them or not." - Daniel Bauer "I focus on the big picture, even if I measure in the micro." - Daniel Bauer "Time blocking. Gift yourself that deep work time throughout the week. You will get so much more done." - Daniel Bauer "You are not going to save the world. You're not going to run the best business if you're always in your inbox responding to whatever activity is in there." - Daniel Bauer "My challenge to you after listening to this podcast: If you have your notifications on, turn off notifications now. Put the phone on silent. Turn off notifications on your computer. All these things are designed to take your focus away from whatever important stuff you are doing." - Daniel Bauer "Scrolling through email inbox and social media is just a distraction from the harder and emotional labor that is going to provide greater value for your business and clients later." - Daniel Bauer "Examine the issue. Don't just look at the surface." - Daniel Bauer "The next time you are trying to solve an issue, spend time trying to get at what that issue is and what that is behind that issue?" - Daniel Bauer "When you can talk with other people about issues you are having in business and personal. You can get to the next level faster, that's what a Mastermind is." - Trace Blackmore Links Mentioned: 5 Easy Questions That Will Help You Be More Productive Roomba Stanford study about multitasking Anagrammer.com Calendly Scheduling Tool Convert Kit The Rising Tide Mastermind Submit a Show Idea Connect with Daniel "Danny" Bauer: Website: bette

Today I'm talking about sales. I know, I know, sales can sometimes feel like an icky word, but an excellent salesperson is a professional who is always trying to solve their clients' problems, instead of trying to sell them a product. And before we can help our clients find solutions, we need to be able to clearly share Why we do it, How we do it, and What we do. In this podcast I'm going to walk us through the lessons I learned after reading Simon Sinek's fantastic book, "Start With Why." This book changed how I sell because it helped me understand why water treatment is so important, to begin with. And the book made me realize that if I couldn't put my deep feelings of love and admiration for water into words, I'll never be able to clearly express to a client why water treatment is essential. In the book, Simon Sinek' writes about "The Golden Circle", which I'm going to break down for you in detail in the podcast but I wanted you to have this visual as a reference. Bottom line: This podcast is going to give you the tools you need to share with your clients why we love working in the best profession in the world. Your roadside friend, as you travel from client to client. -Trace Applying Simon Sinek's The Golden Circle to water treatment: Why: We exist to promote the stewardship of the world's most valuable substance, water. How: We optimize how water works in your system by promoting its longevity and efficiency. We reduce our customers operating costs and water usage. What: We are a water treatment company. Behavior: Let us do your water treatment. Timestamps: I love sales [6:30] Simon Sinek's Golden Circle [8:15] How our brains process information [12:45] Measuring your sales with key metrics [16:42] The importance of a good CRM [22:15] James' Challenge: "Research Ryznar Saturation Index (RSI)" [24:15] One of my favorite things to teach: LSI, RSI, PSI [25:55] Quotes: "I love being a salesperson." - Trace Blackmore "Salespeople today are more professional because our customers are more professional, which means we always need to be at the top of our game." - Trace Blackmore "Solve your clients' issues instead of selling them a product." - Trace Blackmore "You don't just need company core values, you need to have your own personal core values." - Trace Blackmore "We know that our industry is more than just a commodity." - Trace Blackmore "Lagging metrics is easy to record because it has already happened. Leading metrics are indicators of future performance." - Trace Blackmore "LSI, RSI, PSI were the first things I dove into when I started teaching math. I like to think about why the equation is set up the way it is and work backward." - Trace Blackmore Links Mentioned: Simon Sinek's The Golden Circle Presentation 182 The One Where We Share How We Create The Podcast Submit a Show Idea The Rising Tide Mastermind AWT (Association of Water Technologies) 139 The One With CRM Expert, Resa Gooding Books Mentioned: Start With Why by Simon Sinek

It's a joy to have Paule Genest (Jen-nes) on the show this week to talk about marketing. She is the founder and President of PGPR, specializing in coaching and growing your company's communications, marketing, and public relations department, elevating your team to the next level. Paule Genest is Co-Chair of WOW (Women of Water at the AWT- Association of Water Technologies). Over the past 35 years, Paule has worked in public, private, cooperative, and philanthropic. Her clients, and I, particularly appreciate her creative spirit, her human approach to business, her kindness, and her great ability to connect people and rally them around a common vision to promote the influence of targeted projects. Furthermore, she is an adjunct professor at Université de Montréal and Université de Sherbrooke, she teaches Social Responsibility and Public Relations. She holds a bachelor's degree in administration and marketing and holds the PRP (Professional in Public Relations) and ARP (Accredited Public Relations Professional) designations. Bottom line: Paule Genest is by far the best marketing person in the water treatment industry. Today, please listen to the things she shares with you, and if you do only one or two of them, your business' marketing is going to be miles above everyone else's. I urge you to start working on your marketing plan today. Your roadside friend, as you travel from client to client. -Trace Timestamps: Introducing Paule Genest, Accredited Public Relations Professional, Coach, Professor, and Co-Chair of WOW (Women of Water at the AWT- Association of Water Technologies) [6:50] An introduction to marketing [12:49] What KPIs should we look at in a marketing campaign? [25:08] How to lead a great marketing meeting [27:00] What are some of Paule's favorite marketing campaigns? [32:21] How to start marketing [36:05] How to budget for a marketing campaign [39:50] Lightning Round Questions [45:34] James' Challenge: "Calculate Holding Time Index (HTI) of a cooling tower." [51:55] Quotes: "Anything that has helped me on my career path, I put on this show." -Trace Blackmore "Paule Genest is by far the best marketing person in the water treatment industry." -Trace Blackmore "Life without water is not a life, water is essential." - Paule Genest "All of us will be a "marketer" at some point in our lives." - Paule Genest "Research is at the heart of everything in marketing." - Paule Genest "If you don't know your client's needs, you cannot meet their needs. Take the time to listen." - Paule Genest "When we implement a strategy, it's all about sharing the good news and learning from our mistakes." - Paule Genest "My favorite marketing campaigns move me; they make me cry or laugh." - Paule Genest "A brand is a promise." - Paule Genest "A step that is frequently overlooked, is the maturing of your launch. I stress soft launches with a small target audience to see if you hit your target. It gives you a chance to reassess, reinforce, or change your content." - Paule Genest "Be present and visible in the market." - Paule Genest "Return on investment and influence is key." - Paule Genest "We need to find a breakthrough idea and build around it. Stand out and be proud of what it is that you are and what you do." - Paule Genest Connect with Paule Genest: Website: en.pgpr.ca LinkedIn: in/paulegenest Links Mentioned: Foundation Maman Dion Submit a Show Idea Rising Tide MasterMind Celeste Headlee - 10 ways to have a better conversation from TED Talks Books Mentioned: Playing To Win by A.G. Lafley and Roger L. Martin Live Big: The Entrepreneur's Guide to Passion, Practicality, and Purpose by Ajit Nawalkha Stand Out: How to Find Your Breakthrough Idea and Build a Following Around It by Dorie Clark The Elin Hilderbrand Collection: Volume 2: Nantucket Nights and The Blue Bistro by Elin Hilderbrand

Welcome to the Scaling UP! H2O podcast, where we scale up our knowledge, so we don't scale up our systems. Today's guest is TGWT (Tannin Guys Water Treatment) President & Chief Executive Officer located in beautiful Longueuil, Quebec, Canada, Louis-Philippe Cloutier. Louis has fifteen years of experience working as President, CEO, and Chairman of the Board at TGWT, and since TGWT started in 2005 he has been a knowledgeable and passionate advocate for using tannin in water treatment. Louis has been honored with several awards and accommodations including Best Startup Award for TGWT, Sustainable Supplier Of The Year Award, and Eurêka Award Winner: Public and para-public categories. Bottom line: Louis-Philippe Cloutier knows how to run a successful water treatment business and one of those keys to his success is using tannin. Your roadside friend, as you travel from client to client. -Trace Timestamps: Louis-Philippe Cloutier shares the history of tannin [6:40] Tannin and food safety: FDA Approved, Organic Certified, and Kosher Certified [17:02] Tannin chemistry [18:30] Feeding the tannin [21:30] Advantages switching to tannins, and operating parameters [24:08] Why have you used tannin since 2005? [35:59] What's the strangest thing to happen to you since you started doing water treatment? [44:10] Lightning Round questions [45:45] James' Challenge: "Question every chemical product you use at each location to ensure they are the best choice for the application." [53:10] Quotes: "Our purified tannin triples cycles in steam boilers. It reduces energy consumption and greenhouse gases." - Louis-Philippe Cloutier "Tannin is a natural extract. There are 3,000 species of tannin. The species we use comes from the bark of trees. It has to be purified to become a purified tannin." - Louis-Philippe Cloutier "Pressure. Temperature. Purification." - Louis-Philippe Cloutier "Tannin replaces your sulfite and your polymer/disbursement." - Louis-Philippe Cloutier "Tannin will interlink with the magnetites and form a thinner and more robust film on metal than the usual products." - Louis-Philippe Cloutier "Tannin is Green Chemistry. It is FDA Approved, Organic Certified, and Kosher Certified" - Louis-Philippe Cloutier "It's the best career out there. I don't know why anyone would want to do anything else, other than water treatment." - Trace Blackmore Connect with Louis-Philippe Cloutier: Website: www.tgwt.com Links Mentioned: Submit a Show Idea Rising Tide MasterMind Books Mentioned: Scaling Up by Vern Arnish Playing To Win by A.G. Lafley and Roger L. Martin

The first time I heard a podcast, I was hooked. I fell in love with a free platform where you could learn as you drove to client's businesses, while mowing the lawn, or simply taking a walk around the block. One of my core beliefs is that you should constantly be learning and helping others learn, so in April of 2017, after a great deal of support and coaching, I decided to start a podcast 'by water treaters for water treaters.' I opened Episode 1 with the following line: "The goal of this podcast is to bring you topics that will expand your general water treatment knowledge, inform you about the industry, and simply have fun around the industry we have chosen to be in." After four years of hosting this podcast, I've learned so much, created a great team, and met people I never dreamed I'd get the chance to meet, let alone interview. I am humbled and grateful you choose to listen to this podcast each week. This can be a lonely industry. This can be a hard industry. We want you to get it right. We at Scaling UP H2O are here to equip you with the knowledge you need to succeed and build a community of water treatment professionals. Thank you, Scaling UP Nation! We wouldn't have the show without YOU! I'm humbled and honored to be your roadside friend as you travel from client to client. -Trace Timestamps: How the podcast started and the people who help make it happen [0:20] What are your top four Successes, Challenges, Opportunities, and Lessons Learned from the podcast? [15:05] If you knew then, what you know now, would you have started the podcast? [33:49] If my Dad were still alive today, would he listen to the Scaling UP H2O Podcast? [35:05] Why do you release the podcast on Fridays? [36:50] Would you ever consider doing a daily podcast? [38:29] James' Challenge: "Learn how a chemical dosing pump works." [41:09] Why do you think the podcast is so successful? [43:10] Quotes: "The goal of this podcast is to bring you topics that will expand your general water treatment knowledge, inform you about the industry, and simply have fun around the industry we have chosen to be in." -Trace Blackmore, Episode 1 of Scaling UP H2O "The biggest challenge is: You don't know what you don't know." -Trace Blackmore "When you decide you want to start a podcast and keep your day job, it's a challenge, but over the last four years we have never missed an air date." - Trace Blackmore "My mission statement: have the podcast be the catalyst to raise the bar in the water treatment industry." - Trace Blackmore "Don't be afraid to start something new." -Trace Blackmore "Don't be afraid to ask for help." -Trace Blackmore "I now have a team helping me get further faster." -Trace Blackmore "The number one reason why this podcast is so successful: You, You, You, You!" -Trace Blackmore "I'm so humbled that we have so many listeners week after week." -Trace Blackmore "This can be a lonely industry. This can be a hard industry. We want you to get it right. We're here to equip you with the knowledge you need to succeed and to build a community of water treatment professionals." - Trace Blackmore Links Mentioned: 001 A New Podcast for Water Treaters 004 It's Not Easy Being Green! 008 The One with Conor Parrish 186 The One Where Conor Parrish Interviews Me, Part 1 187 The One Where Conor Parrish Interviews Me, Part 2 176 The One About Tagged Polymer Technologies (with Mike Standish) AWT (Association of Water Technologies) 182 The One Where We Share How We Create The Podcast (with Sean Dooley and Lauren Vonfeldt) Ray Baum Memorial Water Technologist of the Year Award Rising Tide Mastermind

Today's guest is Bob Niemiec (KNEE-mick), Managing Partner at Twisthink, a digital innovation partner working to help companies bring their new products or services to life. Through hands-on partnerships fueled by strategic insight, human-centered design, and advanced technology, the Twisthink team has consistently unlocked game-changing opportunities for clients. Bob Niemic and Tinktwist are entirely devoted to creating the ideal user experience, which allows their customers to become leaders in their industries and accelerate growth. We're going to take a deep dive into how to bring innovation into our companies, what it takes to build a great team, how AI can help us achieve our goals, and why Lean Management and Human-Centered Design are crucial to any company. Thank you, Bob, for coming on the show, sharing your insight and expertise, so we are equipped to rise above the mediocre grind and elevate ourselves to see a company's bright future driven by human-centered design. Your roadside friend, as you travel from client to client, -Trace Timestamps: Introducing Bob Neimic's game-changing approach to think differently [03:00] Great teams: Bringing together multiple skillsets and generations in the workplace [07:45] Operational excellence and innovational excellence [12:57] Lean Management and Human-Ceneted Design [20:51] What are the payoffs of innovation excellence? [24:05] What inspires your clients? [34:01] What's the biggest mistake you see your clients make? [37:30] What's the big takeaway you want people to know? [40:32] Lightning Round Questions [43:25] James' Challenge: "Check makeup water for ammonia." [49:05] Quotes: "Innovate. Accelerate. Grow" - Bob Neimic "There is nothing harder and more worthwhile than developing a great team." - Bob Neimic "You cannot grow without change." - Trace Blackmore "Operational excellence secures the present. Innovational excellence secures the future." -Roger Milliken "The skill of design or industrial design is a way to raise the bar for innovational excellence." - Bob Neimic "Human-Centered Design: Discovery, Analyze, Create, Develop." -Bob Neimic "Now more than ever, we need to take advantage of the digital age." - Bob Neimic "More empathy is critically important right now." - Bob Neimic "We cannot claim to be innovational excellent without diversity." - Bob Neimic Connect with Bob Neimic: LinkedIn: in/robertniemiec Links Mentioned: The Malcolm Baldrige National Quality Award (MBNQA) Charity Water - A nonprofit that deploys pumps to regions of the world where there is no access to clean drinking water, on a mission to end the water crisis A Practical Guide to Understanding AI Rising Tide MasterMind Submit a Show Idea 024 LSI, RSI, and PSI Books Mentioned: Start With Why So You Want To Talk About Race

Are you considering making a career change to become a water treatment professional? Are you feeling burnt out and overwhelmed in your first year working as a water treater? Or are you navigating how to retire from a life spent working in the water treatment industry? If so, today's podcast is for you. Our guest is fellow Mastermind member and Continuous Improvement enthusiast Shawn McGrade. Shawn started as a building engineer and decided six years ago to become a successful water treater. Today we will discuss his water treatment journey, how he became the top sales rep at his former water treatment company, the importance of mentors, continually developing yourself, and some things he wished he would have known the first year starting in this remarkable industry. Being a water treater is an incredible privilege. Our clients allow us to see behind the curtain, revealing to us fortunate few how things are made. They trust us to make the right call so they can keep doing what they need to do. Water treaters are crucial to a wide variety of facilities, and thankfully there are people like Shawn McGrade and our Scaling UP! H2O listeners who daily demonstrate to their clients the importance and benefits a great water treater can be to their company. Nation! Thank you for being astounding at what you do! Your roadside friend, as you travel from client to client, -Trace Timestamps: James' Challenge: "Research Langelier Saturation Index (LSI)." [05:01] Changing professions, Shawn's journey to becoming a successful professional water treater [07:02] An average day as a water treater [23:00] What should we be doing when selling new accounts? [31:05] Joining the Rising Tide Mastermind for continuous development [35:04] What are the best ways one can be successful in the water treatment industry? [45:40] What advice do you have for those looking at a career change? [47:02] The importance of mentors [49:30] Resources to help you become a better water treater [57:20] Lightning Round Questions [62:01] Quotes: "I looked at water treatment as an opportunity to make something of myself and take things to the next level." - Shawn McGrade "Being patient, cordial, sharing things in laymen's terms are crucial when communicating with customers." - Shawn McGrade "The day-to-day is never the same, and as water treaters, we need to wear a lot of hats to be successful and bring value to your customers." - Shawn McGrade "If you sit back and let your client show you what they do, let them walk you around the plant, it's a huge way to build trust and build that relationship." - Shawn McGrade "We get the front row seat to see how it's made. To get those private tours, to see how it's made, it is priceless." - Shawn McGrade "If we learn something from each experience, then that means we are going to get better the next time that opportunity comes around." -Trace Blackmore "If we keep doing what we've always done, pre-COVID, we will never be successful in the future. We need to change our sales techniques to the new climate." -Trace Blackmore "You have to be dedicated and committed in order to be successful." - Shawn McGrade "Normally we are busy working 'in' the business, and Mastermind allows us to work 'on the business and 'on' ourselves. " - Trace Blackmore "The advice I'd give to any water treater is to: Be patient. Don't get overwhelmed. Invest in yourself. And to educate yourself to feel confident in those technical topics." - Shawn McGrade "Let's encourage more women to be in the water treatment industry." - Shawn McGrade "When you are with a customer and don't know the answer, don't lie. Integrity is everything in this business. Look it up and get back to them." - Shawn McGrade Connect with Shawn McGrade: LinkedIn: in/shawn-mcgrade-08187114a Links Mentioned: AWT (Association of Water Technologies) Rising Tide Mastermind Submit a Show Idea For Our Podcast Association of Women in Water, Energy & Environment Wim Hof Cold Therapy Books Mentioned: The 7 Habits of Highly Effective People The 12 Week Year ANSI/ASHRAE Standard 118 Traction The Miracle Morning The Advantage The Success Principles Can't Hurt Me Podcasts Mentioned: Lewis Howes Dr. Rhonda Patrick Joe Rogan

Nation! For those of you who are new to the podcast, I started it as a passion project, and it has grown to become a trusted resource for water treaters around the world. I believe that you should share what you know so that you can enhance others; that is why I make the podcast every week. I'm honored that you've chosen to listen every week as you drive from client to client. Today's episode is Part Two of a two-part series where I am the one in "the hot seat" interviewed by fellow Mastermind member Conor Parrish. It is an honor to have such a highly-regarded water treatment professional interview me. Conor received his CWT (Certified Water Technologist) certification through AWT (Association of Water Technologies) three years ago and has been in the industry for six years. You submitted the questions Conor asks me today, our listeners, so if ever you've had a question you'd like answered on the show, please click the Show Ideas tab at the top of the page and let us know how we can help you 'scale up your knowledge, so we don't scale up our systems.' Your roadside friend, as you travel from client to client, -Trace Timestamps: James' Challenge: "Measure the pH of DPD free chlorine test after reagent addition." [1:45] What is your daily routine? [5:02] What are the most significant changes you've observed over time in the water treatment industry since you began in the 1990s? [8:30] What will the future look like for water treatment professionals? [15:30] What is the most embarrassing thing you've done as a water treatment professional? [20:25] If you could have a beer with any historical figure, who would you choose? [27:20] What are some of your favorite non-business books? [29:30] What are some of your favorite SCUBA stories? [33:40] What are some of your favorite podcasts? [43:30] Quotes: "I decide what I want to say "Yes" to on my calendar by saying "No" to the things that are not important." - Trace Blackmore "Our water equipment is getting smarter, and today we're able to make program decisions based on that data." - Trace Blackmore "There is so much we can do today that we were not able to do in the 1990s, thanks to water treatment technology." - Trace Blackmore "There is only so much water. And because of that, we need to utilize it properly." - Trace Blackmore "Without a doubt, the 2030 water treaters' job will be to make sure they are as efficient as possible in their water usage. I think that is going to be their primary job." - Trace Blackmore "Our careers and industry are here to stay, and change isn't something we need to be afraid of as a water treatment professionals." - Trace Blackmore "Water conservation and energy conservation will become crucial in the future." - Trace Blackmore "I believe that you should share what you know so that you can enhance others; that's what podcasts do." - Trace Blackmore Connect with Conor Parish: LinkedIn: in/conor-parrish-cwt-15208251 Links Mentioned: 116 Pinks and Blues: System Volume 183 The One Where We Talk About Artificial Intelligence Rising Tide Mastermind Submit a Show Idea Podcasts Mentioned: The Tim Ferris Show Passive Income - Pat Flynn The Way I Heard It - Mike Row Manager Tools Podcast Books Mentioned: The 7 Habits of Highly Effective People by Stephen R. Covey The Speed of Trust by Stephen R. Covey The Hunt For Red October by Tom Clancy A Game Of Thrones Books by George R.R. Martin

Hey Scaling Up Nation! Fellow Mastermind member Conor Parrish is interviewing me in part one of a two-part series starting today. Conor Parrish is Director of Business Development at FCT Water Treatment. He attended Drake University, graduated with a degree in Environmental Science, and then moved to Colorado to take an opportunity with FCT Water. He has his CWT and has been in the industry for 6 years; it is a privilege to have him on the show. For those who have been longtime listeners, you'll know that I was hoping that my staff would listen to it when I started the podcast. I never imagined that what began as a passion project would turn into something that thousands of water treaters listen to each week. I am humbled and honored to be the host of this podcast. It has allowed me to teach and give back to the professional water treatment industry I care about so much. I hope you enjoy today's episode! Your roadside friend, as you travel from client to client, - Trace Timestamps: James' Challenge: "Determine the volume of a cooling or closed loops system by calculation and tracer addition." [5:25] Conor Parrish interviews Trace Blackmore [7:30] Why do you do the podcast each week? What is your motivation? [8:50] What was the most challenging podcast you've ever created? [11:14] How has the podcast evolved since 2017? [14:48] As the show evolved, what are some of the changes you've seen when asking guests to be on the show or what topics guests want to discuss? [19:00] What have listeners told you about the impact of this podcast? Anything new on the podcast that we can look forward to it? [21:20] How do you balance all of your commitments? [28:25] What advice would you give to a water treater feeling burnout in their job? [45:50] Trace's Challenge: When was the last time you worked on your leadership style? [52:55] Quotes: "I love this podcast because it allows me to teach others about water treatment." - Trace Blackmore "The podcast and Mastermind allow me to help raise that bar in the water treatment industry." -Trace Blackmore "The reason the Scaling UP! H2O podcast is a success is because I have such great guests!" - Trace Blackmore "One of the bad things about this podcast is that there is a lot of technology needed, and I am a technology junkie, so I'm always wanting to buy that next new gadget to make the show better." - Trace Blackmore "I'm humbled and pleased that people enjoy the podcast." - Trace Blackmore "Whenever someone asks me to do something, I always ask myself: If I say "Yes" to this, what am I inherently saying "No" to?" - Trace Blackmore "Have you ever been too busy driving to stop for gas?" - Stephen Covey "When you put a value on your time, you realize what the cost is when you're doing something else." - Trace Blackmore Connect with Conor Parrish: Website: fcwater.com Links Mentioned: 166 The One Where We Celebrate Halloween Ray Baum Memorial Water Technologist of the Year Award Recipient 178 Pinks and Blues Questions From The Nation! Rocketbook Rising Tide Mastermind Books Mentioned: Atomic Habits by James Clear The 7 Habits of Highly Effective People by Stephen R. Covey

Nation! We've received many write-ins from our audience asking how to invest and start saving for retirement. We listened, and I brought in one of the smartest guys I know about those subjects, Wealth Advisor Scotty Neal. Scotty is a friend I met through our Mastermind group, and he has over 25 years of Wealth Advisory experience. Scotty is part of a Wealth Advisory Team that primarily works with a small group of successful business owners, professionals, and executives who are five years out (or less) from an exit. He is an expert at listening to his clients' needs and catering a financially sound investment plan crafted to his clients' specific wealth goals. Scotty is going to share financial advice with Scaling Up! H2O listeners which he would give to people who are just starting their investment journey, to individuals well into their retirement years. We're going to discuss everything from credit card debt to creating your first budget to which program is right for you:401(k), IRA, ROTH IRA, Mutual Funds to BBQ, yes, that's right, BBQ. I hope that if you listen to today's podcast, you will be empowered to take steps towards securing your financial future. We love hearing from you, our listeners! If you have an idea for a future show, or have a question you'd like me to answer in a Pinks and Blues Questions from the Nation episode, please send us a message HERE. Thanks and enjoy today's podcast! Timestamps: Trace's challenge: Everyone has expectations of you. Are those expectations clear? The next time you are talking with someone, make sure both sides clarify the expectations so you can equally move forward with confidence [00:10] James' Challenge: Explain cycles of concentration to a non-technical person. [06:15] Introducing Scotty Neal [10:20] Let's talk about money [16:10] How do I know if I am saving enough? [27:50] What is the best way to invest in your future: 401(k), IRA, Roth IRA, Mutual Funds, SEP? [29:45] How do stimulus checks work? [33:45] Where should I start investing and how do you know what's best for me? [39:00] What is the advice you give to people with different levels of investment experience? [42:12] What is the biggest mistake people make over and over again when it comes to investing? [53:20] Lessons learned from Trace's first financial advisor, his grandfather [59:30] Quotes: "Save money for your future. You need to pay yourself just like you are paying your other bills." - Trace Blackmore "Time. Time. Time spent in the market is the number one thing that affects investment returns." - Scotty Neal "From age 0-18 you are a "consumer" and only take financially from your parents. From age 18-65 you are a "consumer" but you're also a "producer" because you are working; that's your time to make money and save money. From age 65 till the end, you're back to being a "consumer" because you are not working." - Scotty Neal "You've got money coming in and out. The difference is savings and investable dollars." - Scotty Neal "You have to deny yourself in order to invest." - Scotty Neal "Have money make money for you." - Scotty Neal "Ask yourself: Is this a want, or a need?" - Scotty Neal "You make what you make. You need to spend less in order to invest." - Scotty Neal "When it comes to 401Ks, I tell my employees, "Invest at least the minimum that will allow you to take the maximum of what I can give you." - Trace Blackmore "A 401K, is part of your pay. You have to take it. It's free money!" - Scotty Neal "There has never a better time to start investing than right now." - Scotty Neal "Get a Will." - Scotty Neal "Stick. Stay. And Make It Pay."- Scotty Neal "Save. Save. Save. Early and Often." - Scotty Neal Links Mentioned: The Rising Tide Mastermind 173 The One With the Exit Plan 179 The One That Teaches Us to Communicate Better With Others Kathleen Edelman Part 2 184 The One Where I Interview My Mastermind Mentor 178 Pinks and Blues Questions From The Nation! Books Mentioned: The Millionaire Next Door by Thomas J. Stanley The Whistler by John Grisham The Rooster Bar by John Grisham I Said This, You Heard That Workbook by Kathleen Edelman I Said This, You Heard That 2nd Edition by Kathleen Edelman

Nation! I am so excited to introduce you to the man who leads my weekly Mastermind group, Aaron Walker. Aaron Walker has founded more than a dozen companies over the past 42 years. He attributes much of his success to having surrounded himself with his Mastermind counterparts. Aaron spent a decade meeting weekly with Dave Ramsey, Dan Miller, Ken Abraham, and other outstanding entrepreneurs. Aaron is the founder of Iron Sharpens Iron Mastermind that now hosts 20 groups with National and International members. Aaron lives in Nashville, Tennessee, and he has so many wonderful stories and advice to share today! As you know, I lead several Mastermind groups myself. A large reason I can pour into other leaders in the water treatment industry is because of the individuals I meet with weekly in the Mastermind group. Aaron says to think about a Mastermind as "Your own personal board of directors" who help you personally and professionally. Life is way too difficult to do it alone. We are built as human beings to work with other people. I've found that joining a Mastermind can help you grow through vulnerability, coaching, honesty, and camaraderie. If you are a water treater interested in joining a Mastermind, please visit scalinguph2o.com/mastermind to learn how together we can raise up the water treatment industry. Timestamps: Upcoming Events [1:30] James' Challenge: "Review all your accounts to ensure you've lived up to all your obligations. If not, develop a plan." [6:20] Introducing Aaron Walker AKA "Big A" [11:40] A kid working at a pawn shop in Nashville [13:12] Life after "retiring" at 27 years old [18:16] The journey from Aaron's first Mastermind group with Dave Ramsey to leading his own group [22:00] So what is a Mastermind? [32:34] How do you define success? [39:02] Lightning Round Questions [43:35] Trace's Leadership Challenge [47:00] Quotes: "We've all got superpowers and we've all got blind spots." - Aaron Walker "Dang! You don't know what you don't know." - Aaron Walker I've read thousands of books as a result of being in a Mastermind." - Aaron Walker "A Mastermind is your own personal board of directors." - Aaron Walker "It's about legacy and helping others transform."- Aaron Walker "Today I would measure 'success' in terms of others success, instead of my own." - Aaron Walker "If we're not having fun, we need to change direction." - Aaron Walker "If you don't have a mentor, you are missing out on a golden opportunity." -Trace Blackmore "Life is way too difficult to do it alone. We are built as human beings to work with other people." -Trace Blackmore "A leader is somebody who makes other leaders." - Captain David Marquet of The United States Navy Aaron's Southern Sayings: "That's as useless as tits on a boar hog" and "That's a big gentleman." Connect with Aaron Walker: LinkedIn: in/aaronwalkerviewfromthetop Website: www.viewfromthetop.com Links Mentioned: Rising Tide Mastermind Aaron's Mastermind Website 029 The One with the Submarine Captain (with Captain David Marquet) Books Mentioned: Band of Brothers: The War Memoirs of Major Dick Winters by Cole C. Kingseed & Richard D. Winters The Success Principles by Jack Canfield The 7 Habits of Highly Effective People by Steven Covey Never Split The Difference by Chris Voss Turn The Ship Around! by Captain David Marquet's

Today's guest is Neil Sahota, an IBM Master Inventor, United Nations A.I. Advisor, professor at UC Irvine, and globally-recognized speaker and author. Neil is a founding member of the UN's Artificial Intelligence for Social Good Committee, and he's here to talk about how we can harness the power of AI and use it for social good. Neil is also the author of "Own the A.I.Revolution", providing a future-forward look at A.I., focusing on how businesses can use it to commercialize while doing good in the world. We'll discuss things like the challenges posed by A.I. and how we can overcome them, as well as which skill-sets are going to be most important in the near future. In our interview, I was amazed by how A.I. can help our businesses, lives, and water infrastructure worldwide. Data allows us to make better decisions. We make better decisions when we have better data. When we don't have data, we're not making decisions; we're making guesses. So how good are your guesses? Timestamps: Upcoming events for water treaters (see links below) [1:50] Introducing Neil Sahota, Artificial Intelligence Expert [8:13] How is A.I. being used to improve our water infrastructure around the country? [14:15] What does a water treater need to know about A.I., and how can they start using it? [16:18] How can A.I. improve our capacity and collection of water in agriculture? [19:36] Why Neil wrote the "Own the A.I. Revolution" and how it can help your business [22:33] Positioning A.I. for social good and working with The United Nations A.I. for Good Initiative [24:33] How do you help people to develop a world-class culture? [28:32] What can't A.I. do? [31:15] Lightning round questions [34:00] Outro [38:11] James' Challenge: Test boiler sulfite, both immediately on a sample, and again an hour later on the same open sample. [41:02] Quotes: "Artificial Intelligence is a machine that can mimic human thinking to do low-level type tasks that require some cognition." - Neil Sahota "Maximize the use of the water we have." - Neil Sahota "A.I. unlocks a toolset that we've never had before, now we can do way more than that." - Neil Sahota "We can use A.I. to influence consumer behavior on their water usage habits."- Neil Sahota "Data is the fuel for A.I." - Neil Sahota "We have to bring people together who want to make solutions." - Neil Sahota "Small things add up." - Neil Sahota "I believe in the power of storytelling so people can hear the actions and outcomes." - Neil Sahota If I can inspire people, soon we are saving a million gallons of water a day." - Neil Sahota "Do something and share that story." - Neil Sahota "Saving money and saving the planet. It's a double win!" - Neil Sahota "Changing the culture takes time and a lot of effort, but it is well worth it." - Neil Sahota Data allows us to make better decisions. We make better decisions when we have better data. When we don't have data, we're not making decisions; we're making guesses. So how good are your guesses?"- Trace Blackmore "We need other people to help us get better." - Trace Blackmore "You never know how far the ripples will reach." - Trace Blackmore "Until next week, try something new, try to learn something new, and do something new; and be the reason that somebody cracks a smile." - Trace Blackmore Connect with Neil Sahota: Website: neilsahota.com LinkedIn: in/neilsahota Links Mentioned: The United Nations A.I. for Good Initiative Episode 168 with Jared Gabel Scaling Up Business Webinar Series Rising Tide Mastermind Books Mentioned: Own the A.I. Revolution by Neil Sahota

Scaling UP! Nation, after multiple listeners called or wrote in asking how we create the weekly podcast, we decided to devote today's episode to how we make the most popular water treaters podcast happen for you, our listeners. Today I have guests Lauren Vonfeldt and Sean Dooley on the show with me. Lauren is my Executive Assistant, and she does everything from booking the guests, to creating the website posts, to designing and executing our marketing campaigns. Sean is our audio magician. He is an Audio Engineer and makes our episodes sound fantastic by eliminating unwanted sounds, making transitions seamless, and polishing the episodes with added touches to make them sound great each and every week. Lauren and Sean have brought their expertise, passion, and positivity to every episode we have done over the past four years, and I could not create this weekly podcast without them. Our show is continually improving because of our listeners, and we would love to hear from YOU! If you have not yet, please click the "submit a show idea" at the top of our site and let us know what you would like on future episodes. Timestamps: James' Challenge "Leave the customer's lab space or work area cleaner than you found it." [00:32] Introductions about the team who creates the weekly podcast show [02:00] First things first: guests, data gathering, planning, strategy, and fact-finding [07:15] Recording the podcast [14:25] Audio editing [21:57] Adding the podcast to the website and making a marketing plan [24:00] Highlighting the best parts of the show with Audiograms [27:45] Monthly brainstorming meetings [30:30] How we came up with "The Best Of 2020 Episode" [32:12] Lightning Round Questions [37:45] Quotes: "He created the show to share his knowledge and the knowledge of all the people he knows with the audience." - Sean Dooley "It's not just me. It takes a team, and I couldn't do the podcast without them." - Trace Blackmore "This week, learn something new and take care of each other." - Trace Blackmore "It's all about improving and making each episode the best one yet." - Lauren Vonfeldt "Our goal is to make this show the best thing possible for the water treatment industry." - Lauren Vonfeldt "Make the show the best it can be." - Sean Dooley Links Mentioned: Submit a Show Idea On Our Website Lauren Vonfeldt's website Sean Dooley on LinkedIn Legionella Episode 150 Legionella Episode 152 Legionella Episode 153 The Best Of 2020 Episode 174 Jeff Henderson Episode 115

I am thrilled to introduce you to two water geeks who love water AND talking about water just as much as I do; friends, bloggers, writers, and the hosts of the podcast "Water We Talking About?", Jim Lauria and Adam Tank. Today Jim and Adam will talk about how to become a water advocate by using social media. Jim Lauria is the VP of sales and marketing for Mazzei Injector Company. He got his chemical engineering degree from Manhattan College, has been working in water for 20 years. Adam Tank has been working in the water industry for 10 years. He started as a microbiologist and quality engineer in the CPG world and he is now Director of Software Solutions for a water startup called Transcend Water focused on automating the preliminary design of water treatment assets, in this case, water and wastewater treatment facilities. If you take nothing else away from today's podcast, please consider that water is something that everyone on the planet needs, and that you, the real people making things happen behind the scenes, owe it to your community to share what you do and why water is essential, and there isn't an easier way to do that then through using social media. Timestamps: James' Challenge: "Draw a process flow diagram for your customers; complete with feed points, water meters, blowdown, pre-treatment, boilers, cooling towers, chillers, etc. [03:15] Jim Lauria and Adam Tank, who are you and how did you meet? [07:30] What are you doing to advocate for water and the water industry and how are you creating content? [14:13] What are your two different approaches to content creation? [21:40] How should someone get started with content creation? [26:20] LinkedIn Advice [28:43] Tagging content [38:25] What's the one takeaway you want people to get from this interview? [41:34] Lightning Round Questions [43:07] Quotes: "When you tell your story on water... the goal is to be focused on the value of water for everybody." - Adam Tank "Water, it is a global good that ultimately is critical for life on earth." - Adam Tank "One of the good things about mentoring is that it is a two-way street." - Jim Lauria "Just keep posting and connecting, you never know what could lead to a direct sale." -- Jim Lauria "Don't be scared of posting something that you think is routine, or wouldn't be interesting, because people outside of the sector or industry don't have a clue what happens in water." - Adam Tank "Catalog the things you find exciting, take a picture, write a sentence, and put it out in the world." - Adam Tank "Think of LinkedIn as a business lunch and Facebook as a backyard BBQ. Dress and act accordingly." -- Jim Lauria "Don't just sell. Provide value and people will come back to you."- Adam Tank "Tell good stories. And get people engaged in the value of water." -- Jim Lauria "Just start. Don't worry about crafting the perfect post. Just post something." - Adam Tank "Never underestimate your ability to influence other people." -- Jim Lauria "Don't be afraid to embrace change." - Adam Tank Links Mentioned: Episode 47 with Jim Lauria Adam Tank's website Jim Lauria's website Water Online Rising Tide Mastermind Imagine H2O 120 Water Jim and Adam's podcast "Water We Talking About?" Books Mentioned: How to Get Your Money Back From Big Companies - Jim Lauria

Hey Scaling Up Nation! If we have a worthwhile goal, it's hard, it takes a long time, and it's probably not fun. Water treaters are constantly on the go, in the car, working long hours, but we need to take the time to take care of ourselves. Today my guest is a physical therapist, Dr. Andrew Kneeburg. Dr. Kneeburg has helped me get out of pain, find some practical steps to keep me healthy, and inspired me to make better choices so I can keep doing the things I enjoy. He is passionate about getting people out of pain and moving again. Dr. Kneeburg graduated from PT school in May of 2016 and has been practicing outpatient orthopedics for 5 years. He has such a refreshing and down to earth approach to stay healthy and I think if you listen to his advice in today's podcast, it could change the trajectory of your life for the better. I hope today's episode inspires you to take better care of yourself. Timestamps: Healthy goals for 2021 [00:01] Dr. Andrew Kneeburg introduction [10:50] What can we do so we stay healthy and not hurt ourselves as industrial water treaters? [15:20] What's water got to do with it? [19:50] Do we need to stretch every day? [22:30] What are the exercises water treaters should be doing? [26:28] What's the key to working out? [33:40] What's the importance of sleep? [35:10] What to watch out for when starting a new exercise routine [36:23] Lightning round questions [40:30] The 7th Habit, the Habit of Self [44:10] James' Challenge: Update your LinkedIn profile to be a calling card for your prospect or customer versus just a resume for your next job. #JC21 and #ScailingUPH20 [ 50:26] Quotes: "Stay active, stay healthy, eat the right things" - Dr. Andrew Kneeburg "Strengthen yourself so you can be healthy for the long-haul." - Dr. Andrew Kneeburg "There isn't one single diet that works for everyone, find a diet that works for you." - Dr. Andrew Kneeburg "Do the exercise movements that simulate what you're doing at work to help you stay healthy." - Dr. Andrew Kneeburg "You don't have to be at the gym 2-3 hour, you just need 20-45 mins of moderate to strenuous exercise." - Dr. Andrew Kneeburg "Bottomline: You only have one body and one life, take care of it." - Dr. Andrew Kneeburg "If we're not taking care of yourselves, then we cannot take care of others" – Trace Blackmore "What are we doing to take care of ourselves?" – Trace Blackmore Links Mentioned: Journal AWT (Association of Water Technologies) Rising Tide Mastermind Books and Articles Mentioned: The Truth About How Much Water You Should Really Drink How much should the average adult exercise every day? A Systematic Review of the Effects of Exercise and Physical Activity on Non-Specific Chronic Low Back Pain 7 Habits of Highly Effective People 12 Week Year