Scaling UP! H2O

I know what you are thinking, I am crazy to have all these processes. Well, I think you are insane not to have all these processes. A process allows a standard of quality no matter who is performing the task. In episode 131, I spoke with Alicia Butler Pierre, all about processes. One of the components of the Entrepreneurial Operating System (EOS) is processes. EOS refers to it as "the way." And companies following EOS don't have an issue creating processes until it comes to the sales department.

Most sales departments have as many different ways to 'make sales' as they do salespeople. This method or lack of practice is inefficient and outdated. In episode 39, I spoke with Justin Roff-Marsh about this very topic. Justin makes a great case on why we need to bring the sales department into modern days when it comes to processes.

In today's episode, we are going to talk with Adam Shapiro of Sales Reform School. Adam can help you find the right processes to achieve the highest results in the sales department. He is also an EOS speaker. We will learn about how we can take all of the items we learned in EOS into the sales department and make that department more efficient, more profitable, and more fun.

Timestamps:

Adam's background [09:33]

EOS and sales [13:10]

Vision/Traction Organizer and sales [19:50]

Landing on your 'Three Uniques' [22:48]

Proven process and sales [24:35]

Selling virtually [27:04]

Core values and sales [32:20]

Advice for sales managers [39:03]

Quotes:

"Proven process description is a great tool for salespeople to show confidence"

"If you rush someone into a sale, you are going to regret it and they are going to regret it"

"The right time to close is when the evaluation process is complete"

Connect with Adam Shapiro:

LinkedIn: in/adshap

Website: salesreformschool.com

Links Mentioned:

Proactive Webinar Series

Books Mentioned:

Seven Habits of Highly Effective People by Stephen Covey

The Challenger Sale by Matthew Dixon & Brent Adamson

Traction by Gino Wickman

The Machine by Justin Roff-Marsh

Today's episode might feel a little different than usual. However, we could all use a positive mental attitude boost during these challenging times. I know you've heard me talk about my favorite book, 7 Habits of Highly Effective People, before on this show. Habit 1 is about being proactive. It's a choice not to react when something happens to you. Instead, we should pause and choose our response to what we should do. I wanted to share with you about the two circles that portray this habit.

Looking at these two circles, if we are not careful, we will gravitate towards spending our time in the sphere of concern. In other words, we tend to focus on the things we have no influence over instead of the things we directly can affect. In turn, we are unable to gain much traction. When we choose to spend our time and energy on the things we can directly influence our circle grows larger and we find movement.

Today's message from Holly Duckworth is no different. She offers a few practical tips to help you slow down, be present with those around you, and find success in a more meaningful way. Holly teaches mindful leadership to stressed-out CEOs worldwide to create profits, peace, and presence. Our world has become mindless and stressed to unhealthy levels. Thru mindfulness practices, Holly works with leaders to release beliefs that no longer serve. What is mindful leadership you ask? Well, join us today to find out precisely what mindful leadership means and how you can implement it in your career for the positive!

Key Points 6:59 - Holly's background 9:00 - defining leadership and mindfulness 12:54 - affirmations and intentions 14:14 - positive mindset tips 19:58 - mindfulness and sales 29:59 - learn more from holly

Key Quotes "Your presence is your greatest present" "What you visualize you actualize"

Links Mentioned in this Episode 7 Habits of Highly Effective People

Rising Tide Mastermind

Start with Why by Simon Sineck

Sell More Stress Less

Holly's Website

Holly's Podcast

Holly's LinkedIn

It is not uncommon for people to tell me they are impressed with the amount of work I can get done. This attribute has helped me get noticed over the years. As my years increased, so have my tasks. Like most of us, I had more to do, so I did more. Usually, this time came at the expense of taking personal time and time away from family activities. Eventually, when there was even less bandwidth, things were done subpar, or items were not getting done. To try to get above this scenario, I decided to be careful about what I said yes to do. But even that wasn't enough, and I realized that I needed help.

This suggestion came from a friend of mine who recommended that I get a personal assistant. More specifically, a virtual assistant. Join me as I interview one of my favorite people, my virtual assistant, Lauren Vonfeldt. In this episode, you will learn some of the behind the scenes tasks that need to get accomplished producing this podcast, but more importantly, you will learn how Lauren and I work together.

The top ten things a virtual assistant can help with:

1. Research
2. Social media
3. Marketing and emails
4. Tracking expenses or invoicing
5. Calendar management
6. Email management
7. To-do lists
8. Project management
9. Events
10. Editing documents and publications
11. Bonus: Creating staff and client appreciation

Timestamps:

Lauren's background [12:02]

What is a virtual assistant? [13:50]

How Trace and Lauren got connected [16:44]

What is the biggest payoff of having a virtual assistant? [22:02]

First steps when working with a virtual assistant [26:18]

The importance of regular meetings [32:13]

How to know if you need a virtual assistant? [34:45]

Top ten things a virtual assistant can help with [42:57]

Quotes:

"If you don't have the margin in your life that you want, a virtual assistant might be right for you."

"A virtual assistant can help you get the right information out to the right people."

"I really believe I have was created to be behind the scenes. When your business succeeds, I know that I did a good job."

Connect with Lauren Vonfeldt:

LinkedIn: in/lauren-vonfeldt-a0537318b

Website: laurenvonfeldt.com

Book a call with Lauren!

Links Mentioned:

130 The One About The Tools I Use

Loom

The Proactive Webinar Series

Delegate and Elevate Tool

Scaling UP! H2O Virtual Assistant page

Find out if you need a VA by taking the online quiz!

Last Pass

Folks, many associations have online conventions right now; it is a perfect time to "try" them out! You won't have any travel expenses, and you can see what they have to offer.

Here is a list of conferences coming up:

• July 13-16 Texas Water Conference (Online)
• July 28-31 Association of California Water Agencies Conference (Online)
• August 17-19 StormCom
• September 13-16 WateReuse Symposium (Online)
• September 14-16 Water Pro Conference
• September 30-October 3 Association of Water Technologies Annual Conference
• October 3-7 WEFTech Connect
• October 5-9 Industrial Water Week

Once a water treater, always a water treater! Our guest today is Jack Altschuler. Jack is not only a former water treater; he is a past president of The Association of Water Technologies. Today Jack helps leaders get obstacles out of their way so they can succeed faster. Our interview is all-around motivational leadership, employee retention strategies, and more. Take a listen.

Timestamps:

Jack's background [05:30]

Jack's transition into motivational leadership [18:10]

How leaders influence their people [21:40]

Self-imposed obstacles and how to remove them [34:19]

Common obstacles for water treaters [39:00]

How leadership applies to everybody [46:18]

How to work well with different generations [48:11]

Quotes:

"When we solve problems for other people, it's actually disempowering to them."

"A leader's primary job is to bring out the very best in their people."

"The best thing you can do is to let people know that you care about them."

"When we agree to become a leader, we give up the right to fall to pieces."

"Be the confident captain."

Connect with Jack Altschuler:

LinkedIn: in/jackaltschuler

Website: fullyaliveleadership.com

Links Mentioned On This Episode

Engagement by Jack Altschuler

Seven Habits of Highly Effective People by Stephen R. Covey

The E-Myth by Michael E. Gerber

Who would think that all of our meetings in the 2nd quarter of 2020 would be over video conference? Not me. I would have bought a hefty amount a Zoom stock if I did. Which, by the way, was trading for about $70 back in February and will now cost you $210. Hindsight, right! For those of us that didn't make it rich buying Zoom stock, you probably use Zoom's product or something like it. Have you ever wondered what the best way to have a video conference is?

As a Mastermind Group, The Rising Tide Mastermind meets weekly over Zoom. I have used it for years before the onsite of stay-at-home orders, but I could not remember ever seeing anything on video call etiquette. A member of our Mastermind asked if I could have a speaker come talk to us on this topic. The only issue was, I couldn't find one. No one wanted to disappoint, so I decided to book myself.

Please join me for tips, tricks, and yes, etiquette for having your best virtual meeting ever.

Trace's top tips for virtual meetings:

• Find a room that is comfortable, private, with good lighting and reliable wi-fi.
• Let your family members know that you are going to be on a video call.
• Find the platform that works best for you.
• When possible, use your computer, not your phone.
• Don't sit in front of a window.
• Think about what is in the background of your video.
• Prepare for the meeting by reviewing agendas, preparing to screen share, etc.
• Test the software ahead of time.
• Dress professionally.
• Turn your phone notifications off.
• When you are not the one speaking, mute yourself.
• Use your camera and look directly into the camera.
• Think about what your nonverbal cues are saying.
• If using Zoom, use the gallery view.
• Be prepared for screen sharing.
• If you are hosting, offer lots of breaks.
• If you are hosting, send out an agenda.
• If you are hosting, make sure that everybody is being heard.
• If you are hosting, always ask for feedback.
• If possible, don't eat during a video call.
• Stay focused on the call at hand.
• Take private conversations offline.
• If hosting, be the last to leave the video conference.
• BONUS TIP: Try right clicking your video to display the menu, then choose Hide Myself. You no longer see the video of yourself, even though others in the meeting can see you. This helps you feel like you are in person and keeps you from being distracted by your video.

Key Points

7:36 – Think about the right room to take your virtual meeting in

9:25 – What can you do to minimize interruptions?

9:58 – Trace's preferred virtual meeting service

14:29 – How to prepare for the meeting

23:40 – Take advantage of the video feature

29:40 – Screen sharing

35:45 – Hosting virtual meetings

43:30 – How to stay focused during a video call

51:15 – The difference between video meetings and webinars

Key Quotes

"When you are in a meeting, be present in that meeting."

"When we communicate, 60% or more is through nonverbal cues...make sure your cameras are on."

"If you wouldn't do it in a conference room, you shouldn't do it in a video room."

"Conference calls are more concentrated than regular in-person calls."

"The host's job is to manage the participants."

"Don't be afraid to tackle big issues in a video conference."

Links Mentioned On This Episode

Submit a show idea

The Proactive Webinar Series

Rising Tide Mastermind

Zoom

It is the end of the 2nd quarter! Who knew what 2020 was going to bring? Nobody thought it was going to be a pandemic. As we all learn what the "new normal" is for our day to day routines that used to be so typical, we still have to deal with accounts that were not the best before the pandemic. They certainly didn't get any better during the pandemic!

My good friend Mark Lewis, CWT is our guest today. Today, Mark is talking about neglected accounts. What is a neglected account? Well, it has a bunch of ways to define it. The bottom line is it is an account that is not at its best. And it is this way for a multitude of reasons. Mark and I are going to talk about those reasons and what we can do about them.

Key Points

9:30 – What is a neglected account?

25:28 – Is there a solution to bridge the gap on neglected accounts?

37:14 – What to do with a neglected account

52:20 – Taking over a new account

55:30 – What about neglect in reports?

1:03:10 – Lightning Round Questions

Key Quotes

"Our job is to go back and explain to the customer the condition that their equipment is in."

"We should be saving the customer enough money that our water treatment invoice is not even noticeable."

"You should always service the account the way that you feel it should be serviced."

"Even though we are called water treaters, we are actually treating the equipment."

"Our work-life balance needs to be: I enjoy what I do, and I am good at it."

Links Mentioned in Episode

Hope Laugh Play Website

Hope Laugh Play Facebook Page

Submit a show idea

For the last two months, our world has been very different. Who would have thought we would have stay at home orders? I know I didn't! But it did. As we reopen, everybody wants to know what they can do to get back to work.

As a water treater, we have a different perspective on what it takes to get a building or facility back up and running. Most owners are thinking about all the things they can see whereas the water treater is thinking about the things we cannot see. Specifically, the things that have been growing in dormant piping while we were all at home. Bacteria and other pathogens did not take a break.

Our guest today is Dr. Janet Stout. Janet has been a great friend of our podcast by offering great information about the prevention of Legionnaires Disease. This episode is from an exclusive webinar we did for the Rising Tide Mastermind. To see it go to scalinguph2o.com/janetstout. There you can see the slides that Janet is presenting on. Janet shares what has been going on in the pipes of dormant systems. She gives us best practices that we should share with our clients.

Here's the bottom line; we need to help our clients understand that what they cannot see is just as important as the things they can see. We can assist our clients by giving them the information and letting them know what has been happening in their system's piping over the last two months. Ultimately, this will help save someone from suffering later.

Please enjoy and share this episode.

Timestamps:

Best practices on starting water systems back up [12:50]

Changes that occur in stagnant water systems [23:45]

When to sample for Legionella [26:00]

Key resources for risk mitigation and decontamination [28:50]

What to do if you find legionella [30:30]

How to get building owners thinking about water systems during the reopening [38:25]

What to do with a stagnant system that's back online [43:11]

Key Quotes:

"While we humans are experiencing scarcity, the bacteria have everything they need in abundance in these building water systems that have been shut down." - Dr. Janet Stout

"Make sure that whatever you are doing, you document thoroughly not only for your protection but also for the protection of the building owner." - Dr. Janet Stout

"COVID is bad enough. COVID affects countries. Legionella affects you. If there is a Legionella problem, it will compound your economic recovery." - Dr. Janet Stout

"If you ignore Legionella's risk in an unoccupied space, you may pay an enormous price." - Dr. Janet Stout

Links Mentioned:

The Proactive Webinar Series

Rising Tide Mastermind

Special Pathogen's Lab Covid-19 Resources

EP 139 - The One With CRM Expert, Resa Gooding

Last week we heard from Evapco's Brett Alexander. Brett explained the inner workings of all types of cooling towers and how we can tell the differences between them. We also discussed the different metallurgies that these devices are made of. If you didn't get a chance to listen to last week's episode, please do so. It is a great baseline on cooling tower knowledge.

Today, Brett is back, and he is going to continue our discussion from last week. Being a fellow water treater, Brett is going to share his knowledge of water treatment as it pertains to keeping cooling towers in their prime. Take a listen for tips and tricks Brett shares from a water treater's prospective.

Timestamps:

Drift eliminators [02:45]

What to look for with spray nozzles [09:30]

Variable frequency drives [16:50]

Maintaining louvers [19:08]

Anatomy of a cooling tower [20:40]

What should a water treatment program include [25:05]

Top issues that come up with water treatment [33:00]

Why are there so few cooling towers with filtration [40:25]

Brett's tips [44:00]

Quotes:

"If you can get in with a contractor company or a sales representative company that does a lot of work with cooling towers it can really help increase your business"

"Cooling towers love water. When they have water and are seeing the water they are supposed to they usually run pretty well. It's as simple as giving it the water it needs"

Connect with Brett Alexander:

LinkedIn: linkedin.com/in/brett-alexander-849145b6

Website: evapco.com

Links Mentioned:

The Four Agreements

Leading at The Edge: Leadership Lessons from the Extraordinary Saga of Shackleton's Antarctic Expedition

Every day for the past 20+ years I think I have seen a cooling tower either in person, a picture or just thought about one. As an industrial water treater, cooling towers are part of our day to day lives. I do remember a time before that when I did not know what a cooling tower was and having to learn about how it worked. But I must admit, later, I really didn't give them too much thought.

Later in my career, I have had the opportunity to work with some of the cooling tower manufacturers, talk about a group of people that have given cooling towers a lot of thought... I soon came to realize that the generic terms that I have for cooling towers did not always translate well when speaking to someone who had such a larger extent of knowledge around cooling towers. Today's episode is focus around this experience. We are going to learn from cooling tower expert Brett Alexander of Evapco. Brett will share with us terminology and function of the device we all know and love, cooling towers.

Timestamps:

Brett's background [08:20]

Definition of a cooling tower [16:20]

Closed circuit cooler vs. evaporative condenser [21:34]

Types of cooling towers with regards to air flow [24:40]

Different materials of construction [28:27]

Stainless steel [35:00]

Importance of communication with new customers [46:40]

Fiberglass [48:15]

Quotes:

"The startup and commissioning of a new unit is the most critical time"

"We are trying to educate everyone on the importance of planning ahead"

"You've got to know the materials, the construction, and the equipment that you are dealing with"

Links Mentioned:

White Rust Bulletin

Rising Tide Mastermind