Scaling UP! H2O

On today's Pinks and Blues episode we will be answering the following questions:

What should I do to go about taking the CWT examination?

What is the difference from Free Chlorine, Combined Chlorine and Total Chlorine? And when would you use each of them?

How do I get a Scaling UP! Shirt?

Action list to taking the exam

• • Decide you will take it.
  • Set a date.
  • Create a plan working backwards from that date.

- How/what will you study

- How will you confirm your knowledge?

- Who will you work with (accountable)

- What is your reward to yourself when you get it?

Schedule the exam (Pearson Yue)

- This way you can't back out

Look at when you can come to training (refresher).

Take the tutorial at home (How to use the exam).

Reward yourself!

Timestamps

CWT Challenge [0:02:04]

CWT Tips [0:04:51]

Action List [0:07:46]

Difference between Chlorine [0:13:43]

How to get the Scaling UP! T-Shirt [0:18:18]

Quotes

"Go to Scaling UP! H2O and leave me a voicemail message with your question. And if I use your question, then I will send you the Scaling UP! T-shirt." - Trace Blackmore

"It is the end of the year and everyone in the Industrial Water Industry should be certified." - Trace Blackmore

"AWT is no longer offering the CWT examination after the AWT Training courses." - Trace Blackmore

Links Mentioned

CWT Tips

2018 AWT Tech Training

If you have ever listened to this show, you have heard me say "Be the best you can be by being the best in this industry." You also have heard me say "make the industry better because you are in it." So... are you?

This was the reason I started this podcast. Scaling UP! H2O is my way of raising the bar in the water treatment industry. Based on the feedback I have received, I think we are doing that. And "we" was not a typo. The Scaling UP! Nation! Is what is doing the hard work, I just bought a microphone.

One of the individuals I met as a result of this podcast is Chandler Mancuso. I don't think it will take long in this interview for you to realize why I'm so impressed with him. He has done items that have been suggested in this podcast and is a great example of how to do your part at making the industry better. Enjoy...

Chandler's career in water treatment began courtesy of a recommendation by his academic advisor while he was an undergraduate student at Oakland University. Since then, he has earned his Bachelor's degree in Environmental Science and returned to his Alma mater in pursuit of a Master's Degree in Chemistry. As Technical Coordinator of Plymouth Technology Inc., Chandler has gained valuable experience developing solutions for industrial consumers across the Midwest region in the areas of wastewater, boiler and cooling water treatment.

Timestamps

Youngest CWT member [03:20]

LEED Green Associate [11:19]

Building Certifications [16:48]

Tips for the CWT examination [20:00]

Mentor Relationship [22:11]

Changes after the CWT designation [29:45]

Advises from Chandler Mancuso [34:41]

CWT Challenge [50:30]

Quotes

Make those connections, Ask those questions and be Curious! - Chandler Mancuso

"Anybody can find their way into this industry, if they find the right resources and you put your on it and spend some time in the industry." - Chandler Mancuso

Connect with Chandler Mancuso

Website: www.ptiwater.com

LinkedIn: in/chandler-mancuso-cwt-a897a3149/

Twitter: @ChandlerMancuso

Links Mentioned

Audible

5 CWT Tips

Green Building Education Services

Unstoppable

How Successful People Think

Advanced Birding

On today's Pinks and Blues episode we will be talking to some of the new Certified Water Technologists in our industry.

Andy McGill Chandler Mancuso Conor Parrish Jeff Burton Kevin Thurston

Key Questions

Why did you feel it is important to get the CWT designation?

As a CWT, what is the biggest tip you can think of that people in the Scaling UP! Nation need to know about their test kits?

How CWT helps your confidence level?

Timestamps

CWT Certification [0:01:21]

New CWTs of 2018 [0:02:20]

What you need to know about your test kits? [0:04:42]

How to prepare for the exam? [0:06:39]

Study Routine [0:11:54]

Quotes

"You have taken it to yourself and let the world knows that you have achieved the highest designation in the part of Water Treatment that we practice." - Trace Blackmore

"It is amazing when I see people making this industry better. It is my hope that today after listening to this show you're going to think, What can I do as a water treatment professional to make the industry better because I am in it?" - Trace Blackmore

Links Mentioned

Andy McGill on LinkedIn

Chandler Mancuso on LinkedIn

Conor Parrish on LinkedIn

Jeff Burton on LinkedIn

Kevin Thurston on LinkedIn

CWT Tips

Share us your show ideas and get a chance to win our very own EXCLUSIVE Scaling UP! H2O T-shirt for FREE!

Have you ever thought about what our water treatment control equipment allows us to do? Yes, it feeds our products and bleeds the system, but what it really does is allow us to go home! If we did not have something monitoring our program 24 hours a day and 7 days a week, we would have very different job. I don't know about you, but I don't want to sleep in a mechanical room! It is for this reason that I want the Scaling UP! Nation! to focus on understanding what they are using to control their water treatment programs.

With this in mind, if you know of a mistake that you could make, wouldn't you want to know about it before you made it? I would. This way I wouldn't make that mistake, I would be free to make another. In this scenario two things happened, 1. I avoided a mistake and afforded myself less time on the job site and 2. I learned something from the "new" mistake I just make. And Folks, if you are not making mistakes, you are not working hard enough or working outside of your comfort zone. To also clarify, these are new mistakes, not the same ones over and over again, that just proves you are not learning.

Who can you align yourself with, so you can find out how to resolve mistakes or even better, what mistakes not to make in the first place? Answer: It's you friendly neighborhood equipment vendor. The people that distribute your water treatment equipment are a great resource for learning items such as these. How well do you know these people? And, are you really using your relationship with them properly?

Our guest today is Laith Charles of Pulsafeeder. Laith and I met though the Association of Water Technologies and have gotten to know each other since that time. Laith is an electrical engineer and an expert on Pulsafeeder equipment. On today's episode, we will learn about some new items Pulsafeeder has for all of us, as well as, some tips, tricks and common mistakes water treaters do. All designed to save you time in the field and make you a better water treater.

Timestamps

Common Mistakes on Equipment [0:01:00]

Pulsafeeder [0:02:03]

Application Engineering Solutions [0:07:30]

Enthalpology [0:10:00]

Security Concern [0:14:47]

Installation Nightmares [0:17:18]

Proper Probe Care [0:20:15]

Fundamentals and Application Training [0:32:07]

Quotes:

"Today's show we are going to be talking to an individual that knows equipment that can help us go home at night." - Trace Blackmore

"Participate and get involve in a community." -Laith Charles

"Lean on the AWT community and take advantage on that." - -Laith Charles

"Reinforce, don't be afraid for failure and definitely put yourself out there." - Laith Charles

"How well do you know your equipment?" - Laith Charles

Links Mentioned in Today's Episode:

Laith Charles Company Website

Laith Charles Blog

Laith Charles on LinkedIn

Episode 24

Episode 46

The Seven Habits of Highly Effective People

Astrophysics for People in a Hurry

Cat's in the Cradle

061 Pinks and Blues

Episode 61: Show Notes

On today's Pinks and Blues episode we will be answering the following questions:

1. What are some of your tips for me to become faster at running my tests?
2. How to get better consistency when multiple people are running the same test?
3. Why do we filter some samples and some we don't filter?
4. Why can you not take your sample if your missing that pill? What's the difference? Why can't we grab the sample anyway?

Key Points From This Episode:

• Becoming more efficient on testing [0:01:58]
• Sacrificing the ability of your test [0:05:49]
• Collecting samples [0:08:17]
• Consistency [0:11:32]
• Filtering [0:15:02]
• And much more!

Tweetables:

"A lot of people think that they get faster at running tests by cutting corners or not running certain tests." @traceblackmore #scalinguph2o #scalingup #scalinguppodcast #scalingupnation #scalinguph2opinksandblues

"Things get better when you look at them. Simply by knowing your baseline, knowing how long it takes and competing against yourself to not sacrifice standards but to make yourself efficient." @traceblackmore #scalinguph2o #scalingup #scalinguppodcast #scalingupnation #scalinguph2opinksandblues

"Never become faster than your accuracy can allow you to take." @traceblackmore #scalinguph2o #scalingup #scalinguppodcast #scalingupnation #scalinguph2opinksandblues

Who can you challenge to see if you can make each other better with running your test? @traceblackmore #scalinguph2o #scalingup #scalinguppodcast #scalingupnation #scalinguph2opinksandblues

Links Mentioned in Today's Episode:

055 Pinks and Blues

I'm willing to bet that when you think about public speaking, you get nervous or at least a bit uncomfortable. The great Google says it is one of the top fears that most of us share. And who can argue with Google? I remember the first time I gave a water treatment speech in front of some of my father's clients. It was not very good.

In fact, it was downright bad. However, that was my first, not my last. To date I have spoken hundreds of times on water treatment topics. And... many actually pay me to do it (it's a good thing they didn't see that first presentation.) Don't ever make first into the last. I cannot tell you how many times I did not make a great presentation, but I can tell you that ever presentation I make is better than the one that came before it. Embrace the felling of fear, it means you are challenging yourself to grow.

Fast-forward to today and I love to speak (a good quality to a podcast host.) I still apply the same philosophy of I get better at everything that I do because I challenge myself to not only keep doing it but do it better the next time. Any one that listens to episode one of Scaling UP! H2O can see that practice makes you better (please don't listen to episode 1...)

My guest today is Dez Thornton, a public speaking coach. Dez work with CEO's, sales people and everyone in between to make them be able to better get their message across. I know because he has helped me. Dez can deconstruct what and how you speak to make you speak better. Join me as I interview Dez and he leads us all down the path of communicating better.

A lot of people would rather take a beating than get up and speak in front of a group. But with a speaking coach like Dez, before you know it … you've chiseled out a tight outline, told a great story, had a few belly laughs and realized you've got the audience eating out of the palm of your hand.

Professionally trained at the University of South Carolina and Dale Carnegie, he is a past president of the Georgia Chapter of the National Speakers Association and the winner of Speak Tank, a speaking competition hosted by the NSA. He has been a speech coach for TEDx Peachtree, coached hundreds of professionals and corporate clients, and even taught a public speaking class for 7 years at a federal prison.

At the tender age of nine, Dez forgot his lines in a church play but he never forgot the embarrassment and humiliation that followed. Since then, he's dedicated himself to learning and teaching the art of speaking and helping thought leaders say the right words in the right way when they matter most.

Timestamps

Fears on Public Speaking [0:02:58]

How to become a good communicator [0:07:16]

Public Speaking Myth [0:10:11]

Strategies on getting your audiences attention [0:11:09]

Problems on Public Speaking that we have to deal with [0:13:53]

Understanding your audience [0:19:56]

Things you need to accomplish on public speaking [0:21:04]

What to expect|goals? [0:29:41]

How to do presentations? [0:32:43]

How to plan ahead for a presentation? [0:41:02]

Tips from Dez [0:43:01]

Starting you presentation with a Powerpoint is a NO [0:46:50]

Sales and Communication [0:48:38]

Quotes

"Everybody's fear is to get in front of bunch of other people and start speaking." - Trace Blackmore

"The more I have done it, it does not make me as nervous. But the less I am prepared the more nervous I am." - Trace Blackmore

"One of the main objective when you are speaking is CLARITY!" - Dez Thornton

"Every presentation needs to have that one thing that the communicator wants the audience to get" - Dez Thornton

"Everything matters when it comes to presentations. It's home-run or nothing!" - Dez Thornton

"Starting you presentation with a Powerpoint is a NO! Here's why... " - Dez Thornton

"You need to analyze what does your audience needs to know before you start speaking to them." - Dez Thornton

Links Mentioned

Dez Thornton Company Website

Dez Thornton on LinkedIn

Dez Thornton on Twitter

Audible

Million Dollar Maverick

Toastmasters International

On today's Pinks and Blues episode we will be answering the following questions:

What are some of the items you've recommended on Scaling UP! H20?

Titration - How can you find a new drop count when you change the sample size?

How do I know if I am doing a good job since I am so new to the water treatment industry?

Timestamps

Differences of RSI|LSI|PSI [0:03:22]

Finding tools to help us [0:05:24]

Changing sample size [0:10:12]

Knowing what test you are using [0:13:51]

Drop Test [0:14:00]

Keeping track on how you are doing as a water treater [0:14:42]

Importance of having a mentor [0:16:05]

Quotes

"Get the people you trust that you want to become like. That you want to use what they've done so you can start going on that path." - Trace Blackmore

"If you are not setting time deadlines to your goals, then they are no good!" - Trace Blackmore

"You have to work towards something or it's just a dream and you're never going to get there." - Trace Blackmore

"Make the water industry better because you are in it. And because you are in it, be the best in what it is that you do." - Trace Blackmore

Links Mentioned

046 The One About Phosphate Testing

024 The One With All the Questions

Audible

The Leathermen Supertool 300

Sunlite 51003

It doesn't matter what your job title is, you are a sales person. Now granted, some are better that it than others, but we are all in sales no matter what we do. I like to look at sales as something we do to help solve a problem for someone else. Many look at it as I need to make this person do this, so I can make some money. To those who say this, I say that if you motive is to help, the money will come, and you will have a lot more fun in the process.

Dan Jourdan calls himself the Sales Energizer. Dan is an in your face kind of guy that can get you excited about going out there to sell something. He is also good at not letting people he coaches "excuse" their way to failure. There are 1,000 reason why to not do something. The simple fact is, you could have done "that something" in the time you thought of all the excuses of why not to do it. After you listen to Dan, you can tell he doesn't live on excuses, he lives on action.

Please enjoy my interview with Dan Jourdan.

Timestamps

How to become a better salesperson [0:06:31]

Beautiful parts of sales business [0:10:25]

Sales Metrics to remember [0:11:29]

Anatomy of a Sales process [0:16:51]

How to get pass sales assistant (Gatekeeper) [0:20:13]

Questions you need to think about [0:25:43]

Follow up rules [0:37:06]

Referrals [0:40:01]

How to shorten sale cycle? [0:44:06]

Closing your sales [0:50:00]

Discounts from Dan Jourdan [0:52:31]

Quotes

"You have to transfer your energy to your prospect because they crave it, they need it, they desire it, and they are attracted to it!" - Dan Jourdan

"Nothing good has ever happened without a sales person selling it." - Dan Jourdan

"A good person can do a lot more good being successful than being successful." - Dan Jourdan

"It's a lot easier to make a friend out of a customer that it is to make a customer out of a friend." - Dan Jourdan

"Constant-Consistent-Valuable Follow-Up." - Dan Jourdan

"We are going to change the way people think about sales people, and we are going to change the way sales people think about themselves". - Dan Jourdan

I like to look at sales as "It is how we communicate with the other person that we are trying to get our point across with." - Dan Jourdan

"It is not something we do to someone, it is something WITH someone". - Trace Blackmore

"Read a sales book to help you COMMUNICATE and NOT MANIPULATE." - Trace Blackmore

Links Mentioned

Five Fundamentals of Sales

Dan Jourdan Personal Website

Dan Jourdan Blog

Dan Jourdan Company Website

Dan Jourdan on LinkedIn

Dan Jourdan on Twitter

Audible

The seven Habits of highly effective people

On today's Pinks and Blues episode we will be answering the following questions:

How do you talk to customers that doesn't have time to talk to you?

What is the difference of a free and total chlorine?

What are some other things that we can monitor in the system to make sure that our inhibitor is working?

Timestamps

How to talk to customers? [0:01:00]

Building trust/relationship with customer [0:01:31]

Transition Statement [0:03:35]

Understanding schedule [0:04:00]

Podcast suggestions [0:07:28]

Chlorine difference [0:08:00]

Metals in the system [0:013:43]

Quotes

"I know what to do because my listeners tells me what they want to listen to." - Trace Blackmore

"Let me know what your questions are, that allows me to continue doing this format." - Trace Blackmore

Links Mentioned

046 The One About Phosphate Testing

New Generation Engineering By David Vences (Podcast)

The Smart Passive Income (Podcast)

Entrepreneurs On Fire (Podcast)

The Tim Ferriss Show (Podcast)

Green Building Matters (Podcast)

Your Move with Andy Stanley

One of my philosophies is "teach what you know." Which works out great for me because I have this podcast. I have always felt you know something better when you can teach it. As a teacher, you must be able to convey your point to who you are speaking with, anticipate their questions and make sure you increase the listening party's overall knowledge of the subject matter.

Truth be told, this is how I sell. I sell by educating the client on what they should expect. If the client is already getting those expectations fulfilled, great. They know I am a contender if they ever need me. But what happens mostly is our client starts looking at their water treatment in a different light. A light of "proper" expectations.

I am so very pleased to call so many of our clients friends. These friendships grew from meeting (and in many cases exceeding) expectations over and over. When someone knows they can trust you, they give themselves permission to like you. And we all know we'd rather buy from people they like. This is my story about our guest today. His name is David Vences, a Building Engineer in Atlanta. David is a super impressive guy. He started at the bottom and has been very successful of working his way up the ladder in Atlanta's world of Building Engineers.

We all have to work with clients. We all have some clients that we have better relationships with than others. So why is that? Join us today as David and I discuss how we started and how we have arrived to where we are today.

David Vences is commercial office building Portfolio Chief Engineer for Lincoln Properties. David supervises and manages multiple engineers and maintenance mechanics in 8 commercial class A buildings totaling slightly over 1 million rentable sq. ft. of office building in Alpharetta.

David Vences has served as BOMA BTO Vice Chair in 2016, BOMA BTO Chair in 2017, BOMA BTO Chair in 2018, and has served in several BOMA task forces including the BE101 and the TOBY task force.

David enjoys spending time with his wife Jennifer and daughter Sofia, going to the gym, and his newest hobby has been starting a podcast on engineering called "New Generation Engineering".

Timestamps

Weekly Podcast Episode [0:00:33]

How does somebody get in to building engineering? [0:05:50]

What to expect from your water treater? [0:10:05]

Water treatment view from David V. [00:10:23]

What to recognize when you see a complete water treatment program? [00:16:19]

Is your water treatment program working? [00:18:13]

Adding value to your building [00:23:50]

Advises from David Vences [00:25:54]

How important the reports are? [00:28:02]

Educating our new engineers [00:40:43]

Quotes

"A poor report shows that they don't care as much about you. It's a respect thing!" - Trace Blackmore

"It's a good opportunity to put yourself out there and get involved." - David Vences

"When I join an organization, I have the GIVING attitude and not the GETTING attitude." - Trace Blackmore

"Invest and have that partnership with the engineer to get a detailed report that you need." - David Vences

"If you can make one change in what you are doing right now, make sure that every relationship you start is on real expectations." - Trace Blackmore

Links Mentioned

New Generation Engineering By David Vences (Podcast)

David Vences Company Website

David Vences on LinkedIn

David Vences on Twitter

7 Habits of Highly Effective People

The Five Dysfunctions of a Team

Audible

The 21 Indispensable Qualities of a Leader