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Scaling Up Nation, I\\u2019m pleased to introduce you to someone that I\\u2019ve 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\\u2019t 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\\u2019t 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\\u2019s 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\\u2019s episode.

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Bottom line: If you are considering joining the water treatment industry, Marty\\u2019s career journey is something you\\u2019ve got to hear.

Your roadside friend as you drive from client to client,

\\xa0-Trace\\xa0

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Timestamps:\\xa0

Introducing former AWT board member,\\xa0 Marty Stephens [3:50]

Getting involved with the AWT and Marty\\u2019s water treater journey [8:30]

Marty\\u2019s 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\\u2019 Challenge: \\u201cWhen 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).\\u201d\\xa0 [50:24]\\xa0

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Quotes:

\\u201cI was taught that we all have a responsibility to give back.\\u201d - Marty Stephens\\xa0

\\u201cYou get out of something what you put into it.\\u201d - Marty Stephens\\xa0

\\u201cOur focus should always be on the customer.\\u201d - Marty Stephens\\xa0

\\u201cYou are always selling, even on a service call.\\u201d - Marty Stephens\\xa0

\\u201cYou tend to learn more in life from the mistakes you\\u2019ve made, in your career and life.\\u201d - Marty Stephens\\xa0\\xa0

\\u201cIt\'s a fatal mistake to prioritize profit over the customer experience.\\u201d - Marty Stephens\\xa0\\xa0

\\u201cBusiness should never trump a friendship.\\u201d - Marty Stephens\\xa0\\xa0

\\u201cRun your business like you are going to sell it tomorrow, just like your truck.\\u201d - Marty Stephens\\xa0\\xa0

\\u201cWhen 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.\\u201d - Marty Stephens\\xa0

\\u201cIn every decision you make, think: how does this affect the customer and how will it benefit them?\\u201d - Marty Stephens\\xa0

\\u201cLife is better and easier when you have fun.\\u201d - Marty Stephens\\xa0

\\u201cNever sacrifice character. Be true to yourself.\\u201d - Marty Stephens\\xa0

\\u201cWe have the best job in the world!\\u201d - Trace Blackmore

\\u201cWhen you get down to it, life is about relationships.\\u201d\\xa0 - Trace Blackmore

\\u201cA company is about people.\\u201d\\xa0 - Trace Blackmore

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Connect with Marty Stephens:\\xa0

Email: usws.marty.stephens@gmail.com\\xa0

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Links Mentioned:

The Rising Tide Mastermind

Submit a Show Idea

AWT (Association of Water Technologies)

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Books Mentioned:

A Time To Kill by John Grisham

Good To Great by Jim Collins

Mississippi Blood by Greg Iles

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