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Welcome to the Windshield Chronicles, a mental sequence of operation.

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This episode brought to you by Sauermann.

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Add a digital edge to your combustion analysis.

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To learn more, visit SauermannGroup.com.

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Well hello, House.

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How are you doing today?

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I am not doing very well at all.

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Wow, well you know I've had a drive over here to take a look at you because I've told that

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you're just not healthy.

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And I want to just figure out what's going on with you.

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Is there anything you can tell me about yourself?

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Or am I going to have to go ask some homeowners what's going on?

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Well, a couple of things.

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First, I haven't felt the love from those that are supposed to be taking care of me.

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I have hot spots.

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I have cold spots.

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And I also feel like I am lagging in my overall performance in taking care of everybody that's

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under my roof.

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Tyler Nelson from Sauermann, I just adore you, man.

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For those of you joining us, Tyler and I set this up just to help you understand exactly

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what this conversation is going to be about.

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So we're going to call this one Hello House or Walk the Ship, where we are preparing to

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evaluate a structure and we've got to learn what's going on in the structure because it

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may not tell us exactly what's going on, but there's something there and it's our job to

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do the investigation.

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Essentially everyone, when you approach a property and the customer invites you in,

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as Clifton had mentioned, either say hello to the house or you can call it walking the

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ship one or the other.

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What we're trying to establish in doing so is first off, establish trust with the one

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that's paying us.

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And we are trying to let them know that we care about their input.

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And I know sometimes when weather gets very cold and you're running from call to call

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or it's a thousand degrees and you're running from call to call, you get very busy.

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Sometimes you become a little bit impatient.

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But if you just pause for a second, keep that relationship in perspective and ask the appropriate

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questions, you might be surprised because though you're sent there to work on one thing,

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the customer might say to you, by the way, I'm having this problem, this problem and

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this problem.

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Or you ask them, you know, in reference to our little role play that we did, are you

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having issues with airflow?

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Is your master suite always hot and the kids are always cold in the summertime?

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Are you having other challenges in there?

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Do you, is your system shutting off prematurely?

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Do you think it should still be running?

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Are you smelling something on?

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Exactly.

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Are your seams in your hardwood floor separating because conditions are drying out because

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no one's taking the time to actually service the humidifier, let alone put it on.

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It's, you know, your humidifier is not on there as a nice little ornament that's attached

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to your ductwork.

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It's actually there for a function.

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That's right.

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And it's a serviceable item.

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And is that being missed?

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Exactly.

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Is that being missed?

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It is.

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It is my opinion and obviously it's Clifton's as well that if we take a second and pause,

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we ask the customer some additional questions, you get some additional information, it's

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going to make very much smoother diagnosis, a quicker service call and build rapport with

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the customer.

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It's like your doctor, when you go in for your physical, not only is your doctor going

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to do your physical, but they're going to say to you, anything bothering you, anything

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I need to know.

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Right.

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Because they're going to.

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As much as you can.

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You can go after those, those obviously larger suspects first, and then you can attack what

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you're also were sent there to do.

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And if need be, you make a secondary appointment, but at least everyone gets heard because at

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the end of the day, whether we're talking about HVAC or life in general, everybody wants

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to be heard and everybody wants to be understood.

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Yeah, exactly.

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And it's fishing for the right answers.

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Sometimes that's the difficult part of fishing for the input that we're looking for because

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they might be telling us something and it's an emotional reaction to a physical issue.

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Right.

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Right.

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They might be telling us, I just don't feel right.

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This house just doesn't feel good.

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Well, what does that mean?

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Let's learn about this house a little bit.

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Tell me how your sinuses are doing.

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Are you getting dry, bloody noses?

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Is your skin splitting and cracking?

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Does have asthma?

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Tell me a little bit more details on here.

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Are you noticing drafts?

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Are you noticing moisture on the windows in the winter?

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Tell me some things about your home that you like and some things that you don't like about

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the quality of your home.

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And let's see if we can come to a resolution to this.

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Yeah.

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And in your general practitioner status, so to speak, as an HVAC contractor, falling under

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your umbrella is IAQ.

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That's right.

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At Sourman, we make IAQ monitors, but outside of that, IAQ is one of your jobs.

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And whether it is a UV product, whether it is a GPS product, whether it is ionization

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or whatever the case may be, you are there to not only make sure that the system is using

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its fuel burning properties correctly, but also what is being emitted and the conditions

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for those in that space are safe.

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Whether that is a heating related approach, air conditioning related approach or strictly

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an indoor air quality and particulate related approach.

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It's a full complement of a life cycle of a piece of equipment and the general living

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conditions and lifestyle of those that are actually occupying the space.

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So let's talk about this home.

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As we are approaching this home, maybe the homeowner doesn't know how to talk.

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Maybe they're very introversial and they don't have the ability to give us the information

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we are fishing for.

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Let's talk about some ways that we can analyze this home as we are approaching it.

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One of the things I always used to do when I was in the field is I would zero out as

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much as I could my carbon monoxide detector before I approach the home just to start taking

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some readings as well as I would turn on my thermometer and start reading temperatures

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as I'm walking through and also looking at moisture.

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And what my hygrometer is reading, I used to carry my little pocket temperature hygrometer

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thermometer just to get an idea of what the environment looks like by taking some measurements.

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We talked about this before.

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How can we validate the performance of something if we don't have analytics to back it up?

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I agree and first off as you said as a foundation of safety not only for yourself but for the

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customer is getting the carbon monoxide reading.

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Going out your CO monitor or your combustion analyzer outside in fresh air and then going

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in and monitoring that space.

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You want to make sure that you don't have any CO in that space so you don't have a call

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to action right out of the get go.

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Immediately.

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Right because you can ask a customer how are you, everything okay?

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Do you feel fine when you are home and they will finally be like you know what no one

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has ever asked me the question but and I hate to say this when I'm at work I feel like a

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million bucks.

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When I'm home I feel awful and that's again something that should raise an eyebrow saying

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do we have a slight underpinning of a carbon monoxide issue or do we have another indoor

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air quality challenge.

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Now if we just take a step back in something that we can address her to carbon monoxide

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issue in our industry they are now doing studies on us technician wise like they're doing in

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the NFL for the concussion issues the concussion protocols.

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We have in our industry the highest rate of dementia and Alzheimer's that exists of all

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the service industries now Clifton.

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We have now suppressed oil and gas.

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Oil and gas works a lot in open air.

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Some confined space entry put a lot in open air which helps dissipate or dilute the carbon

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monoxide challenges.

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With us we're normally working and dealing with these issues in confined spaces.

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They have done studies in the average working life not life but working life expectancy

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of a technician in our field is 56 years of age.

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Why is that?

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It's not because we can't get ourselves in and out of an attic or in out of a crawl space

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or in and out of a scuttle hole because we all know that's what the apprentice is for.

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Just kidding.

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It is because.

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Right.

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Listen go for it go for this go for that.

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It is because as we age we lose cognitive ability not because of the aging process but

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because of consistent and constant exposure to carbon monoxide that is wore away our cognitive

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abilities that we're not aware of or we're not aware of because those you know egregious

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things were not were not they had no smell they had no color and they had no taste and

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it's in the form of carbon monoxide and it's deteriorates our cognitive path and we can

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no longer troubleshoot.

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So we think the technology is beating us.

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No I'm letting everybody know and Clifton will back me up on this.

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We know you we see you we understand you.

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You fix things for a living.

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You're doing something that the average person can't do.

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You're so humble that you don't brag you're not braggadocious about it but you can fix

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things you don't get you don't lose your intelligence overnight.

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It doesn't work that way.

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The technology is not beating you it's your cognition that enables you to troubleshoot

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deduce and use your own analytics analytical mind that is being shortchanged because of

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the inroad that the carbon monoxide is making into your cognition.

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That's the issue.

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So you're not being beaten you're being deteriorated by an invisible force that you're not aware

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of.

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Once you start either wearing a personal monitor on yourself or using an analyzer as a carbon

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monoxide detector you are a personal personal so monitor excuse me.

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You are going to be much better off and to fall prey to relying on what the customer

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has to protect you from carbon monoxide is a mistake.

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Those big box store carbon monoxide detectors go off after 70 to 300 ppm after one to three

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hours of exposure.

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All you get is nine ppm over 24 hours and 35 ppm over eight in office environment.

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Far exceeding when those devices are going to pick up.

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So if you're relying on what a customer has you're handing your health over to somebody

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who chances are handed their health over to the lowest bidder and when you hand your health

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over to the lowest bidder it normally doesn't work out well for you.

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So take personal responsibility for yourself your earning capabilities and the care of

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your customer and monitor that environment when you first get up there.

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Man such an important thing.

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You know even with me in my years out in the field that was never something we actually

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talked about.

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It wasn't something we brought it wasn't until later in my professional career and

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started spending time with people like yourself who live these realities every day and understand

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the results that have really opened my eyes.

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I was hanging out with Bob Dwyer at the National HVACR education conference just talking about

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this and you know Bob wears a personal CO monitor everywhere he goes and it's amazing

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even in large open areas you know CO levels that are present and CO2 levels which I would

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have never imagined.

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We were at a large expo earlier this year.

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A lot of people weren't feeling the best from most of us that went came back with some kind

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of a congestion issue and as we were having a follow-up discussion about this is like

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well here's what the actual CO readings and CO2 level readings were and CO2 readings were

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like 10,000 parts per million and we're like wait a minute could it be the air that we're

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breathing that is causing our physical ailments that us professionals try to preach to people

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that were not following ourselves and it just really changed my perspective on personal

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monitoring of my environments.

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I mean look at last year a year ago almost to the day where those three people died at

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the Sandals Resort in the Bahamas.

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It's a tropical resort.

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My friend they're not putting heat on there.

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It's tropical resort.

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It's 85 to 90 every day.

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These people all died not from alcohol and not from anything else from carbon monoxide

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poisoning and now after that every time you turn around there's a carbon monoxide detector

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in that facility now and they made that uniformly from what I understand throughout all the

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rest of their franchise.

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But it was carbon monoxide that did it.

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Wasn't the alcohol.

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Wasn't too much sun.

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Wasn't anything else.

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It was carbon monoxide.

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Had a conversation actually Chris Halsholtz was on one of our podcast earlier on in our

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episodes and she brings to us the reality of that both of her parents succumbed to carbon

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monoxide from an improperly installed pool heater at a hotel.

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It happens at hotels all the time.

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And unfortunately because they're like you said the monitoring systems if a monitoring

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system is implemented is not the levels that we would anticipate.

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It's long term exposure.

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It's not short term exposure.

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It gets its hooks into you.

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Yeah.

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And if you allow it to not you don't give it the chance to release its hooks into you.

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Those hooks become tighter and tighter and more and more a part of you.

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And that's where it starts the wearing away of your neural capabilities and your cognition.

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So, a different perspective to soften our senses a little bit and be more receptive

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to the environment that we work on and be aware of our conditions.

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You know if we think about some of the stories we always joke about the mechanic who drives

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the most ill prepared vehicle.

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Well are we working in the most ill prepared environment because we're just assuming scenarios

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without actually validating those scenarios.

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So very very very very good perspective to have Tyler.

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Yep.

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Thank you.

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And to take it one step further you know when we're going up to a property you know when

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we're evaluating for carbon monoxide you might diagnose an issue that you were never sent

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there to diagnose.

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Yeah exactly.

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They could have and just so everybody knows your two most common sources of carbon monoxide

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in the space are going to be water heaters and then stoves and ovens.

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It's not going to be the furnace or the boiler that is going to be the leaching part of that

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especially when it's not running but it's going to be the water heaters that can leach

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it and it's going to be the stove or the ovens you know.

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And so you could solve a problem and you could save a life and take care of an issue that

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you were not even sent there to do.

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And that goes back to one of my original comments is having that situational awareness.

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You have to look all around because things could be happening in the periphery that are

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not normal.

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You could have things that are vented incorrectly water heaters and such and you were never

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sent there to work on it.

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That's supposedly the plumber's responsibility.

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We'll say they haven't had the plumber in 10 years because they haven't had a problem

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with their toilet.

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Right.

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And they don't know they're supposed to be calling the plumber for the you know there's

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an issue with the water heater because they have hot water.

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But yet there could be an issue with the venting.

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The venting could be deteriorated.

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There could be rusting or corrosion on top of the on top of the water heater.

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That would be an indication of a potential problem.

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Birds are not worse.

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Right exactly.

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But you notice it not because you're trying to pad your pockets but because you're trying

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to be thorough.

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You know we have a re-education that we're trying to do here.

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We're not trying to pad our pockets everybody.

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We're just being thorough.

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And if making additional income comes as a result of you being thorough all the power

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to you that's just a natural progression.

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That's just a part of it.

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That's just air offering another set of your skills for the world to use and for doing

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so you need to get paid for.

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Tyler Nelson thank you my friend for joining us and we sure appreciate the information.

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Thank you very much Clifton.

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We really appreciate it.