The Security Guys

Today we cover some of the most important questions you need to answer on every job walk you go on.  No matter what company you represent - installer, manufacturer, distributor, etc. when you're on a job walk, these are some of the ESSENTIAL questions you need answers to in order to be successful in your quote and deployment.  There are others dependent on what your systems are - fire, alarms, DAS, VMS, access control, 2-way commun...

Today we dive into the concepts in "The Comfort Crisis" by Michael Easter.

In our day-to-day lives we regularly seek out comfort - the AC, comfortable shoes, mattress, even the difficult conversations - because discomfort is ...well... uncomfortable.

You've heard the phrase, "No pain, no gain", right?

It's because our growth as people and professionals takes place when we push past our comfort zones and expand our capabilities.

Joi...

Today we share some stories from our time and life out there on the road. From hikes up mountains in work attire to swords of steak lit on fire, from running the Rocky steps to unexpected seats at a baseball game, we're grateful for some of the amazing experiences we've been able to have in this field.

Time flies and jobs can sometimes be stressful.  One way to help on both of those fronts is to break up routine and try something...

Today we jump in to cover some of the personal responsibilities that come along with deploying security systems.  What our friend Baer Halvorson describes as "Security as a Mindset".

Whether you're a manufacturer, installer, or end user, we all play a part in making sure our security solutions actually help make and keep people and property safe and secure - here are some ways to do just that.

Enjoy the show!

----more----Show Notes...

Today we dig into the concept and strategies surrounding work-life balance (…a phrase that one of us isn’t the biggest fan of 😉).

This is something that everyone who is employed likely faces and often struggles with

However, the realization that it is a constantly moving target and that both “life” AND work have seasons that might require an ebb & flow of time, attention, and dedication. 

Hopefully you’ll find some tips in he...

Today we discuss the importance of knowing your competition.

There are things that we can learn from our competition that may even help to better understand ourselves and our offerings, IF you're paying attention and listening to what others out there in the marketplace are doing and what the market is saying.

- Identify who your competitors are - Learn why customers like them - Perform your own competitive analysis - learning how ...

Today we explore the wonderfully complicated mindsets of the security sales person.

In sales, it's important not to get too high or get too low.  So we dive into some tips for continuing through whether you're seeing success or you're facing a challenging time. ----

For those in sales, hopefully this is helpful and encouraging.   For those not in sales, hopefully this will help you understand some of the mental challenges we face o...

We have a doozy for you all today! Baer Halvorson of The Security Today Podcast joins us to share his background in the industry and a bit about how he got into creating content - both his podcast and course/educational content before we dive into our conversation about the future of skilled trades - in particular the skilled trades in the security industry.

We've all seen the headlines and topics covering the need for more skille...

Today we have our 1st outside guest and we dig into the topic of business ownership in security.

We support and hold in high esteem those who take the courageous step into the realm of starting or running their own company - there's a lot that goes into it and a lot of pressure that comes along with it as well.

Today we interview Pete Urueta from Safety Centric, a security company out of Southern California, and discuss his journey...

Today we sit down with Aiphone's own Paul Hefty to discuss the history and evolution of Aiphone as a company in North America. 

Being with the company for 38 years, Paul has seen and been a part of many changes through the company's growth and product development.

For those that have worked on Aiphone systems for decades, you'll appreciate some of the older systems referenced and methods of connection and support (the 800 number wa...

Today we jump into the topic of preparedness.

Preparedness sometimes gets a negative connotation, but in business, being prepared is something that is within your control - there are actions you can take to set yourself up to be the best you can possibly be as a professional.

Whether tech or sales rep, integrator or manufacturer's rep, we have a number of tips that will help you be your best through preparation.

Enjoy the show!

...

We have our 1st interview and it’s with our very own Adam Reed, Aiphone’s Director of Sales - West. We cover Adam’s background and career path as well as some discussion of business reads and management mentalities. Join us for this episode and you’ll see why Adam gets our vote for “Most Interesting Man In The World” - he doesn’t always do podcasts, but when he does, it’s with The Security Guys. Enjoy the show! ---------- Chapte...

In this episode we dive into the topic of school security.  Summer is just around the corner and while the campuses start to empty, we in the security industry start to get to work providing solutions that create safer learning environments for students and safer workplaces for staff.

We cover some of the basic concepts of school security from a technology standpoint and things you'll want to consider when presenting solutions to y...

This one we flip the script on last episode and Everett has some questions for Roger about... questions.

Roger tends to ask a lot of questions during calls and meetings that help to draw out details and offer clarity, helping to direct the conversation or gain further understanding of a customer, topic, project, etc. 

Hopefully this one helps you in being mindful of the questions you ask of your contacts, colleagues, and clients in...

Today we examine one of the most important things in business - developing relationships. We dig into one of Everett's strengths in connecting with people and fostering lasting relationships with others.

You won't want to miss this one - Everett has some excellent tips and insight that will help you build connections and work to build a strong network.

Enjoy the show! Podcast Chapters: 3:13 - Creating Positive Experiences & C...

BONUS EPISODE

In today's episode we got together in Las Vegas to record an ISC West recap on Friday morning before the final day of the show. We cover: - What the show was like this year - Our highlights - Tips for the show and what NOT to forget - Our time at the booth and why it is so helpful as a sales rep to attend ISC West for your company - Aiphone's product & booth highlights + Aiphone event - Hearing from some listeners...

The Security Guys break down some of the most popular systems available from Aiphone in hopes that it will help you determine which system is right for your application. (*Hint: It's probably IX or IXG) 3:07 - Importance of Support 6:32 - Success & Adoption of Aiphone's IX Series 17:29 - Benefits of JP & JO Series 23:36 - IXG & GT Series for Multi-Tenant 28:16 - RMR Opportunities with Mobile Apps 31:17 - Introduction t...

Today we got some lists!  We're sharing our top 5 things we feel makes a good sales person in the security industry. These are things that everyone - new or seasoned sales professional - can add to their arsenal or polish & improve to make them more effective in the industry. Enjoy the show!

Podcast Chapters:

6:47 - #1 Thing That Makes A Good Salesperson in Security 16:39 - #2’s 25:31 - #3’s 33:05 - #4’s + Slam Dunk Contest Ta...

Getting To Know Your Hosts

In today’s episode we cover a bit more about us, your hosts.

You’ll learn about how we found our way into the security industry and some of our background within it followed by that moment in our careers where we identified that, “Yes…I am a ‘Security Guy’”

Enjoy the show!

Time Stamps:

Introduction

Everett’s Back Story – 1:08

Everett’s “Security Guy” Moment – 10:30

Roger’s Back Story – 15:50

Roger’s “Secu...