The Security Guys

Year End Planning - Finish Strong, Start Stronger Dec 05, 2024

As the days get shorter and the day-to-day business tasks get a little slower, it's important to take the time to reflect on the year that was and do some planning for the year that is to come.

Today we get into some of the methods each of us have for looking back on the past year and setting ourselves up for success in the year to come so we can "finish strong and start stronger."

Enjoy The Show!

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Show Notes:
4:15 - Year End Assessment Routines
20:45 - Planning For The Year To Come
29:25 - Strategize on Solving Challenges

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Links:
Talkin' Shop Podcast - w/ Jon Harris, Baer Halverson, & Benji Bolick

Nail Your Next Job Walk By Answering These Essential Questions Nov 21, 2024

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 communications, etc. - but these core questions transcend all systems and solutions.

Enjoy The Show!
Other Episodes Referenced:

5 Things That Make A Good Salesperson in Security

Know Thy Competition

"The Comfort Crisis" - Lessons Learned & Key Takeaways Nov 07, 2024

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.

Join us today as we explore this book and principles we've taken away from the concepts presented by the author.

Enjoy the show!
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Time Stamps:

2:59 - How "The Comfort Crisis" came to us
12:09 - Embracing Boredom
22:40 - Power of Engaging with Nature
27:13 - Speed of Action & Self Talk
35:05 - Concept of Misogi & The Happiness Hypothesis
46:22 - Everett's Recent Misogi

Links:
"The Comfort Crisis" - Michael Easter
The Power of Leaving Your Comfort Zone - Michael Easter Speech
"What I Told Joe Rogan About Boredom"

Joe Rogan on "Meat Eater" - 1st Trip, 2nd Trip

Stories From The Road - (Have Some Fun out There) Oct 17, 2024

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 new & different. Studies show that the perception of time is slowed when you change up your routine (look up the neuroscience of the "novelty effect" or "holiday paradox") and create new memories & experiences.

With today's episode we're hoping that you're stirred you to do something a little different (try a new restaurant, go see something cool, enjoy nature), have some fun, and make some memories out there. ...even better if you make those memories with an industry friend or co-worker!

Enjoy the show!

The Personal Responsibility of Security Oct 03, 2024

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:

2:00 - The "Why of Security
10:45 - The Need of Training
23:00 - How We Can Help

Links
Murphy On Security Post - by Brendan Murphy
Weakest Link of Security (blog referenced on cyber security, but applicable)

Working Toward Work-Life Balance Sep 19, 2024

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 here that help you find a more balanced life altogether.

Enjoy the show!

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Links:
Article on work-life balance from Coursera

The Culturestone – Blog from PDK’s Tanner Bengtzen

Know Thy Competition Sep 05, 2024

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 you stack up and why.

But ultimately... you have a job to do, so don't get too fixated on what others are doing that it distracts you from your primary pursuits.

Enjoy the show!

The Importance & Challenge of Mindset in Sales Aug 15, 2024

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.
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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 out there in the field.
For those exploring a career in sales...hopefully this doesn't scare you ;)

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Time Stamps:

2:05 - The challenge of mindset in sales
5:42 - Keeping balanced in the ups & downs
6:29 - Tips for when you're having success
19:22 - Tips for when things are challenging
35:55 - What we like most about sales
39:04 - Wrap up & outro

The Future of Skilled Trades & Technicians in Security - w/ Baer Halvorson Aug 01, 2024

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 skilled labor and I'm sure many of you have heard the inquiries of companies searching for skilled technicians in our field. We dig into some of the ideas that might help to shape and strengthen our industry for the future.

Baer's 3 Points To Appealing To The "Next Generation":
- Get it in front of them
- Show that it's interesting
- Celebrate the successes

You won't want to miss this one!
Enjoy the show!
(**LOTS of links below)

____
Time Stamps:

2:30 - Intro & Our Connection
7:54 - Baer's Background in Security
24:35 - Baer's "Security Guy" Moment
28:53 - Education w/ Black Pickett Fence Online
31:43 - The Future of Technicians in Security
35:10 - Attracting The Younger Generation to the Industry
45:50 - Importance of Knowledge Transfer
53:15 - Celebrating Those That Make The Effort
1:02:42 - Quick Questions
1:20:25 - Wrap Up

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Baer's Info & Projects
Baer's Instagram
The Security Today Podcast
Black Picket Fence Online

Links referenced:

- Foley Belshaw Online Locksmithing Course - link here

- National Locksmith Guide to Manipulation - the thing that got Baer interested in locksmithing - link here

- Italian Job scene I think of with this ;)

- McKinsey & Co Article on Future of Skilled Trades - link here

- Wall Street Journal Article - link here

Celebrating Those Who Are Making An Effort In This Space:

Eddie Dacius - Instructor at North Bennet Street School link here
Cicada Systems - link here
Andrew Brown - Skilled Trades Advisory Council - link here
Rodger Schmidt - see Security Today Podcast Episode here

Running Your Own Business In The Security Industry w/ Pete Urueta Jul 18, 2024

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 into business ownership in the security industry and some lessons learned along the way.

Thank you to all the business owners out there - you are the bedrock of our industry and of our our country, and we definitely value you.

Hope you enjoy the show!

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Time Stamps:

2:56 - Pete's Background
13:55 - Pete's "Security Guy" Moment
18:20 - Journey Into Business Ownership
32.25 - Common Misconceptions of Business Ownership
39:48 - Mindsets of a Business Owner
52:49 - Quick Questions
1:06:39 - Closing
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Website for Pete's Company: Safety Centric

The Evolution of Aiphone w/ Paul Hefty Jul 03, 2024

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 was for orders only + mailing wiring diagrams).

For those newer into the industry, you'll learn about the history of this market leader in intercom/video entry solutions and the company culture that has been built over the years.

Hope you enjoy the show!

----more----

Time Stamps

3:45 - Paul's intro to Aiphone
6:30 - Early Aiphone Solutions & Who Aiphone Was (Pro Audio & Residential)
17:00 - Making Sense of Part Numbers
30:45 - Transition from Pro Audio to Security Focus & Growth
37:46 - "Take care of the people and the people take care of the company"
44:38 - What are you most excited about with the company?
55:50 - Quick Questions
Paul's Music Recommendations:
Bottlenose Koffins
D-A-D - "Monster Philosophy"
Dust Rhinos
HARDY - Mockingbird & THE CROW
Movies:
Dave Made A Maze
Rubber
Favorite Concert Experience - Super Geek League

Preparedness - Positioning Yourself For Success Jun 20, 2024

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!

Time Stamps:

1:30 - Intro to Preparedness - Preparing for the scenario & preparedness mindset

7:30 - Tips For "Road Warriors"

11:40 - RK on Coach Henigan - An Inspiration for Preparedness

16:30 - Preparing as a Tech

17:50 - Mentally Preparing for Customer Interactions

23:25 - Tip For Preparedness Ahead of Sales Calls

30:00 - Bench Testing Prepares For Success

34:10 - Preparedness as a Manufacturer's Rep

37:20 - Prepare Your Equipment

43:02 - Preparing For Internal Meetings

45:56 - Final Thoughts & Proper Mindset

References:
CERT Training - Program

The Office - How Dwight Prepares For Sales Call

Management Mentality with OUR "Zen Master" - Adam Reed Jun 06, 2024

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!
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Chapters:
2:20 - Adam's Background Before Security
9:35 - Career Path In Security
14:05 - Transition From Sales To Sales Management
20:05 - Adam's "Security Guy" Moment
23:00 - Management Style, Mentality, & Inspiration
38:50 - "Now Discover Your Strengths" - Book Discussion
53:22 - "Good To Great" - Book Discussion
1:21:00 - Quick Questions

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Books Referenced:
"Now, Discover Your Strengths" - from Gallup - link here
"Good To Great" - Jim Collins - link here

Our book for Adam - "Eleven Rings: The Soul of Success" - Phil Jackson - link here

(*Everett wasn’t wrong on Championships, we just stopped counting…sorry Pau and 2009,2010 Lakers)
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Find Adam's writings at: inwardthoughts.com

A Complete Look At School Security May 16, 2024

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 your schools and districts out there.

Enjoy the show!
Resources:
PASS - Partner Alliance for Safer Schools
E-book - Best Practices for Keeping Students Safe: A Guide To Campus Security - From Aiphone

Podcast Chapters:

5:32 - Fencing - Perimeter
9:10 - Exterior Surveillance
16:08 - Controlling Access via Communication & Visual Verification
22:00 - The Delicate Balance of Security & Psychological Impact
28:05 - Access Control In Schools
39:25 - Importance of Communications - Paging, Announcements, Procedures, etc.
49:55 - Vital Importance of Policy & Procedure
53:55 - Summary & Closing Discussion
1:02:30 - Preview of Next Episode

Questions About Questions - w/ Roger Kimmich May 02, 2024

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 the field.

Enjoy the show!

Podcast Chapters:
2:05 – Approaching topics before asking questions
8:23 – Questions to uncover needs
11:49 – Assume you DON’T know everything
15:14 – Facing reluctance to probing questions
16:12 – Clarify why you’re asking the question
17:39 – Adapting questions to the audience
21:33 – Your Questions can help your peers
28:20 – Having a goal in mind ahead of sales calls
35:40 – Key attributes of effective questions
38:31 – Tips to practice your questioning
44:10 – Connecting with people & appreciating stories

It's All About Relationships - w/ Everett Gray Apr 18, 2024

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 & Creating "Coaches"
5:45 - The Importance of Building Networks
9:10 - Developing Genuine Relationships & Networks
18:30 - Importance of Face-to-Face Interactions
20:06 - Transition From Small Talk to Making Genuine Connections
28:14 - Storing Personal Information of Contacts
31:02 - Closing
"The Office" episode referenced: Season 5 Episode 24 - "Heavy Competition" ...authenticity and your contacts & relationships being your contacts & relationships

BONUS Episode - ISC West 2024 Recap Apr 16, 2024

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 & show feedback!
+ More
Hope you enjoy it - we had a blast!
**Shoutout to Harper Promotional for the hats that one of our friends & fans was rockin' all show long that generated some interest in the show and created a pretty cool fan interaction that we share in the show. If you're looking for branded gear (hats, shirts, promo gear) for your company, hit up Kyle at Harper Promotional (link here) and tell him we sent you.

Aiphone System Selection Apr 04, 2024

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 to AC Series Access Control
35:28 - Summary
To find your Aiphone sales rep, click here: https://www.aiphone.com/sales

5 Things That Make A Good Salesperson In Security Mar 21, 2024

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 Tangent
44:47 - #5’s
54:25 – Honorable Mentions + Recap

Also referenced:

2000 Vince Carter Dunk Contest
2007 Dwight Howard "Sticker Dunk"
2008 Dwight Howard "Superman"
CRM Couples Therapy w/ Deebo
And also...Dwight Howard was with the Lakers 3x, not 2 ;)

Getting To Know Your Hosts Mar 07, 2024

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 “Security Guy” Moment – 18:30

What To Expect In Future Episodes – 21:31

The Security Guys - Intro Episode Feb 14, 2024

Welcome to the show!
In this intro episode, we'll be touching on the origin story of the podcast and a little bit about what you can expect in future episodes.
New episodes coming every 1st & 3rd Thursdays of the month - stay tuned!

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