Coffee Break with Jake

Taylor Sears is back. A few months after his Dealer Spotlight, the COO of Silent Guard and Davis Heat and Air joins Jake Voll for a working session on the four levers any dealer can pull to grow recurring revenue and the profit underneath it.In this conversation, Taylor and Jake walk through those levers, talk through where most dealers are leaving money on the table on each one, and what to actually do about it on Monday morning. You'll learn about...✅ Lever 1, raise prices: why "the next best day past yesterday is today," and how small surgical increases every year sidestep the ADT-style sticker shock that runs customers off✅ The hassle premium: anything that's a hassle, people will pay extra to make go away, but only if the value shows up first✅ Lever 2, grow your existing base: minimize attrition by doing things nobody else does, including auditing every customer's first-call-answer rate and replacing dead numbers before they cost a real alarm response✅ Why Silent Guard sells a Quality Assurance Program instead of a "maintenance agreement," runs it at 60-65% margin, and builds in incentives that pull customers back every time the tech changes (3G to 4G to LTE to whatever's next)✅ How a 10-year smoke detector lifespan becomes a forced sales touchpoint most dealers ignore✅ Lever 3, find more customers, the right ones: start with your top 100 RMR report, then hunt centers of influence like libraries, health departments, and school districts instead of fishing for lions in the Florida Everglades✅ Lever 4, increase value per transaction: Silent Guard's residential business went from losing $8 per labor hour in 2024 to making $15 in 2025 after adjusting labor rates, a $27 per hour swing on the same work✅ Why a small alarm install in a Kentucky candle factory office grew into a $400,000 project once the customer expanded their distribution, and why being already-on-site beats being the lowest bid✅ The apartment complex that adds 5-10 mobile credentials to its account every month with zero sales effort, and why that compounding is the entire point of recurring revenue✅ Wallet share: how to spot a customer where you have the alarm contract but a competitor has the fire, video, or access, and why every gap is a door for someone else to walk through✅ "What gets measured gets managed": the daily 5pm report Taylor uses to know exactly where his RMR sits, and why he texted his cell number to the live audience to keep the conversation goingCoffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

In this Dealer Spotlight edition of Coffee Break With Jake, Jake Voll sits down with Taylor Sears, COO of Silent Guard in Kentucky and Davis HVAC, to talk about how a 17-person family alarm shop turned itself into a 42-person operation doing three and a half times the revenue in five years, without ever buying out a competitor or chasing a fad.Taylor's path into the family business is not the usual one. He played college baseball, worked as an equipment manager for the Cincinnati Bengals, then took a job at 23 working directly for the governor of Kentucky and ended up across the table from Toyota's top finance executives negotiating tax incentives for the state. He came home to Silent Guard in 2019 with no specific role and zero alarm-industry experience. What he brought instead was a willingness to ask why, a comfort sitting at any table, and the conviction that the company needed a real business behind it, not just a job for his parents.In this conversation, Jake and Taylor unpack the playbook that got Silent Guard from there to here. Along the way they trade a few hard-earned leadership truths, including the Andy Dalton vs. A.J. McCarron snap-count story that reshaped how Taylor thinks about expecting excellence from a team.In this episode, we talk about...✅ Why a next-gen leader spending years outside the family business may be the single best thing they can do for it✅ "Always fear the problem that doesn't get resolved that people learn to live with and accept" (Jake confesses to a bathroom exhaust fan that ran broken for two years)✅ How Silent Guard went from 17 employees to 42 and 3.5x revenue in five years without acquiring anyone✅ Why losing Interlogix in 2019 ended up being the best thing that happened to the business✅ The decision to drop AV, central vac, and anything else outside the lane, and why being "good at everything" is a trap✅ How fire alarm and inspections became a real growth engine once Silent Guard committed to being the expert✅ Quoting jobs from actual labor data instead of wishful thinking, and what it did to margin✅ The Andy Dalton vs. A.J. McCarron leadership lesson: expect excellence, but give people the resources to hit it✅ "The biggest cause of frustration is unmet expectations, and the biggest cause of unmet expectations is either uncommunicated or unrealistic expectations"✅ Why Taylor measures growth in new hires, new houses, and new babies before he measures it in revenue✅ The Kaizen mindset Taylor took from a Toyota plant tour in Kentucky and brought home to Somerset✅ Why Silent Guard outworks bigger, better-resourced competitors, and why that mindset has to start at the topCoffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

In this special edition of Coffee Break With Jake, Jake Voll sits down with Rebekah Johnson, co-founder and executive director of Embers of Hope.Rebekah's story starts in May 2002, when an electrical spark from the outlet behind her headboard set her mattress, and her, on fire. She woke up engulfed, ran out the front door, dropped, and rolled in the grass. Then she ran back inside for her roommates and her pets. She was treated at Shands Burn Unit in Gainesville. What followed is the part most people never hear: years of revisions and skin grafts that don't grow with a child, the social and emotional weight burn-injured kids carry back into a school of 400 classmates, and the life she has since built advocating for arc-fault protectors, working smoke detectors, and residential fire sprinklers. She and her husband, a Florida firefighter, founded Embers of Hope to run a Florida burn camp where kids don't have to wear a hoodie in 85-degree weather to hide their scars.In this episode, we talk about...✅ The night Rebekah woke up on fire, what stop-drop-and-roll actually looked like in the moment, and why a practiced plan beats any single product on the wall✅ The recovery story most people never hear: the social and emotional aftermath, including what life is like for a kid going back to school covered in scars✅ How a 30-minute transformation happens at Embers of Hope camp, including the boy who took off the do-rag he had worn since his injury and never put it back on✅ The sixth-grade boy who begged Rebekah to help him get back to school after his district denied medical transport, and how she made it happen✅ Why the low-battery smoke detector signal central station keeps reporting is a bigger deal than dealers sometimes treat it (Jake includes a confession of his own)✅ The advocacy fight for arc-fault protectors, residential fire sprinklers, and code changes that prevent these injuries in the first place✅ The Kidde Commercial partnership: 10% of gross profit on Kidde Commercial sales through SS&Si this year, up to $10,000, matched dollar for dollar by Kidde, all going to Embers of HopeLearn more about Embers of Hope: https://www.embersofhopefl.org/Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak===========================SSS&Si Dealer Network isn’t just a distributor. We’re your partner in success. We specialize in security and low voltage products, but what truly sets us apart is our commitment to your brand. With our #blessedandbranded program, we’ll print your logo on most products you buy from us, ensuring your brand is always front and center.  Let’s grow your business together!🌐 https://shop.ssandsi.com✉️ [email protected]📞 866-364-0030===========================Connect with us on social mediaLinkedIn: https://www.linkedin.com/company/ssandsiFacebook: https://www.facebook.com/ssandsiInstagram: https://www.instagram.com/ssandsidealernetworkX: https://www.x.com/dealernetwork

In this special edition of Coffee Break With Jake, Jake Voll sits down with Manish Dalal, Founder and President of ZKTeco USA, to dig into where biometrics fits in the modern access control stack and why the physical credential is quietly becoming the weakest link on your customer's door.Manish has been working in biometrics since 1998, starting with the first biometric time and attendance systems in India and building ZKTeco into a global operation with presence in more than 50 countries, 3,500 employees, three manufacturing plants, and a U.S. factory coming online within six months. In this conversation, he and Jake walk through fingerprint, face, and palm vein recognition, unpack the privacy misconceptions that still slow adoption here in the States, and talk honestly about what it actually costs a dealer to bring biometrics to a customer site.In this episode, we talk about...✅ Why physical credentials (even encrypted ones) have become a real security risk and the bank-badge-in-the-parking-lot story that makes it obvious✅ How palm vein works, why it's inherently private, and why you can't spoof it with a photo (or a severed hand)✅ Why the Amazon One rollout quietly moved palm biometrics into the mainstream✅ The privacy misconception that's keeping U.S. adoption behind Asia and the Middle East✅ The TSA PreCheck and Clear analogy Manish uses when enterprise customers push back✅ What the Houston customer actually did when they replaced 650 card readers with biometric readers across 13,000 employees✅ Why the cost of a biometric reader is basically the same as a card reader once you look at total cost of ownership✅ The hidden cost of mobile credentials nobody is calculating (hint: every time an employee gets a new phone)✅ Why a single password reset costs healthcare $80 to $100 and what that means for the biometrics pitch✅ Where the door reader is headed: multifunctional devices that handle credential, intercom, visitor QR, and face in one box✅ Manish's advice to integrators leaning into biometrics: sell on value and total cost of ownership, not priceCoffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

Join Jake Voll as he sits down with Lee Odess, globally recognized access control industry analyst, author of The Six Phase Changes Shaping Access Control, and founder of PhySec Collective, to talk about where access control is really headed and what that means for every dealer and integrator selling into this market today.In this episode, Jake and Lee break down the thesis that has defined Lee's work: the access control industry isn't a $10B security market. It's a $100B enterprise software opportunity hiding inside one. They unpack why that gap exists, where it shows up in real dealer conversations, and what the shift from "security industry" to "enterprise software industry" actually means for how you sell, what you carry, and who you partner with.In this episode, we talk about...✅ Why the $10B vs. $100B framing should change how every dealer thinks about their market✅ The "utility plus" shift — access control isn't just keeping bad people out anymore✅ Why COVID broke the legacy trust model and what enterprise buyers expect now✅ The identity shift: from controlling the door to managing who people are and what they can access✅ Why the value of pure system configuration is going down (and what takes its place)✅ The "access care" concept — a different lens for thinking about what you sell✅ Where AI and operational intelligence are creating real value (and where it's still noisy)✅ Why open platform might be the most overrated buzzword in access control right now✅ The locksmith opportunity: physical expertise in a software-dominated world✅ One old truth Lee says the industry needs to stop believingCoffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

Join Jake Voll as he sits down with Josh Trim of Pennington & Trim to talk about what it takes to grow a security company across generations — and why “sales” isn’t about pressure or commissions, it’s about trust, character, and delivering the right solution for the customer.In this episode, Jake and Josh unpack the early grind of building a company, the advantage technical people often have in sales, and the mindset shift that separates short-term transactions from long-term customers. Josh shares the principles he learned from his dad (industry legend Ed Trim) and the day-to-day habits that build credibility fast — especially when you’re young and trying to earn respect in a tough trade.In this episode, we talk about...✅ Why technical people often make the best sales reps in security✅ The “early grind” reality of starting and scaling a security business✅ How selling the right solution creates long-term customers (and referrals)✅ The character-first mindset that builds trust faster than product knowledge✅ Josh’s best advice for younger leaders: outwork everyone, show up early, earn respect✅ Why caring about the customer beats caring about commissions (and improves close rates)Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

Join Jake Voll as he sits with industry consultant Robert Few, managing partner of The Connection Exchange (TCX), to unpack one of the biggest growth bottlenecks in the security industry: hiring and keeping the right salespeople. For many dealers, growth stalls not because of a lack of opportunity, but because they are afraid to invest in sales talent without the systems, pricing structure, and accountability to support them.In this episode, Jake and Robert break down what it really takes to build a sales program that works. They cover how to structure compensation, how to train new hires without expecting them to "clone the owner," and how to protect margins while still giving salespeople enough freedom to close deals.✅ Stop waiting to “clone yourself” and build real systems for training, pricing, and accountability✅ Decide whether to hire a salesperson or installer first when cash flow only allows one move✅ Set practical sales quotas for upfront revenue and RMR so reps know what success looks like✅ Build pricing guardrails and simple packages that help reps sell confidently without constant approvals✅ Create commission plans that drive profitable jobs and recurring revenue, not just top-line sales✅ Avoid common sales-management mistakes, including promoting your top rep into the wrong role✅ Learn better hiring tactics, from where to find candidates to how to evaluate fit beyond the interviewCoffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

Professionalism isn’t branding; it’s operations. In this episode, Jake is joined by several seasoned pros across the industry to break down what “high standards” actually look like in the alarm and security integration world.From hiring sales reps for character and integrity, to building packages, pricing guardrails, and quote approvals, to tech behaviors as simple as booties + moving blankets, this conversation connects the dots between professional execution and what matters most: customer trust, retention, and long-term RMR.What you’ll learn in this episode:✅ How dealers are hiring salespeople around character, ownership, and integrity (not just charisma)✅ Why “packages/kits” and clear product standards prevent sales-tech conflict✅ How using the right tools can speed onboarding and reduce quote errors✅ The 2-layer safeguard that stops bad quotes before they reach the customer✅ Field professionalism that costs almost nothing but changes everything✅ Why tech soft skills can be more valuable than speed, and how to measure it✅ How to use post-install feedback to catch issues before customers quietly churnCoffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

Most alarm systems still deliver the same thing they did decades ago: a binary signal from a door or motion sensor. But customers don’t buy “a signal”; they buy the belief that you’ll stop crime. In this episode, Jake sits down with Wes Usie (Founder/CEO, Guardian Alarm Systems and CHeKT) to unpack why traditional intrusion is hitting a ceiling and why proactive video monitoring is becoming the new standard.Wes shares what he learned building an alarm company, running a monitoring center, and then building a platform to scale video monitoring. You’ll hear how to sell and price proactive video in the real world, how to reduce false alarms with smarter detection, and why SMB outdoor assets behind a fence might be the biggest untapped opportunity dealers have right now.What you’ll learn in this episode:✅ Why “binary door info” won’t meet customer expectations going forward✅ The real business risk of the 99% false alarm rate✅ How proactive video changes the game: deterrence before the crime✅ Why a fence matters (and how it reduces events and improves monitoring outcomes)✅ How to price video monitoring without getting wrecked by central station event costs✅ A simple mental shift: stop selling “cameras”; start selling detection devices✅ A practical on-ramp: self-monitoring + automated deterrence as a baby step into videoCoffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

What does it really mean to be unapologetically client-focused in the security industry? In this episode of Coffee Break With Jake, Jake sits down with Marvin Smith, owner of Orlando Emergency Signal, to unpack nearly two decades of lessons on service, culture, and building a brand people trust.From growing up on a farm with a love for electronics to walking away from Disney to build a security company rooted in values, Marvin shares why attitude, appearance, and accountability matter more than any piece of hardware you install. This conversation is a masterclass in how service failures, when handled right, can become your biggest differentiator.In this episode, you’ll learn how to:✅ Turn service into a competitive advantage that fuels referrals✅ Transition from solo operator to team leader without losing standards✅ Set and celebrate milestones without chasing a moving goalpost✅ Handle high-maintenance clients without firing them prematurely✅ Use technology like texting and video to elevate customer experience✅ Stay relevant to long-term customers as the industry evolves✅ Build brand recognition through consistency, visibility, and trustCoffee Break With Jake is recorded live every Friday at 11am ET.Join us live or register to attend at 👉 https://go.ssandsi.com/coffeebreak

The tables have turned. Jake Voll (the host of Coffee Break With Jake and CEO of SS&Si Dealer Network) is in the hot seat this time! Tyler Martin takes over the mic to uncover the story behind one of the alarm industry's most distinctive distributors: how a family business and an eBay side hustle evolved into a national competitor that punches well above its weight class against billion-dollar giants.This isn't your typical origin story. Jake reveals the unconventional strategies, "poison pill" competitive edges, and relationship-first philosophy that allowed SS&Si to carve out dominance in a commoditized market. From building one of the industry's largest online communities (Burglar Alarms Online) to offering unprecedented free branding programs for dealers, Jake shares the counterintuitive moves that turned limitations into advantages—and how you can apply the same thinking to your business.✅ The pivotal moment that transformed an online side hustle into a distribution powerhouse✅ Why Jake's "poison pill" strategy slowly dismantled competitor advantages (and how family-owned companies can deploy similar tactics)✅ How SS&Si differentiated in a commodity business through creativity, community, and killer branding✅ The real cost and ROI of investing heavily in dealer branding programs (printers, people, systems—Jake breaks it all down)✅ Why Jake's favorite customers are family-owned alarm companies—and what that reveals about competitive moats in this industry✅ Behind-the-scenes insights on leadership in ESA, TMA, and why industry involvement isn't optional for serious players✅ What the billion-dollar distributors consistently miss that small, nimble companies get rightCoffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

Selling a family business isn't just a financial transaction. It's an emotional journey that tests your identity, relationships, and vision for the future. Jeremy Bates, VP of Business Development at Pye Barker, joins Jake to share the raw, unfiltered story of selling Bates Security, the second-generation company he helped build from cleaning bathrooms to the SDM Top 32.This conversation goes beyond the numbers. Jeremy opens up about the fears that kept him up at night, the promises that mattered more than price, and why staying on after the sale became the opportunity of a lifetime. If you're a security business owner wondering what's next—or just trying to build something great—this episode will give you a roadmap.In this episode, you'll discover:✅ Why you should always run your business like it's for sale (even if you never plan to sell)✅ The critical questions to ask potential buyers that go far beyond valuation✅ How Jeremy validated buyer promises by talking to other sellers, and what he learned✅ What actually changes post-acquisition (and what surprisingly stays the same)✅ The "deal certainty" framework: funding, staff, infrastructure, and integration capabilities✅ Real numbers that shocked Jeremy (like $20 million in employee bonuses and ownership programs)✅ Why recurring revenue (RMR + service contracts) makes your business recession-proof and acquisition-readyCoffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

Most security integrators treat large commercial projects like one-time windfalls.Install the system, collect the check, and move on. But what if that $50,000 access control system could generate $200,000 over its lifetime? In this episode of Coffee Break With Jake, Jake Voll welcomes Peter McCoy from New Lane Finance to discuss strategies for security dealers to transform project revenue into predictable, recurring income streams.You'll learn about...✅ The exact pricing formulas successful integrators use for service agreements (per door, per camera, per system size)✅ Why waiting to offer maintenance plans until after installation kills customer relationships (and your profit)✅ How to finance commercial systems with $408 monthly payments instead of $20,000 upfront (and still get paid in full immediately)✅ The network control mistake that costs integrators thousands in unbillable service hours✅ Real case study: How one dealer structures deals to collect $12,000 upfront and $12,000 more over 5 years✅ Leasing vs. in-house financing. The risk/reward breakdown every integrator needs to understand✅ The $1.89/hour sales technique that closes commercial deals by reframing security as supervision, not expenseCoffee Break With Jake is recorded live every Friday at 11am ET, and anyone in the security industry is invited to join us! Register to attend at https://go.ssandsi.com/coffeebreak

Let's talk about how AI is transforming security businesses. And no, we're not talking about AI-powered security technologies. We're talking about how artificial intelligence is revolutionizing the way security integrators and dealers run their businesses right now.On this special edition of Coffee Break with Jake, Jake Voll sits down with Don Moran from HighlandTech, a former industry insider turned AI entrepreneur who left a Fortune 100 career to help security companies leverage AI agents in their daily operations.If you've been hearing the AI buzz but struggling to understand what it actually means for your business, this episode cuts through the noise with real-world examples from central stations, integrators, and service providers already seeing results. Don and Jake explore how AI agents—digital workers with the ability to automate repetitive tasks—are helping security companies improve service levels, reduce response times, and stay competitive without necessarily reducing headcount.✅ What AI agents actually are (and how they differ from ChatGPT): think digital workers that operate autonomously within specific workflows, not generic chatbots✅ Real central station success stories using AI voice agents to handle non-dispatchable events, replacing clunky IVR systems with natural conversations that customers actually appreciate✅ The service-side goldmine: why 24/7 service inbox monitoring, tier-one tech support automation, and inspection scheduling represent the biggest opportunities for security integrators✅ How to start small and scale smart: Don's proven framework for identifying repetitive tasks, mapping workflows, and implementing vertical agents tailored to your brand voice✅ Lead conversion breakthroughs: AI agents that call expired leads immediately, book appointments consistently, and never have a bad day or forget to follow up✅ Security and ethical considerations: what you need to know about data privacy, prompt injection risks, and giving AI agents the right level of access✅ The upskilling opportunity: how to help your team transition from repetitive roles into more strategic positions as AI handles mundane tasks, keeping jobs while elevating serviceCoffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

What happens when your work spouse is your actual spouse? In this episode of Coffee Break With Jake, we dive into the real-world dynamics of running a business with your spouse. Jake sits down with Katie & Parker Smith of Alarm Protection Services, Barb & Dwight Sears of Silent Guard Security, and Jim & Rita Parker of Parker Security Services. Together, they unpack what actually works when love and livelihood overlap. From communication and culture to hiring, growth, and hard pivots, this is a candid look at how strong marriages shape strong companies.Episode Highlights:✅ “Attitude reflects leadership”: how respectful spouse-to-spouse communication cascades into company culture and customer care.✅ The Sears family playbook✅ Katie and Parker's transition lessons✅ Startup grit from Jim & Rita✅ Making big decisions without blowups✅ Rapid growth without family chaos✅ Home vs. office and setting healthy boundariesCoffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

In this episode of Coffee Break with Jake, we dive into the realities of running (and working in) a family-owned alarm company with special guest Melanie Henson of Stewart Electronics. From rags-to-joy founder stories to third-generation transitions, we explore what makes family businesses resilient through candid insights from owners, successors, and non-family team members.Key takeaways from this episode:✅ How founders built loyal customer bases through word-of-mouth (and what still works today)✅ The messy middle of succession: planning early, using a neutral consultant, and separating personal vs. business finances✅ Creating fair opportunities for non-family staff with clear org charts, SOPs, and Monday huddles where every voice counts✅ Setting boundaries: no shop talk at Easter, no chain-of-command shortcuts at work✅ Open-door leadership that actually works: why access to decision-makers beats big-company bureaucracy✅ Preparing the next generation the right way (rotate roles first; leadership is earned, not inherited)✅ Why women are changing the game in security—and how to invite more into the industryCoffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

In this episode of Coffee Break with Jake, we sit down with Steve Butkovich, president of The Monitoring Association (TMA) and Chief Product Officer at CPI Security, to unpack where professional monitoring is headed and why it matters for dealers, integrators, and end users.From life-safety saves to business-critical dispatches, we explore how modern central stations turn sensors, video, and automation into real outcomes.✅ Real saves that matter✅ Next-Gen ASAP-to-PSAP✅ AVS-01 Alarm Scoring✅ Two-Way Voice.✅Central-station portals and daily activity reports✅ Central Station as a Service✅ What makes (and breaks) partnershipsCoffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak.

In this episode of Coffee Break with Jake, we tackle one of the alarm and security industry's biggest challenges: customer retention. Jake and his guests offer practical strategies for reducing attrition, engaging clients, and protecting accounts from competitors. Whether you're a business leader, sales professional, or technician, you'll discover actionable insights to build customer loyalty and boost long-term revenue.Key highlights from this episode:✅ Why attrition is the most important metric to monitor and how to calculate it ✅ How to recapture accounts when customers move (old address and new address strategies) ✅ Training customers at install to prevent misuse and dissatisfaction ✅ Best practices for sales reps to attend installs and build long-term trust ✅ Creative follow-up processes, including phone calls, contact cards, and resource emails ✅ Turning unexpected service charges into opportunities to sell maintenance plans ✅ Using service agreements and camera system health monitoring to boost RMR and retentionCoffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak.

In this episode of Coffee Break With Jake, we dive into the power of specialization. How are integrators, dealers, and monitoring centers finding growth by focusing on unique verticals and solving complex problems? That's what we're talking about today. From cannabis facilities in Massachusetts to Orthodox Jewish communities, recycling plants, and multifamily housing, Jake and his guests share how narrowing your focus can open up big opportunities.✅ How one company grew to 175+ cannabis facilities by becoming vertical experts✅ Why focusing on regulation-heavy markets can pay off big✅ Serving Orthodox Jewish communities with Sabbath-friendly automation✅ How monitoring centers are literally putting out fires remotely✅ Teaching seniors technology as a specialized service model✅ How multifamily property projects snowball into recurring revenue opportunities✅ The importance of pricing, margins, and knowing your true costs in niche workCoffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

In this episode of Coffee Break with Jake, we dive into the ins and outs of buying, selling, and valuing security companies. Jake is joined by Colby and Joe Monachino of Monachino Partners, a full-service M&A firm specializing in the security, fire, and life safety industries. With decades of experience, they break down what really drives value in a company, from recurring monthly revenue to project diversification, and how to avoid common pitfalls that can derail a deal.Here's what we dive into in this packed conversation:✅ Why you should always evaluate your company like you’re preparing to sell✅ Key differences in valuing recurring monthly revenue (RMR) vs. project revenue✅ How to avoid “deal killers” like poor contracts, hidden liabilities, or weak margins✅ The importance of cultural fit and customer experience when choosing a buyer✅ Common mistakes that lower valuation (and how to fix them before going to market)✅ Opportunities for buyers to find hidden value in underpriced or under-managed accounts✅ Best practices for smooth post-acquisition integration and minimizing attritionCoffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

In this episode of Coffee Break with Jake, we dive deep into the art of turning proposals into PO's. Jake leads a candid discussion with security pros from across the industry on preventing ghosting, speeding up quote delivery, tracking conversion rates, and making sure deals are both won and profitable. This week's discussion points:✅ How top performers track and segment conversion rates by customer type, vertical, and rep✅ Why speed matters, and how fast quoting can win deals before competitors react✅ Strategies to prevent ghosting and re-engage cold prospects✅ Handling long sales cycles and large projects without losing momentum✅ Using install schedules, deadlines, and project registrations to create urgency✅ Aligning reps with the types of deals they close most profitablyCoffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

In this episode of Coffee Break With Jake, we're talking about the power of strategic planning and why it matters at every level of your business. Whether you’re leading a team or just trying to keep your head above water as a business owner, this conversation sheds light on why good planning is essential.We explore everything from annual and quarterly planning cycles to leadership development, technician pipelines, and the danger of unspoken expectations. Hear how other security professionals are setting realistic, actionable goals, sharing financial data with their teams, and building cultures of accountability that lead to real results.✅ Why small business owners must pause to plan✅ The concept of “Big Dot” goals and how to align your team to them✅ The danger of unspoken expectations (and why they sabotage your team)✅ How to structure succession planning and grow internal leadership✅ Practical examples of goals that missed the mark (and how to recover)✅ Why apprenticeship programs are a long-term win for service tech shortages✅ The difference between stretch goals and unrealistic ones (and how to motivate your team)Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

In this episode of Coffee Break with Jake, we explore one of the most urgent topics in our industry: attracting and retaining young talent. Jake Voll is joined by several professionals who share their unique paths into the security industry, from an MBA internship to military service, high school telemarketing, banking, and even bartending. Each story illustrates the value of meeting people where they are, taking a chance on raw potential, and building a culture that supports growth.Listeners will come away with practical strategies for hiring under-30s, the importance of apprenticeship programs, and how to treat recruiting with the same intensity as sales and marketing. From paid campaigns and association-led initiatives to building a flexible, family-first workplace, this conversation delivers actionable insights for anyone looking to build a stronger team.Here's what we discuss in today's episode:✅ Real-world hiring stories from across the security industry✅ Why internships and job fairs still work (when done right)✅ How flexible schedules and family values boost retention✅ The role of associations in workforce development✅ Building an apprenticeship program that actually works✅ Why young hires can outperform seasoned techs✅ Treat recruiting like marketingCoffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

In this episode of Coffee Break with Jake, we're joined by Vinny Peone, a former technician turned award-winning marketer and co-founder of Ignite Strategic Partners. Vinny shares his journey from climbing ladders to claiming Sammy Awards for marketing excellence. And he’s not shy about what works and what doesn’t! If you've ever felt like marketing was just lighting money on fire, this episode is for you.We dive into real-world marketing wins and failures in the security industry, uncovering why flashy ad agencies often miss the mark, and how field technicians might be your most powerful marketing tool. You’ll walk away with actionable advice on social media, content creation, tracking ROI, and building a brand that actually converts.✅ How Vinny turned field installs into three Sammy Awards✅ Why most marketing agencies fail in the security space✅ What kind of marketing actually works, and what’s a waste of money✅ Tracking ROI with simple tools like Google Analytics and CRM✅ How to leverage your techs for real, authentic content✅ The importance of storytelling in campaigns and customer reviews✅ Creative social media ideas you can start today with just your phoneInterested in learning more about Ignite Strategic Partners? Visit their website at https://ignitestrategic.net/Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

In this episode of Coffee Break with Jake, we dig deep into the world of pricing strategy with security integrators from across the country. Are you a business owner or sales leader looking to get serious about your margins? This is the episode for you.You’ll hear stories of pricing failures that cost thousands, lessons learned the hard way, and strategies for turning sales and operations into a collaborative force. We explore everything from good-better-best pricing psychology to using live distributor data to stay profitable in a volatile market.✅ Common causes of pricing failures and how to prevent them✅ Real-world job costing and margin tracking practices✅ The importance of approval processes and tech-sales alignment✅ Why “Frankenstein systems” hurt serviceability and reputation✅ Good-better-best pricing: real strategy or false choice?✅ Incentivizing both techs and salespeople on profitability✅ How recurring revenue can hide serious inefficienciesCoffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

On this episode of Coffee Break with Jake, we dive into one of the most pressing issues for integrators and service providers: getting paid on time. Jake and several industry professionals tackle the tough realities of customer payment terms, from managing receivables with Fortune 50 companies to navigating the unpredictable world of production home builders.You’ll hear practical strategies on setting boundaries, enforcing payment rules, and using automation and third-party tools to stay on top of AR. Whether you’re dealing with net-120 terms from a corporate giant or a homeowner who forgot to pay their $30 monitoring fee, this episode is packed with insight on protecting your cash flow without burning bridges.✅ The importance of cash flow discipline for small businesses✅ Net 90 and net 120 realities when working with large corporations✅ How to negotiate better terms and say “no” with confidence✅ Real-world policies: credit holds, two-strike rules, and early-billing tactics✅ Lessons from working with home builders (and when to walk away)✅ Outsourcing AR follow-up with tools like ARM and Cornerstone✅ Leveraging alarm system lockouts and lien rights for serious enforcementCoffee Break With Jake is recorded live every Friday at 11am ET. Join the conversation! Register to join us live at https://go.ssandsi.com/coffeebreak

In this episode of Coffee Break with Jake, we dig into the daily habits and mental shifts that help security pros and business leaders manage stress while staying productive.As a busy professional juggling work-life balance, how do you manage energy, avoid burnout, and find moments of calm? In this episode, we chat about...✅ Morning rituals✅ Setting expectations with your team✅ Gratitude & quiet reflections✅ Work-life balance✅ Managing slumps and slow-downs✅ Pushing through the early growing pains of a business✅ Resetting your dayHow do you manage stress and burnout as a busy security professional? Let us know in the comments.Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

In this episode of Coffee Break with Jake, we dive deep into operations and technician management with a focus on fleet tracking, GPS systems, vehicle cameras, and time-and-attendance tools. Hear firsthand from industry pros about how their companies are using real-time tracking, safety alerts, and performance metrics to improve technician accountability and job efficiency, all without micromanaging.Today, we talk about...✅ GPS fleet tracking and vehicle safety✅ In-cab cameras: implementation, privacy, and ROI✅ Using driving data to improve insurance and bonus programs✅ Time & attendance tracking for accurate labor costing✅ Tech utilization rates and billing efficiencyWhether you're managing a small service fleet or scaling a multi-state operation, this episode is packed with practical tools and candid insights to help streamline your field operations.

In this episode of Coffee Break with Jake, we’re diving into the power of social media marketing and how security professionals can use it to grow their businesses. Hosted by Jake Voll, this conversation brings together experts in marketing and security to discuss what works, what doesn’t, and how to stand out in an industry that often struggles with engaging content.In this episode...Jake Voll shares his journey of growing his LinkedIn presence to over 1 million impressions in the past year and how he’s leveraged it to grow his network and business. Tyler Martin shares his expertise in creating videos that don’t feel like ads but still drive business growth.Vinny Peone discusses creating engaging content that stands out and shows off his brand personality.Key Takeaways:✅ Why authenticity and personality matter more than ever✅ How to create valuable content that attracts customers without feeling salesy✅ Overcoming the fear of posting and finding the right topics to talk about✅ Why social media is a long-term strategy, not just a sales tool✅ The importance of showing up consistently to build trust and authorityJoin us for this insightful discussion and learn how you can start leveraging social media to take your security business to the next level!Do you want to get started with social media marketing, but not sure what tools to use? Check out Tyler's Toolbox for some recommendations to get you started: https://pages.ssandsi.com/toolbox

Is alarm monitoring still worth it?With more homeowners relying on unmonitored alarms and cameras, is professional alarm monitoring still valuable? In this episode, we break down the biggest challenges facing the industry: slow or no police response, common objections like “I have a gun and a dog,” and the growing burden false alarms place on law enforcement.We also dive into the real-life impact of alarm monitoring, from saving lives in emergencies to protecting against threats that a dog or firearm simply can’t. Plus, we explore how technology is evolving to improve response times and reduce false alarms.If you’re in the alarm industry or thinking about home security, this is a conversation you don’t want to miss!AVS01 Scoring Standards: https://tma.us/standards/tma-avs-01-alarm-validation-standard/

Are you ready to buy or sell an alarm company? In this episode, we dive deep into the world of alarm company acquisitions and break down everything you need to know, from preparing for a sale to valuing your business.Highlights include:🔹 The key factors buyers look for when evaluating alarm companies🔹 Why due diligence is critical🔹 How to handle holdbacks, central station transitions, and employee retention🔹 How recurring revenue impacts valuation🔹 Tips for both buyers and sellers to prepare for a successful dealWith expert insights from Kelly Bond (Partner at Davis Mergers & Acquisitions) and industry experts, we cover the full spectrum of what it takes to navigate alarm company acquisitions.

In this episode of Coffee Break with Jake, we dive into the power of word-of-mouth marketing, the value of referral programs, and how to make the most out of networking events.Discover actionable tips and real-world strategies to grow your business, build lasting relationships, and create a buzz that keeps your brand top of mind. Whether you're a seasoned security professional or just getting started, this episode is packed with insights you can apply today!Want to join Coffee Break with Jake live? Network with some of the security industry's greatest minds every Friday at 11am ET. Register today! https://pages.ssandsi.com/coffeebreak