Unlocked Podcast

As physical security companies scale, regional expansion is often the ultimate growth engine—and the ultimate culture killer. In Episode 79, the Unlocked trio—Lars Johnston (Calgary Lock & Safe), Tony Hokanson (Assured Security), and Chad Lingafelt (Loc-Doc Security)—tackle the tactical friction of geographic scale . Fresh off a cross-border training event, Tony puts the guys in the hot seat to discuss how to project foundational beliefs across branches that sit hundreds of miles away . Lars shares his real-world "acquisition scars" from absorbing an existing team in Edmonton, outlining why leaders must prepare for cultural turnover when standardizing a local operation . Chad details his high-tech "virtualized conference room" framework that forces satellite locations to actively engage rather than passively observe corporate huddles . From sensory branding hacks to empowering branch managers to carry the operational torch, this episode outlines how to build a unified footprint without diluting your signature standards

We are officially a quarter into 2026, and it’s time for the Unlocked trio to stop talking and start walking. In Episode 78, Lars Johnston (Calgary Lock & Safe), Tony Hawkenson (Assured Security), and Chad Lingafelt (Loc-Doc Security) revisit the ambitious goals they set in January to see what’s actually sticking.The conversation gets real as Chad describes the "brain transplant" of rolling out a proprietary software across 50+ employees and the leadership diplomacy required when systems break. Tony reveals his "North Star" goal of scaling to 100 technicians and how that single metric has completely changed his decision-making process for Q2. Meanwhile, Lars explores the tension between building rigid routines and maintaining the innovative creativity that drives growth. From targeted email marketing to the "screen test" for deleting inefficient processes, this episode is a blueprint for mid-year course correction.

Fresh off a sales training in North Carolina, Chad (Loc-Doc Security), Tony (Assured Security), and Lars (Calgary Lock & Safe) tackle their most technical "homework" assignment yet: Process Mapping.Inspired by Elon Musk’s "Five-Step Process" and the realization that many security businesses are "built around the edge case," the trio discusses how to visualize the invisible workflows that are draining their profitability. From Lars’s "horrifying" discovery of a loose email-quote process to Chad’s radical use of Meta smart glasses and AI to time-code technician efficiency, this episode is a masterclass in operational hygiene. Learn why "everyone being responsible" means nobody is responsible, and how to stop optimizing processes that shouldn't even exist.

In Episode 76, Tony (Assured Security), Lars (Calgary Lock & Safe), and Chad (Loc-Doc Security) step outside the security industry to examine what the world’s most successful brands can teach us about growth and operations. From the rigid, fat-marbling precision of The Keg’s steak-grilling process to Raising Cane’s relentless focus on the "chicken finger specialist" model, the trio discusses how to turn complex services into repeatable habits. The conversation dives deep into Uber’s frictionless payment model, Elevation Church’s multi-campus brand consistency, and the rural market dominance of Casey’s General Store. If you've ever wondered how to make your locksmith company feel less like a "break-fix" chore and more like a high-end experience, this episode provides the blueprint for borrowing brilliance from other industries.

In Episode 75, the Unlocked trio—Lars Johnston from Calgary Lock & Safe, Tony Hokanson from Assured Security, and Chad Lingafelt from Loc-Doc Security—break down the literal architecture of their businesses. Moving past high-level philosophy, they dive into the tactical "how-to" of departmental structure, reporting lines, and the common pitfalls of scaling past 25 employees.Lars challenges the group to discuss why "gross revenue is vanity, but structure is what keeps it". They explore the evolution from a "comb" structure where everyone reports to the owner, to creating specialized micro-teams with mid-level managers. Whether you are deciding if your electronics techs should cut their own strikes or figuring out why you have high turnover in a "unicorn" dispatch role, this episode provides a blueprint for building a business that regresses to a solid structure rather than falling into chaos.

In Episode 74, the Unlocked trio—Chad (Loc-Doc Security), Tony (Assured Security), and Lars (Calgary Lock & Safe)—engage in a high-stakes debate over the future of security sales. Fresh off a trip to Las Vegas for ISC West, Chad proposes a radical shift: abandoning the generalist model in favor of "micro-business centers" where salespeople specialize in single disciplines like video, access control, or doors and frames.Tony pushes back hard, arguing that specialization can alienate customers who want a single point of contact and may lead to missed cross-selling opportunities. The guys explore the psychology of "Hunters vs. Gatherers," how to reduce salesperson training time from one year to one month, and why the "one-stop-shop" model might be harder to scale than you think. Whether you're a "guy in a van" or managing a multi-million dollar sales team, this episode will challenge how you view your go-to-market strategy.

In Episode 73, Tony (Assured Security), Lars (Calgary Lock & Safe), and Chad (Loc-Doc Security) tackle the challenge of growing organically by capturing large-scale projects. The trio explores tactical ways to move beyond basic break-fix service calls and into the world of $50,000+ contracts.Chad reveals the "Association Strategy," explaining why trade associations are the key to finding ideal customers where they actually hang out. Lars shares his "Skywalker" approach to dominating a downtown commercial core by building deep relationships with property managers. The episode culminates in a heated debate over the future of sales: Is it better to have a team of specialists laser-focused on one product line, or generalists who can sell the entire "one-stop-shop" model?.

In Episode 72, the Unlocked trio—Tony (Assured Security), Lars (Calgary Lock & Safe), and Chad (Loc-Doc Security)—dive into the psychology of decision-making. Inspired by the work of Nobel Prize winner Daniel Kahneman and sage advice from "Uncle Glenn," they explore System 1 (Fast/Habitual) and System 2 (Slow/Analytical) thinking.The guys discuss how to use "Level 2" brainpower to architect "Level 1" processes that run on autopilot, freeing up mental energy for high-stakes strategy. From Chad’s self-driving car reducing commute fatigue to Tony’s specialized pinning stations that eliminate technical guesswork, this episode is a masterclass in building a business that "rhymes with sufficiency". Whether you're fighting decision fatigue or trying to scale technician training beyond "osmosis," learn how to stop reacting and start orchestrating your business operations.

In Episode 71, Chad (Loc-Doc Security), Tony (Assured Security), and Lars (Calgary Lock & Safe) dive into the psychological and operational warfare of "The Messy Middle." Inspired by Scott Belsky’s framework, the trio explores the volatile space between the dopamine-heavy start of a project and the satisfaction of the finish line.The conversation gets tactical as they discuss how to distinguish a "false positive"—like a lucky $1.2 million contract—from a truly scalable system. They also tackle the "Burden of Excellence," discussing how to protect your A-players from being punished with more work while C-players coast. From moving toward flat-rate "per door" pricing to reconcile the ego of no longer being the "fixer" in your own company, this episode is a guide for any leader currently in the thick of scaling.

Buckle up for Episode 70, where the trio takes on an Instagram-inspired "Blind Rank" challenge that nearly breaks the podcast. Tony (Assured Security) forces Lars (Calgary Lock & Safe) and Chad (Loc-Doc Security) to rank a list of 12 business and philosophy books without knowing which title is coming next.The result is a chaotic, high-stakes debate over the industry's most influential texts. From the "broccoli" of 4 Disciplines of Execution to the transformational power of Turn the Ship Around, the guys break down why certain books are foundational for new owners while others are designed for high-level strategic pivots. Whether you’re looking for a people management manual like Radical Candor or a "Bible of Capitalism" like Atlas Shrugged, this episode serves as your ultimate 2026 reading list. Plus, an intro from the "prehistoric" day-one listener, Ken Kupperman.Full Book List:https://www.unlockedpodcast.com/post/12-must-read-books-for-scaling-leaders-episode-70

As we move through the first quarter of 2026, the Unlocked trio—Chad from Loc-Doc Security, Tony from Assured Security, and Lars from Calgary Lock & Safe—flip the script on traditional goal setting. Instead of focusing on what to add to their lives, they dive deep into what they need to quit.The conversation gets raw as Lars opens up about the danger of "ruminating" on past mistakes and his journey toward finding a partner and prioritizing health. Tony discusses the "nice vs. kind" paradox, committing to stop seeking consensus at the expense of doing what's right for the business. Chad reveals his radical approach to reclaiming focus by locking his phone down for 19 hours a day. From battling the "amygdala's" loud voice to ending the cycle of vague priorities, this episode is a blueprint for simplifying your life to amplify your results.

In Episode 68, the Unlocked trio—Chad from Loc-Doc Security, Tony from Assured Security, and Lars from Calgary Lock & Safe—tackle the most important asset any company owns: its culture. They dive deep into why culture isn't just a "vibe" but a set of sacred standards that must be protected with aggressive consistency.Chad shares the "Dabo Swinney" inspired strategy of an Annual Reset, where every employee—from the 20-year veteran to the rookie—re-onboards each January to ensure no one is operating on a diluted version of the company mission. Tony discusses the process of simplifying core values to make them actually actionable, while Lars explains the power of the "Emotional Piggy Bank" and why leaders must be visible in the weeds to maintain credibility. If you’ve ever felt your company culture slipping as you grow past 15 employees, this episode provides the blueprint for "re-boarding" your team and holding the line on excellence.

In Episode 67, the trio tackles one of the most critical challenges for any entrepreneur: moving from a reactive "firefighting" mindset to proactive leadership. Tony (Assured Security) kicks things off by operating from a backup computer with no passwords and slow internet—a real-time lesson in why systems matter when things go sideways.Lars (Calgary Lock & Safe) pulls back the curtain on his recent transformation, explaining why he has replaced "motivation" (which is emotional and unreliable) with "patterns and consistency." He shares his rigid 5:00 a.m. routine and his non-negotiable "Tuesday Think Time." Chad (Loc-Doc Security) joins the deep dive by discussing the "Five Thieves of Time" and how he uses device downtime and public calendar visibility to protect his "impact zone." If you feel like your calendar owns you rather than the other way around, this episode provides the tactical blueprint to take it back.

In Episode 66, Lars Johnston from Calgary Lock & Safe challenges the trio to get vulnerable with a high-stakes leadership exercise: identifying their "Uniques." Moving past typical corporate bios, Chad (Loc-Doc Security), Tony (Assured Security), and Lars reveal the honest, sometimes uncomfortable feedback they received from their teams and families.The conversation dives into the "Shadow Side" of leadership—how a strength like being a "calm problem solver" can inadvertently make a team feel ignored, or how deep data gathering can lead to "decision paralysis." From Tony's relentless curiosity to Chad's ability to "set the room temperature," this episode is a masterclass in self-awareness for any entrepreneur looking to lead with more intentionality in 2026.

In Episode 65, Chad, Tony, and Lars explore how business owners can turn unexpected chaos into operational gold. When a rare North Carolina snowstorm threatened to derail a week of factory training for the Calgary team, the hosts pivoted to an impromptu Technician Exchange Program. They discuss the massive "ROI of fresh eyes" when a guest technician shadows your team and provides an unfiltered perspective on your culture and workflows.The conversation then shifts to the "Invisible Employee"—Artificial Intelligence. One year after their first AI deep dive, the trio discusses how the tool has moved from a leadership-driven "ask" to an organic part of their employees' daily habits. Chad shares how he is currently using LLMs to "shake up" the accounting department to find efficiencies that were previously hidden by "the way we've always done it." Plus, Tony shares some major personal news as he prepares to "level up" his family with a second child.

In Episode 64, the Unlocked trio—Tony from Assured Security, Lars from Calgary Lock & Safe, and Chad from Loc-Doc Security—dive into the tricky middle ground of business leadership: When to NOT Delegate.After spending previous episodes discussing how to find the "Who" and master the art of letting go, the conversation shifts to the pitfalls of over-delegation. Tony explores the "fine line" between empowering a leadership team and completely checking out. They discuss why a growth-oriented business requires the owner to remain a value-add rather than a bottleneck, and how to stay impactful without derailing the train. Plus, a special introduction from industry veterans and a thank you to the "magicians" behind the show’s new theme song.

In Episode 63, the Unlocked Podcast shifts focus from "low tide" excuses to high-level Sales Management. Lars Johnston from Calgary Lock & Safe leads a candid discussion with Tony (Assured Security) and Chad (Loc-Doc Security) about the hardest sale a leader makes: getting the sales team to buy into a proactive process.Tony reveals how intentional hiring—specifically finding five key "Whos"—transformed his organization in 2025. The conversation dives deep into the psychology of compensation and accountability, exploring why 100 cold calls might only lead to 5 conversations, and why that "boring" consistency is the only way to scale. If you’ve struggled to move your team from reactive order-takers to proactive "farmers" who hunt within your own database, this episode provides the roadmap for managing that transition.

In this episode, the team dives into the specific habits and systems required to turn 2026 goals into reality. Tony from Assured Security admits that while he used to struggle with organizational details, he has found success by building a "rigid morning routine" and committing to reading physical books for creative spark.Chad from Loc-Doc Security shares a deep look into how he uses Vistage summaries to document successes, fighting the entrepreneurial urge to always move "onto the next" without reflecting on what was actually accomplished. The hosts also discuss the power of "Leveling Up"—from reducing 41,000 units of key inventory to hiring a specialized "Who" to manage an Electronics team. This episode is a masterclass in why successful business owners don't just set goals; they build the intentional habits to reach them.

In the first official deep dive of 2026, the Unlocked Podcast team explores a game-changing sales strategy: shifting high-ticket security solutions from Capital Expenditures (CapEx) to Operating Expenses (OpEx). Chad from Loc-Doc Security, Tony from Assured Security, and Lars from Calgary Lock & Safe break down why large, six-figure proposals often stall in today’s economic climate. The hosts explain that while security and key systems are vital, they often fall to the bottom of a client's priority list when competing with HVAC repairs or parking lot maintenance for limited capital budgets. By converting a large project into a digestible operating expense, facility managers can often bypass complex investment committees and use their own autonomous budgets to say "yes" faster. Lars shares a massive real-world example of a $700,000 rekey project that was successfully closed by spreading it over a five-year operational forecast. Tune in to learn how to tailor your sales approach to match how your customers actually want to spend their money.

Welcome to the first episode of 2026! We have officially hit Episode 60, and to celebrate this milestone, the team is pulling back the curtain on the "magic" that keeps the Unlocked Podcast consistent. Chad Lingafelt from Loc-Doc Security, Tony Hawkenson from Assured Security, and Lars from Calgary Lock & Safe discuss the discipline required to stay weeks ahead of their recording schedule to ensure they never miss a release for their listeners.This episode features a look at real-time listener engagement, highlighting a fan who streamed over 100 minutes of the show, making Unlocked their top podcast. Chad also shares a unique gift—a map of the top 200 US golf courses—which serves as a metaphor for the "room for improvement" they are looking for in their own business operations this year. Whether it's refining fuel consumption ratios or finding the next big vertical, this episode is about starting the year with transparency and a clear map for growth.

As the year comes to a close, the hosts take a moment for reflection—a crucial and often overlooked discipline for busy entrepreneurs. Tony from Assured Security shares his pride in the team's resilience, detailing how they rebounded from a rocky start and layoffs to achieve their highest-ever sales quarter. Chad from Loc-Doc Security opens up about his personal commitment to discipline, linking his 109-day Apple Watch fitness streak to the perseverance required for tough business decisions. He emphasizes that overcoming the easy choice (e.g., quitting a fitness streak, or putting off a hard task) builds the core strength needed for growth.The conversation pivots to the value of leveling up through continuous learning and intentional hiring. Tony shares how they found the right WHO (referencing Episode 54) to bring a new level of expertise to their Electronics team, setting a strong foundation for larger projects next year. Chad is proud of the teamwork that enabled complex projects and the dramatic 41,000-unit reduction in key inventory—a testament to focusing on cost and efficiency. Finally, Tony shares his commitment to a rigid morning routine and continuous reading to fuel his focus and creativity.

Do you return from every conference or book with a notebook full of ideas only to suffer from "whiplash" and implement nothing? Tony from Assured Security admits this struggle with prioritization, often running after the "latest and greatest thing" instead of focusing on high-impact projects. This episode addresses the two extremes: doing nothing, or trying to do everything at once. Lars from Calgary Lock & Safe shares his practical process after the recent Brevo/Eagle Eye Summit. He emphasizes the need for a "quiet place"—like an airplane—to disconnect and prioritize his notes based on Impact vs. Effort. His major takeaway was a fundamental mindset shift: stop leading with the "boring" product (access control) and start leading with the "sexy stuff" (cameras and video analytics) to drive sales. The key to successful implementation? Immediately finding the WHO—the right person to delegate the task to—to ensure the project gets past "the end of my nose."

Are you spreading your business too thin by trying to be "all things to all markets"? This episode dives into the critical strategy of defining your ideal vertical market for growth. Lars from Calgary Lock & Safe, Tony from Assured Security, and Chad from Loc-Doc Security discuss how market focus—whether it’s residential, commercial, or multifamily—requires a completely different skill set, discipline, and product offering. Chad explains his company's intentional decision to eliminate residential and automotive services , which they found challenging to scale , to laser-focus on commercial property management. This was driven by the realization that their business operations were naturally tailored to serve commercial customers better.The hosts emphasize that the key to expansion is not doing more, but being intentional about your strategy. Lars reinforces this by noting that the manufacturing and distribution channels are heavily focused on commercial products, making it easier to scale in that area. Finally, Chad reveals a powerful new tool in his "Who Not How" arsenal : using a Gemini-powered Business Analyst fed with two years of company data to identify the most profitable product lines and the best new markets to pursue.

After spending a day immersed in the Cloud Security Summit in Austin, Texas, Lars from Calgary Lock & Safe, Tony from Assured Security, and Chad from Loc-Doc Security share their biggest takeaways and action items. The conversation focuses on leveraging technology, shifting business models, and identifying new opportunities within the security space. Tony highlights the power of a unified platform to simplify the purchasing process and make security a proactive operational tool rather than just a reactive cost.Lars dives into the potential of AI agents (Eva) and business analytics to drive sales, using cameras to track customer behavior (like line waiting times or traffic flow) and employee activity (like attendance). The hosts discuss the need to stop selling "security" and start selling solutions to business and operational challenges like retail theft or customer service. Chad reinforces the crucial strategy of cutting the noise and getting laser-focused on serving an ideal customer instead of saying "yes" to every opportunity, a consistent challenge for growing small businesses.

Do your business processes feel more like a tangled web of handcuffs than a straight path to profit? In this episode, Lars from Calgary Lock & Safe, Tony from Assured Security, and Chad from Loc-Doc Security dive into the pain point of process over-complication. They discuss how businesses naturally add steps and standardization to solve an occasional edge case (a 1-in-100 failure) or to dummy-proof a system, resulting in processes that waste time and impede customer service.The hosts share real examples of internal processes, like a complex quote-to-install workflow, that became so burdened with preventative measures (like a "not to exceed" field or double-check boxes) that it hindered the entire team. The key to fixing this lies in getting fresh eyes (like moving an employee to a new department) or front-line people involved, who can see the wasted time of waiting for the next dispatch call or the frustration of a convoluted invoicing step. You'll learn how to distinguish between necessary standardization and unnecessary operational nuisance, and how to encourage feedback loops that celebrate simplification through tools like the IDO method and weekly reporting.

Are you an entrepreneur stuck in the endless cycle of solving every problem in your business? This episode, recorded live in Austin, Texas, dives into the mindset shift needed to break the $3 Million Revenue Ceiling and stop being the bottleneck. Lars from Calgary Lock & Safe, Tony from Assured Security, and Chad from Loc-Doc Security discuss the core philosophy from the book Who Not How, challenging the old-school mindset of "I can do it all myself."They explore the critical difference between being a problem-solver (which leads to decision fatigue) and building a team of people (the 'whos') who can solve problems better and faster. Tony shares his realization that delegation isn't about teaching others to do things his way, but setting clear outcome-based objectives and letting specialists find a 10x better path. The hosts stress that scaling requires overcoming the fear that a task won't be done perfectly and realizing that an 80% done task from an employee is often a better investment of the owner's time than 100% perfection. They also share a valuable tip on using voice notes and AI tools to clearly articulate outcomes and reduce communication friction.

Do you view debt as a four-letter word, or as a tool for accelerated growth? In this financially focused episode, Lars from Calgary Lock & Safe in Alberta, Tony from Assured Security in Minnesota, and Chad from Loc-Doc Security in Charlotte, NC, redefine debt and the crucial role of leverage in scaling a small business. They challenge the old-school mentality that "debt is bad" by clearly defining leverage and positive cash flow. The discussion moves from the abstract to the practical, using real-world scenarios: Should you pay cash or finance a $70,000 work vehicle? When does buying a building make financial sense?The hosts break down the math for profitability, explaining why a 6% cost of borrowing is a "no-brainer" when your business is generating 11–14% returns. They emphasize that the secret to growth isn't a lack of business, but the ability to free up cash through intelligent financing for people, processes, and equipment. This episode also touches on the necessary discipline needed to manage debt, drawing on concepts from Profit First to reduce the chance of getting into "leverage problems".

Are you an entrepreneur worried that investing in training only prepares your employees to become your next competitor? This episode dives deep into the high-stakes problem of technician turnover in the security and locksmith industries. Lars from Calgary Lock & Safe in Alberta, Tony from Assured Security in Minnesota, and Chad from Loc-Doc Security in Charlotte, NC, workshop strategies to build a culture people won't want to leave. The hosts discuss the financial hurdle of a $10,000-$20,000 training investment and how to overcome the fear that an employee will "break off and start their own company". Tony brings up the famous, albeit cliché, question about the cost of training and whether it's worse to train them and have them leave, or not train them and have them stay.Building on previous discussions about using KPIs (see "5 KPIs We Use to Drive Our Business"), Lars shares his company's low-tech method of tracking professional development hours to combat internal complaints about lack of training. The conversation pivots to how managing high-performing staff is a distinctly different skillset than managing low performers, a dynamic that often causes top talent to burn out and leave. They conclude that the first step isn't about the training budget; it's about defining the company culture you want—performance-based or team-oriented—and hiring people who align with it.

It's the half-century mark! For Episode 50, Lars from Calgary Lock & Safe in Alberta, Tony from Assured Security in Minnesota, and Chad from Loc-Doc Security in Charlotte, NC, dive into the question every business owner needs to answer: Why do customers come back? Moving beyond the cliché of "great service," they explore what truly makes a business "sticky" in a competitive market. Chad introduces his company's core value of "Outrageous Kindness" and the critical need to build that culture internally before expecting it externally. Tony highlights the power of "Personalized Connections", focusing on building consistent relationships between technicians and customers. The hosts debate whether being the fastest (Lars) or the highest quality (Tony) is the ultimate differentiator, ultimately agreeing that convenience is the new black. They use examples from Ritz-Carlton, Tesla, and Amazon to illustrate how reducing customer friction, from simple digital approvals to making it easy to pay, is the key to enduring brand loyalty.

Are you ready to stop rolling trucks for $250 tickets and start landing $100,000+ projects? In this episode, recorded live from a conference in Windsor, Connecticut, Lars from Calgary Lock & Safe, Tony from Assured Security, and Chad from Loc-Doc Security dive into the intentional shift required to morph a small service company into a large-scale project business. They reveal the hidden complexities of managing six-figure projects, drawing from their own experiences with jobs involving thousands of door openings. The hosts share the brutal truth about why simply multiplying your time estimate by the number of doors will lead to bankruptcy, highlighting neglected factors like cash flow management, stakeholder meetings, and the massive time drain of re-walking sites. Learn why success at this level requires an on-site manager with a different skillset—someone who is great at managing people and tasks, not just keying locks.

In this episode of Unlocked, Lars from Calgary Lock & Safe, Tony from Assured Security, and Chad from Loc-Doc Security do a deep dive into an "uncomfortable truths" workshop, tackling real-time business challenges. Moving beyond their usual format of hindsight wisdom, they openly discuss current struggles in their own companies. The conversation covers a wide range of issues, from the emotional and logistical pain points of inventory management to the strategic challenge of changing company culture. Citing concepts from influential books like "Who Not How" and "The Gap and the Gain," the hosts explore the importance of aligning a team around a single vision and convincing employees that change is beneficial for them ("WIIFM: What's In It For Me"). They also address the strategic dilemma of product simplification and the emotional resistance that comes from a team accustomed to a wider offering. This episode is a candid look at the messy reality of running a business, offering raw, unedited insights into the problem-solving process.

Are you a business owner who feels like you’re just guessing at what's working? In this episode of Unlocked, Lars from Calgary Lock & Safe in Alberta, Tony from Assured Security in Minnesota, and Chad from Loc-Doc Security in Charlotte, NC, get tactical with a discussion on Key Performance Indicators (KPIs) and how they use simple scoreboards to drive their companies forward. They share five specific metrics they track, including the weekly volume of service tickets , the conversion rate of incoming calls to jobs , and a metric to measure employee training. The hosts debate the importance of tracking gross margin on hardware versus sales volume, and reveal a crucial metric for improving cash flow: the number of outgoing collections calls. This episode emphasizes that tracking the right numbers doesn't require a complex system; sometimes, a simple whiteboard is all you need to get started. It’s a masterclass in translating business goals into actionable, measurable metrics.

Are you struggling to plan for the future of your business? In this episode of Unlocked, Lars from Calgary Lock & Safe in Alberta, Tony from Assured Security in Minnesota, and Chad from Loc-Doc Security in Charlotte, NC, dive into the critical topic of strategic planning. They share their experiences, successes, and frustrations with annual planning sessions. Tony admits his struggle with thinking in large, long-term chunks, preferring to focus on smaller, more immediate tasks. Chad and Lars discuss how they've structured their offsite planning events to align their leadership teams around a shared vision. They emphasize the importance of getting the right people involved early on in the planning process, especially those with a knack for tactical execution. The hosts also touch on the power of "10x thinking" to break out of routine problem-solving and uncover big opportunities. This episode is a must-listen for any business owner looking to create a clear, actionable roadmap for their company's future.

Are you an entrepreneur stuck in the "messy middle" of growth, hovering around the $3 million revenue mark? In this episode of Unlocked, Lars from Calgary Lock & Safe in Alberta, Tony from Assured Security in Minnesota, and Chad from Loc-Doc Security in Charlotte, NC, tackle the infamous "glass ceiling" that many small businesses hit. They discuss why, at this stage of having around 10-15 employees, the owner often becomes the biggest bottleneck to further growth. The conversation delves into the psychology of a business owner who struggles to delegate and trusts others to make decisions, and the detrimental effect this has on team development and morale. The hosts share practical strategies for shifting your mindset, building a capable leadership team, and the "cut the grass" methodology to delegate effectively. Learn why reinvesting in your team and systems is crucial for scaling and how to avoid creating new bottlenecks as you grow.

In this episode of Unlocked, Lars from Calgary Lock & Safe in Alberta, Tony from Assured Security in Minnesota, and Chad from Loc-Doc Security in Charlotte, NC, dive into some of the uncomfortable truths of entrepreneurship that they wish they had known earlier. They discuss the unexpected necessity of understanding human psychology—for both customers and employees—and how to communicate effectively with each. The hosts reflect on the E-Myth, sharing how being a skilled technician doesn't automatically prepare you to run a business. They touch upon the isolating feeling that can accompany growth, where a leader's casual comments can carry too much weight, leading to a need to find new outlets for creative thought. This episode is a candid and insightful look at the personal and professional challenges of scaling a business, providing a raw perspective on the emotional and psychological journey of a business owner.

Are your customers focused solely on the lowest price? In this episode of Unlocked, Lars from Calgary Lock & Safe in Alberta, Tony from Assured Security in Minnesota, and Chad from Loc-Doc Security in Charlotte, NC, dive into the critical difference between selling based on price and selling based on value. They share their philosophies on pricing strategy, the psychology of customers, and the art of justifying your value proposition. Drawing on insights from "Never Split the Difference" and "StoryBrand," Lars explains his strategy of positioning himself as an independent third-party consultant to help customers find the best solution, not just the cheapest. The hosts also debate a contentious topic: line-item pricing versus lump-sum project totals, exploring the pros and cons of each approach. This episode is a masterclass in understanding what truly drives purchasing decisions, providing actionable takeaways for business owners who want to move beyond competing on price and build stronger, more profitable relationships with their customers.

Are your customers focused solely on the lowest price? In this episode of Unlocked, Lars from Calgary Lock & Safe in Alberta, Tony from Assured Security in Minnesota, and Chad from Loc-Doc Security in Charlotte, NC, dive into the critical difference between selling based on price and selling based on value. They share their philosophies on pricing strategy, the psychology of customers, and the art of justifying your value proposition. Drawing on insights from "Never Split the Difference" and "StoryBrand," Lars explains his strategy of positioning himself as an independent third-party consultant to help customers find the best solution, not just the cheapest. The hosts also debate a contentious topic: line-item pricing versus lump-sum project totals, exploring the pros and cons of each approach. This episode is a masterclass in understanding what truly drives purchasing decisions, providing actionable takeaways for business owners who want to move beyond competing on price and build stronger, more profitable relationships with their customers.

Want to impress your boss and accelerate your career? In "Elevate Your Career: Beyond the Job Description," Part 2 of our "Top Things You Want People to Know" series, Lars from Calgary Lock & Safe in Alberta, Tony from Assured Security in Minnesota, and Chad from Loc-Doc Security in Charlotte, NC, continue to share invaluable insights for professional advancement. They delve into why building positive habits early (drawing on "Atomic Habits" principles) is crucial for long-term success and energy management. The discussion emphasizes that "being effective is better than being right" and encourages embracing conflict for productive outcomes (a nod to "Never Split the Difference"). Find out why continuous learning through reading is paramount, and how building genuine relationships can be a significant career driver. This episode is packed with practical wisdom for anyone eager to climb the ladder, offering candid perspectives from three seasoned business owners on what truly sets top performers apart.

Want to impress your boss and accelerate your career? In this episode of Unlocked, Lars from Calgary Lock & Safe in Alberta, Tony from Assured Security in Minnesota, and Chad from Loc-Doc Security in Charlotte, NC, reveal the "Top Things Your Boss Wishes You Knew." Drawing from decades of combined experience as employees and owners in the security industry, they share actionable insights that don't always require technical talent. Discover why showing up on time, being professional, and proactively communicating your career aspirations can set you apart. The discussion covers the critical difference between "wanting what it takes to get it" and actually putting in the work. You'll learn why cultivating a positive attitude is more valuable than just a specific skill set, and how even small actions create a powerful perception. This episode is a must-listen for anyone looking to advance, offering a candid look from the owner's perspective on what truly makes an employee a superstar.

Navigating the difficult terrain of employee termination is a challenge every business owner faces. In this episode of Unlocked, Lars from Calgary Lock & Safe in Alberta, Tony from Assured Security in Minnesota, and Chad from Loc-Doc Security in Charlotte, NC, tackle the sensitive but critical topic of "What the Firing." They delve into the "no surprises" philosophy for terminations, emphasizing the importance of consistent, documented one-on-one feedback with specific, measurable goals. Drawing from Dave Ramsey's "EntreLeadership" principles, the hosts discuss the concept of "donkeys" versus "thoroughbreds" and the challenge of letting go for the greater good of the team. Learn how to balance "courageous honesty" with "outrageous kindness" in tough conversations and how to communicate terminations to a small team under a "no gossip" policy, focusing on professionalism and privacy. This candid discussion offers actionable advice for making difficult staffing decisions quickly and effectively for long-term organizational health.

Is your growing business caught in the "messy middle" where chaos reigns and consistency is a distant dream? In this episode of Unlocked, Lars from Calgary Lock & Safe in Alberta, Tony from Assured Security in Minnesota, and Chad from Loc-Doc Security in Charlotte, NC, dive into the critical importance of prioritizing processes. They share personal experiences of how a lack of documented procedures can lead to frustration, inefficiency, and a reliance on individual experience that crumbles with turnover. Discover practical strategies, from whiteboarding sessions to leveraging AI tools like ChatGPT for documentation, and the crucial step of involving frontline staff in process creation. Learn how consistent review and making processes easy to follow are key to widespread adoption. This episode is a must-listen for business owners looking to scale efficiently, reduce operational "whiplash," and build a resilient company that doesn't falter when key people move on.

Are you a big-picture thinker or a meticulous executor? In this episode of Unlocked, Lars from Calgary Lock & Safe in Alberta, Tony from Assured Security in Minnesota, and Chad from Loc-Doc Security in Charlotte, NC, dive deep into the essential dynamic of the Visionary and Integrator roles within a business. Drawing heavily from "Traction" and "Rocket Fuel" by Gino Wickman, they define these distinct profiles, exploring how their complementary strengths drive success and how their differences can create friction. The hosts share personal anecdotes, revealing how they identify with these roles and how building a team that balances these profiles has been crucial for scaling their own locksmith and security companies. Learn how to leverage your unique strengths, fill leadership gaps, and foster effective communication to avoid "whiplash" from too many ideas. This episode is a must-listen for entrepreneurs seeking to optimize their leadership structure and accelerate growth.

Are traditional approaches holding your security business back? In this episode of Unlocked, Lars from Calgary Lock & Safe in Alberta, Tony from Assured Security in Minnesota, and Chad from Loc-Doc Security in Charlotte, NC, tackle the "Old Mindset" prevalent in the security industry and the challenges of introducing new technologies like mobile credentials. They question why innovations, despite offering superior convenience and security, aren't being adopted faster. The conversation delves into the "pain points" that drive customer decisions, arguing that often, the current solutions aren't inconvenient enough to warrant a change. Learn how manufacturers and service providers need to better articulate the "why" behind new products, emphasizing convenience over mere security features. The hosts share insights on streamlining operations by focusing on a limited, high-value product set, and the crucial need to overcome the industry's tendency to hoard old technology. This episode offers a candid look at the friction between tradition and progress, providing actionable takeaways for those ready to embrace the future.

When it comes to business, is "yes" always the best answer? In this episode of Unlocked, hosts Tony, Chad, and Lars from Calgary Lock & Safe, dive into the challenging but critical topic of "When to Say No." They discuss how the immediate reaction to new requests is often rooted in a fear of making mistakes or stepping outside of comfort zones. You’ll hear candid stories about the risks and rewards of taking on new challenges, including a disastrous attempt at servicing revolving doors. The conversation explores how saying “no” can sometimes be a sign of laziness or a lack of imagination, but other times, a strategic decision that protects profitability and focus. Learn how to ask the right questions to uncover the real problem, tailor your answer based on the customer’s value to your business, and strategically refuse work that doesn’t align with your core mission.

Are you an owner stuck in the day-to-day, wondering how to transition to a more strategic role? In this episode of Unlocked, hosts Lars from Calgary Lock & Safe in Alberta, Tony from Assured Security in Minnesota, and Chad from Loc-Doc Security in Charlotte, NC, tackle the critical question: "Who's Next?" They delve into building an internal leadership pipeline to prepare your top management for the next level, freeing you up for strategic growth. Learn how to identify potential leaders, address the fear of them leaving, and align company values for a cohesive team. The discussion covers practical steps like establishing a clear cadence for development, leveraging external peer groups, and the importance of consistent communication of core values. Discover how investing in internal talent fosters a culture of growth, reduces owner burnout, and ensures the long-term success of your business, independent of its founders.

Building on their previous discussion, Tony from Assured Security in Minnesota, Chad from Loc-Doc Security in Charlotte, NC, and Lars from Calgary Lock & Safe in Alberta dive even deeper into the pivotal career moments that shaped their businesses. This episode uncovers more impactful stories, including the strategic hiring of key personnel, the transformation of financial reporting, and a groundbreaking approach to large-scale project sales. Discover how a shift from simple transaction to value-driven solutions led to significant wins. Learn about the importance of hiring for character over experience, the power of detailed financial insights, and how strong personal partnerships, both in business and life, contribute to enduring success. Tune in for more candid revelations and actionable takeaways that can inspire your own career trajectory in the security industry.

(Episode 10) Want to optimize your team for maximum performance? 🤔 On this episode of Unlocked, Tony, Chad, and Lars discuss the practical applications of Culture Index for putting the right people in the right seats. 🔑 They share real-world examples of how understanding personality traits can help you make better hiring decisions, reduce conflict, and avoid employee burnout. Tune in to discover how Culture Index can transform your team dynamics and drive business growth! #UnlockedPodcast #CultureIndex #TeamBuilding #Leadership #Hiring #PersonalityAssessment #BusinessGrowth #Podcast

(Episode 33) Ever wonder what truly drives success in a career? Join Tony from Assured Security in Minnesota, Chad from Loc-Doc Security in Charlotte, NC, and Lars from Calgary Lock & Safe in Alberta on "Unlocked" as they delve into their most impactful career moments. This episode goes beyond the daily grind, exploring the decisions, challenges, and "aha!" moments that profoundly shaped their businesses and personal growth. From unexpected partnerships and overcoming significant hurdles to embracing new mindsets, discover the pivotal experiences that led to major wins. Tune in for candid stories, entrepreneurial insights, and lessons learned from the highs and lows of building successful security businesses across North America. Find out how focusing on these key moments can inspire your own path to career success.

In this episode of Unlocked, Tony, Chad, and Lars delve into the critical aspects of managing sales activities in the security industry. They discuss everything from structuring sales teams and lead distribution to optimizing quote processes and improving win rates. Learn how to transition from a technician-led sales approach to a dedicated sales team, manage the emotional impact of accurate quoting, and leverage data to drive better results. Whether you're a small business owner or part of a larger organization, this episode offers practical insights and real-world strategies to refine your sales operations and boost your bottom line.

How do you truly reward your employees and build a thriving company culture? In this episode of Unlocked, Tony, Chad, and Lars delve into the power of recognition and appreciation. They share practical strategies and personal anecdotes about celebrating wins, fostering team camaraderie, and creating a positive work environment that goes beyond monetary incentives. Discover how intentional efforts in acknowledging good work can boost morale, improve teamwork, and make your organization a place where people genuinely want to stay and contribute. Tune in for actionable tips on how to implement effective reward systems, even on a budget, and learn from their successes (and a few hilarious failures!) in creating memorable employee experiences.