I Have A Dream…To Help Every Security Dealer Attain A Massive Cash Surge in 2010!

Check out this awesome email I received from John J. the other day!

Bob,

I have always run a successful security guard/alarm response business. I made decent side money, and enjoyed a career as a Security Manager for a large American shopping center developer. I was laid off in February of ‘09 and decided to get into alarm installations, as a value add to my current business.

My alarm install biz has been very slow. I really don’t know what to do. I lost my father (you share the same birthday) on June 1, so I didn’t really have much time to get out and advertise the installation side of the business during the summer.

I did some piece by piece things with no real success. I happened across your website and I found the folder with some reports you sent me, but I really cannot afford to subscribe to you right now.

What are your suggestions? I can’t find another job, and I can’t live off what my business is bringing in.

Please help me – tell your wife you’re not giving the store away, you’re just letting me look around after closing.

Thank you.

Sincerely,

John J

I Have A Dream…To Help Every Security Dealer Attain A Massive Cash Surge in 2010!

Hey John, help is on the way!  If you need cash, fast, then here are nine quick strategies you can implement that will “bring home the bacon” for your security business.  Seeing you’re a little cash-strapped, at the moment, pick a few of the strategies and, as you make more $$$$, add more strategies.  You do, however, have to implement some of the tactics within the next week or two. Tony Robbins always says:  think “MASSIVE ACTION”. Therefore, take “MASSIVE ACTION”…immediately!  This will almost certainly pull you out of any sales slump. Besides, it’s probably your lack of action that got you in hot water in the first place; don’t let it keep you there.

1. For my Maverick Coaching Club Members:  Send out the “Cash Surge Letter” to all of your old clients and current ones you haven’t heard from in a while. People love a deal and if you read my article about P.J.’s Bar & Grill, everybody looooves a good deal!  And what American’s love is VALUE, not necessarily the cheapest price, but the most bang for the buck. So create a “recession special” for an upcoming promotion.
2. Run a “Referral Contest.”  Whoever refers the most new clients to you in a month gets a $100 gift certificate to a Ruth Chris’s Steakhouse or another fine restaurant in your area. My all-time biggest money-making referrals came last year when I did a contest for a free trip Mexico.  I used my accountant in my marketing pieces, throughout the year, to “pimp out”  my Mexico contest. I generated $625,000 from this one strategy alone…are you sitting down, if not, then do so now…I paid around $3,000 in referral fees for brining in $625,000 in sales!. Now, that’s putting a whole heck of a lot more moola in your pocket!
3. Raise your rates!  Most security dealers, that I know, are about $20-$25 an hour under-billing their services.  You’re leaving a a lot of “dough on the kitchen table” by not charging more for your level of expertise. Look at yourself as a “Doctor.”  You’ve put your time into this trade, worked long hours as an apprentice, and then  taken courses at your local voke school to earn your license. Don’t under-value your expertise. Raising your rates is an easy way to “pitch” a service agreement contract. It gives your clients a sense of value by locking them in at a reduced labor rate. By doing this your creating an stream of RMR. The more streams the merrier!
4. Call three or four liked minded companies (e.g.  IT Professionals, Electricians, Locksmiths) and just ask if they would like to do a J.V. (Joint Venture) with you.  Something as easy as doing a direct mailing to each others mailing list or throwing a “Technology Day,”  where both companies bring each others clients together for the latest and greatest in technology in each others fields. The power of two is stronger than the power of one. Create a synergy with local, non-competing companies in your market that can spoon-feed you HOT leads.
5. Call a few associations, in your area, and talk to the person in charge of business development about promoting a free “Lunch and Learn” to their members or giving all of their members a “Get Out of a Security Jam, Free” Card, which is basically a free service call. Talk about an easy way to get your foot in the door, showing off your expertise, and create a blizzard of up-selling!
6. Think back about campaigns or promotions you’ve done in the past that really kicked butt. What you need to do, now, is just blow the dust off of those campaigns, spice them up, and get them back in the mail.  If they worked once, there’s a damn good chance they’ll work again.
7. If the phone ain’t ringing off the hook, just pick-up the phone and start placing outbound calls to your key accounts and just say “THANKS” for your business and check up on their security system. I betcha a dollar for a donut that they will have a project for you, or the next best thing -  a sweet referral. Just picking up the phone and making a call, right now, it’s that easy to do…and it’s easier not to do. Always remember  The Slight Edge; it applies to every aspect of your life.
8. Send all of your clients a funny, zanny seasonal postcard like the six annual postcards I send out (Halloween, Turkey-Day, My B-Day, Valentine’s Day, St. Patricks Day, and Forth of July postcards) or send out a personal hand-written note. Theses types of postcards get a lot of mileage cuz people pass them around and get a good laugh out of them. Stop being a stiff…don’t be afraid to show a little character!
9. Now this one takes some balls, but hey, so what!  When I first started my security business I relied on cold-calling to literally put food on the table. If I didn’t do this at the beginning, I don’t know where I would be right now. I’d probably be looking for an economic bailout, myself. I had the “brass tacks” to make call after call after call. Swallowing my pride, I got pretty darn good at it. I still have no problem picking up the phone and calling a new prospect five-to-six times, which is what I used to do. People don’t take you seriously till after the forth call, anyway. I  don’t have to cold-call anymore cuz once these guys are in my funnel they are smart-bombed to oblivion with targeted direct mail pieces and are CALLING ME UP!

Believe me, I don’t miss those days of “ground pounds” through the yellow pages looking for a prospect with a pulse. But if I didn’t have to dial for dollars, back in the day, I wouldn’t be the copywriter that I am today.  It was those early days where I learned to sell over the phone and learned the nuances and phrases essential to building relationships and trust.

I Have A Dream….To Help Every Security Dealer….

I, The Security Marketing Guru, want “YOU”  to personally pick up the phone and call at least three (3) dream accounts you have put off calling, either because you were to busy or didn’t have the sack to call these people. The dream accounts are the ones you think are untouchable – and after the pleasantries – ask them this exact phrase:  “Would you give my security company at least one chance to prove our expertise to you… because I would like to earn your future business, and also would like to earn your trust and confidence?”  That is a patent-pending, Bob Maunsell phrase that I used to win clients over and over again. Go ahead and try it (put it in an email if you’d like) and you can thank me later!

People hate telemarketers but many people will appreciate a ballsy call like that. Guys and gals, the secret weapon to all of this is:  after you make a connection with that person…send them a personal “Thank You” note for taking the time out of their busy day to speak with you.  Then put their name into your database and start a “dripping campaign” of sales letters and postcards, coupled with some follow-up phone calls.

These tactics are exactly what this Mac-Daddy deployed (a little Air Force lingo) to start the snowball rolling down the hill!

So, John, my dream for you in 2010 is to dream BIG.  I have given you a peek into my store and have given you more than enough info to get yourself out of any slump.  Now, all you need to do is IMPLEMENT!

Have A Great Day!

Bob Maunsell
Former Sgt U.S. Air Force

Have an E.S.P style day, Easy, Successful, Profitable.

Now Go Smoke Your Competition!

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Top Secret Clearance – Street Fighting Man

Top Secret Clearance…

I just got off the phone with a gentleman that recently signed up for my security marketing coaching program.  For simplicity sake, and to protect his privacy, let’s call him “Agent X”.  He’s only been in the security industry for a short period of time (4 months to be exact) and has decided to join my Security Maverick Coaching program to give himself a short-cut to success.

On the 1-on-1 personal interview that I conduct with every security dealer that joins my program, I like to find out a little bit about every new member’s background story and their vision for the future.

Boy oh boy was I surprised when “Agent X” told me about his background history. He had a “Top Security Clearance,” oversaw multiple security systems and was in charge of security system installations for the DOD (Department of Defense).

That’s a great background story for anyone starting a security business!  But it gets even better!! I was blown away about the “MASSIVE ACTION” he has already taken in the past 4 months since he left his “Top Secret” post.

Please pay attention here so you can see everything “Agent X” has IMPLEMENTED in his security business so far…

Street Fighting Man…

I gotta tell yah something…while everyone else is hiding in their bunkers heating their C-Rations over a sterno flame, sipping their Kool-Aid out of a tin cup, and listening to the emergency radio for signs of life above ground…“Agent X” has been confronting the enemy head-on and moving forward his front line in the battlefield.  His has not been sitting cozy in a bunker waiting for this howling nuclear-economic storm cloud to pass.  Why?  Cuz he’s a legitimate street fighting man!  Check out what he’s already laid down in the past four months in his security company.  He has:

1-    Hired a telemarketing firm for cold calling.
2-    The 1st telemarketing company he hired was performing poorly, he quickly pulled a “Donald,” said your fired, and went out and got himself another telemarketing firm that’s setting up twice the appointments as the first.
3-    Hired over 150 “door knockers” to go around town and drum up business.
4-    Canned over 90% of the “dead beat” door knockers that couldn’t close sales.
5-    In the process of setting up a residential direct mail campaign.
6-    Is out driving to different parts of the state in his car looking at more territories where he can send more door knockers to secure more market share.
7-    In the process of setting up living quarters where his new team of door knockers will reside in this new territory.

Hey there Kimosabe, that’s a lot of MASSIVE ACTION from “Agent X” and that’s what it takes to make hay in a slooow, stagnant economy!

What’s very insightful about “Agent X” is that he didn’t throw in the towel when met with adversity and he didn’t blame it on the economy. With foreclosures up in his area and rising everyday, he didn’t give up and he didn’t say cold calling doesn’t work or door knocking is a waste of time.  He just experimented, implemented and refined his resources as needed.   He understands the game of business and it’s just a matter of time until the planets align according to his grand plan.

So if you want to throw in the towel, dude, now is the time! All you have to do so is blame it on the economy of 2009.  It would be easy to get away with it cuz nobody would blame your failure on anything but the economy – even though you know deep down you didn’t try everything and anything! But, you’d know who to blame on your lack of trying – you can’t fool the man in the mirror!

Security Marketing Lion…

I also would like to add that “Agent X” is 63 years of age. Most older lions’ ability to hunt is not as strong as a younger lion.  But, “Agent X” defies that philosophy. At 63 years old, he is just starting to sharpen his claws and teeth, and hone his hunting skill in the security arena.  4 months into the game, and he’s already learned and acquired many skills needed to make his new security venture a smokin’ success!

Infant lion cubs are taught their hunting skills at a very young age.  Understand that the last animal to starve in the jungle is the lion, cuz it’s always hunting!  Here’s a thumb-nail version of what I discussed during my phone interview with “Agent X”:

1-    During the 1-on-1 call we created a USP (Unique Selling Proposition) that his telemarketers can use when they’re placing calls to get away from the “FREE” pitches that the other BIG security companies use (you know the ones!)

2-    We came up with a “Community Awareness” program that can be put together for peanuts.

3-    We also outlined four (4) strategic joint venture partners that are always looking for ethical security dealers to give security system leads to.

4-    Creating “Robotic Security Selling Strategies™” that work 24/7/365 – without a hitch!

Income Stream….

“Agent X” wanted a bench mark to compare his business to what other security dealers are doing in business. To be honest, I said, “X, there aren’t many independents that have done what you’ve done!”

In the last four months, he’s installed 70 residential security systems.  The monitoring on that is $39 per month.  That’s $39 x 70 = $2,730.00 per month in RMR!

If “Agent X” sticks with his marketing plan – which I know he will – he’ll average 210 installs in one year’s time and be racking in $8,190 per month in RMR (or $98,280 per year!)…and that’s just one year’s effort!

What if we look at his 5 year effort?  Averaging 70 install in 4 months would be 210 installs in a year and 1,050 installs in 5 years.  At $39 per month in monitoring, “Agent X” would be hauling in $40,950 per MONTH in RMR and $491,400 per YEAR in RMR!

Image if he went after service contracts and cellular backup monitoring, too?  Or, if he went after upgrades like, panic rooms, video surveillance, intercoms, or a perimeter detection system?  Wow, would he be a FAT CAT!

With a quarterly client newsletter (that “Agent X” is now getting as a bonus in my Smokin’ Security Newsletter – and intends to use!) it does the selling for you and makes these kinds of add-ons and upgrades a piece of cake!

The 5 Yard Line…

Most people quit after the 1st sign of difficulty and hardship, not realizing that they give up way to easy on their dreams and not knowing that the ball is on the 5 yard line.

Write this down and live your life according to it…

Dave Kekich’s Credo #75:  “Persistence is a sure path to success with quality activities. Never, ever, ever, give up.”

“I will do this” is the only attitude that works. “I’ll try” or “I think” doesn’t work and will not cut it in this marketplace.

Peace, Out!

Bob Maunsell

P.S.- Now is the time to be out fighting in the streets, for what’s rightfully yours!

Former Sgt U.S. Air Force

Have an E.S.P style day, Easy, Successful, Profitable.

Now Go Smoke Your Competition!

Want $2,649,594 worth of FREE Security Marketing Advice? Check out my Blog!
http://securitymarketingguru.com/category/bobs-security-marketing-blog/

My Free Gift To You!
http://securitymarketingguru.com/bobs-free-gift/free-gift-from-bob-maunsell/

Got A Difficult Question? Just Ask Me!
http://securitymarketingguru.com/ask-bob/askbob

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**Hey, Do you want to post my articles up on your blog? Go right ahead! Just kindly cite your source and give a link back to my page.Thanks!**

The Challenge To Succeed In Your Security Business Today!

This Security Marketing Blog blog post, is from a sales and motivational  trainer by the name of Jim Rohn who has been inspiring me  for the last  15years, The “Challenge To Succeed” is a very inspiring piece.  If you have young children share this with them, with all the other distractions that are out there in there  life, it’s really good to get some wisdom for a man that reminds you of your granfather.  Also if you have sales reps make’em read it…  Because your success in life will come down to your mindset and your attitude, and your willingness to do things even when you don’t want to do them.   It is a challenge to succeed today in the security business you really need to have a degree from the “Wizard of Oz” University, where Brains, Courage and Heart are mandatory! I hope you read this and it inspires you to take “MASSIVE ACTION”   That’s enough from me, and I’ll let Jim Rohn take over… 

The Challenge To Succeed!

It is a challenge to succeed. If it were not, I’m sure more people would be successful, but for every person who is enjoying the fruit from the tree of success, many more are examining the roots… They are trying to figure it all out. They are mystified and perplexed by what seems to be some strange, complex, and elusive secret that must be found if ever success is to be enjoyed.

And yet while most people spend the majority of their lives struggling to earn a living, a much smaller number seem to have everything going their way. Instead of just earning a living, the smaller group is busily engaged in designing and enjoying a fortune. Everything just seems to work out for them. While the much larger group sits in awe at how life can be so unfair, complicated, and unjust.

I am a nice person,” the man says to himself. “How come this other guy is happy and prosperous , and I’m always struggling?”He asks himself, “I am a good husband, a good father, and a good worker. How come nothing seems to work out for me? Life just isn’t fair. I’m even smarter and willing to work harder than some of these other people who just seem to have everything going their way,” he says as he slumps into the sofa to watch another evening of television .

But you see, you’ve got to be more than a good person and a good worker. You’ve got to become a good planner , and a good dreamer . You’ve got to see the future finished in advance. You’ve got to put in the long hours and put up with the setbacks and the disappointments. You’ve got to learn to enjoy the process of disciplines and of putting yourself through the paces of doing the uncomfortable until it becomes comfortable . You’ve got to be prepared and willing to attack the challenges if you want the success because challenges are part of success.

Now that may sound like a full menu of activities, but let me assure you that the process of going from average to fortune isn’t really all that difficult. Thinking about it is the difficult part. Anticipating all the effort and the changes and the disciplines is far worse in the mind than in reality. I can promise you that the challenges you’ll meet on the road to success are far less difficult to deal with than the struggles and the disappointments that come from being average. Confronting and overcoming challenges is an exhilarating experience. It does something to feed the soul and the mind. It makes you more than you were before. It strengthens the mental muscles and enables you to become better prepared for the next challenge.

I’ve often said that to have more, we must first become more, and to become more, we must begin the process of working harder on ourselves than we do on anything else. But in addition to gathering new knowledge , new skills and new experiences , it is also important to discover new emotions. It is how we feel about what we know that makes the biggest difference in how our lives turn out. How we feel about the chances we have and the choices we have determines the intensity of our effort. Whether we try or don’t try… Join or don’t join… Believe or don’t believe….

I’d like for you to discover some strong feelings about your life and about what you want to do with that life . You probably have much of the knowledge and a lot of the experience and perhaps most of the skills that it takes to become successful. What you may be lacking in are the strong feelings about what you want and what you want to do. You may be one of those who have become so involved in the process of earning a living that you’ve forgotten about the choices and the chances you have for designing your own life .

Let these strong feelings help you take a second look at your life and where you’re headed. After all, you’ve only got one life on this planet… So why not make it an adventure in achievement? Why not discover what all you can do and what all you can have? Why not discover how many others you can help and in the process how that can help you? Why not take the challenge to succeed ?

Make this your best year yet!

by Jim Rohn