Developing The Mental Toughness Of A Championship Prize Fighter…

It’s been said that resilience is a boxer’s best friend: As a boxer, you have to roll with the punches and duck out of the way of hooks and upper-cuts.  When you hit the mat, you need to be able to bounce back up, even if you come up with a smashed nose and a couple of broken ribs.  Just being able to get to up on your feet, in the ring, is a victory within itself.

The same holds true for you as a security entrepreneur in today’s turbulent economy. There are upheavals with your prospects, technicians, office staff, and dysfunctional relationship dynamics with your key clients.  Sometimes it can be very overwhelming and downright frightening.

You need to have the song, by Chumbawumba, playing inside your head on a continuous loop… “I get knocked down, but I get up again.  You’re never going to keep me down.”

No, No, No, No, No, No, No, No, No, No, and Then Finally a Freakin’ Yes

You have to keep reminding yourself after every security sales presentation that it’s just a numbers game, that’s it…just a plain ol’ numbers game. Now let’s take, for example, a security sales rep who makes ten presentation and sends out ten estimates to his prospects. He then follows up with his ten prospects and gets ten “no’s” or maybe eight “no’s” and a couple “Hmmm…let me think it over some more and I’ll get back to you.”

Sales reps must be able to dance around the ring and endure the punches, jabs and upper-cuts and must endure repeated blows to their self-confidence, and belief system. To unlock the code to perfection in business is not the ability fight, but the ability to fight smarter…having the mental toughness and resiliency to stay in ring when while you’re getting hammered.

To conquer adverse circumstances, you must conquer yourself first!

To accomplish much, you must be much!

What Does Mental Toughness Look And Feel Like?

First off, it’s about smiling and feeling good about yourself and having a positive mental attitude and outlook within the present moment and the future. Instead of the “Negative Neds” of the world  (If only my wife was behind me, It’s my town/city, I need better techs, I need better sales reps, My customers are cheapskates, My dog hates me, My biz partner sucks!) Persona is the cornerstone of resiliency!

Stop viewing every negative situation as “Why me?” Or, “It’s just my luck.” Instead, view the situation as something that can be overcome, a chance to become stronger, better and more resilient.  I call this having a radical resilient mindset. Besides, the world would be a dull place to live in if everything was dog-easy!

Inspiring Visions of The Future

A championship fighter lets nothing interfere with his priority of winning a belt – and becoming the best he possibly can be. A champion does not assume a “Negative Ned” persona, nor does he let himself lose his focus or become sidetracked by things that do not help him reach his goals.  The eye is always on the prize.

For you the security entrepreneur, clarify the vision you have for your personal life for three to five years out…what will it feel like living in your dreams?  How will you feel about yourself when your fantasy becomes reality? Ok, enough of the touchy-feely stuff.

What about the actions items that you need to implement to get to your dream level?  Set clear, concise, attainable short-term action goals for yourself.  Now that you have bite-sized goals, they should be manageable and attainable with no excuses for getting them done.

There’s nothing that should keep you from standing in the middle of the ring holding the world championships belt over your head!

If it’s to be, it’s up to me!

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Alarm Dealers Program – The Ultimate Residential Security Sales Kit: How To Get New Homeowners To Line Up…And…Beg You To Take Their Money!

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If you’ve been scrambling around your office looking for a way to increase your security installations, then you’ve just found it!

Here’s why: For the first time ever, I’m revealing the secrets to how I get “new mover” security installations without breaking a sweat.  So, why should you follow my lead and go after new homeowners?  Well, these nomads are worth on average, $1400 per installation – plus years of RMR (re-occurring monthly revenue from monitored accounts).  And I only spend a few bucks to get them!

My complete New Homeowners Marketing System is guaranteed to bring you in a boat-load of security leads.  I created and implemented this system in my own security business (see, you get FREE R&D here because I’ve done all the testing and tweaking for you!) and, over the past 16 months, have increased my residential security installations by 92% using it!

My complete approach beats the pants off of every other approach currently out there!
This system is so unconventional that none of your competition is doing it and won’t even see you coming until after the damage is done and you’ve reaped all the hay from the harvest!

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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Peace, out!

Bob

Burglary Alert: Potted Plants Used To Case Homes

I was just reading an interesting article about how burglar’s (these guy’s keep us in business), have been placing flower pots in the driveway and in the front of the door of homes when they are casing in a neighborhood, they usually set up four to five potted plants at traps at a time for unsuspecting homeowners.

The theory is that the burglars are  testing to see if the residents were in town or outta town, and if the home owners moved the potted plants then they would moved it would prove that someone was home and they would move on to the next home where they have setup the potted plant caper.

The fascinating thing that I find about this is that perps are getting smarter and cagier, in how they are breaking in to homes.

Next time you give a residential security sales presentation, I encourage you to use this little story and watch the look on your potential clients face. This is a Mike Tyson style haymaker, for closing home alarm and security deals. It will show that you have insider knowledge on how burglars break in to homes, remember facts TELL, stories SELL.

So what can you use this to an unfair advantage in your local market do to combat these types of capers in your local market…? And gain MASSIVE CREDIBILITY & EXPOSURE…???

Security Alerts E-mails

If something like this happens in your own back yard you should an current and updated email list of clients and prospect who you can send out your  *Security Alert E-mail*  to your list (clients & prospects) warning them  to be  BOLO (Be On The Lookout) for perps, meth-heads, crackheads and miss placed potted plants in out of the ordinary locations, and remember to tell them to forward your email onto a friend in the town so they can BOLO as well.

By doing this you will be employing the power principle of EBSM (Education Based Security Marketing ™) subtlety positioning yourself as the obvious expert and as the local The Security Guru ™.

The Best of Both Worlds

By positioning yourself as the expert and providing free consumer awareness information you are “Softening the Beach Head” for future security system sales and referral generation. Besides sending an occasional Security Alert E-mail you should be in constant contact with your client base at least 2-3 times per month. This is way easier then you might think, a monthly client newsletter, and a couple of emails and walahhh, you just wrote your own prescription for success in a slooow economy. By implementing this strategy alone you will in deed create 7/24/365 sales reps for your company.

When you are in frequent contact with your client base it’s ten times easier to sell and you will generate 100 X more referrals from your clients, you gotta like that. More referrals will make your security selling easier since you will be dealing with people who are pre-qualified to do business with you.

As one of my first mentors would say Jim Rohn “It’s easy to do, easy not to do”

If you choose to do this little trick you’ll put a firewall around your security business that can’t be cracked by even the most creative, deadbeat, trunk slamming, hack job security dealer out there.

The more you educate your client the easier it is for you to sell more security products and services.

If ya don’t show up how can you expect to sell?

P.S. In this months Smokin Security Newsletter, I have a 60 minute no holds barred audio interview with the nations  top security  trainer on  how to sell and install electronic security systems at higher profits and margins!

And that not all you get in the July  issue of the Smokin’ Security Newsletter,  there’s way more:

• Also I have a referral postcard that is “off the hook” for creating a flood of referrals into your business.
• A multi step lead generation example on how to sell $100K security systems and up.
• An telephone script on for handling inbound calls and converting  to service contracts, and maintenance agreements.
• Why you need to be optimistically paranoid, it’s not what you think it is.
• How to give a 1HR service call for FREE to sell a $10K security system.
• The # 1 mistake all security dealers are making right now, and it’s not what you think.

Bob Maunsell
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/

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

Join My Security Marketing Group On Facebook
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Follow Me On twitter
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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!**

Commodity versus Service

Smoke Your Competition, By Focusing On Service…

The Merriam – Webster Dictionary’s definition for the word Commodity is: a mass-produced unspecialized product.
This means that you can be bought and sold like white rice… Yikes, not a position of strength if your selling big ticket security items.
The Merriam – Webster Dictionary’s definition for the word Service is: Work done by one person or group that benefits another; an act of aid or assistance.
Compare this to the definition of a Commodity: “a mass-produced unspecialized product.”  Which would you rather be selling?
That’s what I call settling for less; when you’re perceived as a commodity, just another alarm guy or authorized dealer in your security sales presentation…no one with perceived value.  This is evident when a prospect says to you, “I can get a security system for $50 dollars less and the monitoring for $10 bucks a month cheaper than yours.”
Draw a line in the sand today and say…
I will not let my alarm company be a Commodity!
It is why there’s often huge price discrepancies in the residential security system market and also the home theater and home automation markets.
Another word that I dislike in the English language -  as it pertains to the security dealer or the low voltage installer – is being referred to as a “vendor.”  That word screams commodity!
You are selling a service — although you may also sell some products or commodities along with your service.
How you present and package and bundle your security services or home theater systems and deliver them to the marketplace – and how the customer feels before, during and after the work is completed – directly affects the image of your company and affects future sales and business growth.
So don’t think of what you offer to your customers as simply just a “burg system” or a “sound system.”
Avoid the commodity attitude and mindset and work hard at creating extreme services for your client base.
Offer excellent service along with all the little bennies that will help you thrive — not just “get by” in this sloooow economy!

Peace Out!

CUL8R

Bob

Now Go Smoke Your Competition!

Check Out My Security Marketing Products and Services at
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Got A Difficult Question? Just Ask Me!
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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!**