Walt Disney and Mickey Mouse Cube Dice

From: Bob Maunsell
Worcester, Massachusetts
89 degrees and beautiful sunny skies
Playlist – The Black Keys – Tighten Up

I had a little time this weekend time to kick back and write up this security marketing blog post, as it pertains to one of my all time fav-O-rite quotes from Walt Disney himself “Do what you do so well and so uniquely that people can’t resist telling others about you”… make sure you write that quote down, it’s a keeper! – “Do what you do so well and so uniquely that people can’t resist telling others about you”

Evangelical Sales Force
So how can you BE that type of security company, where your company name and reputation spreads like gospel with WOM “word of mouth” advertising. Just think how many people you know that have gone to Disneyland and come back and can’t stop talking about the great time the whole family had; they show all the pictures of all the rides they went on. I think most people don’t even realize how much money ole Walt Disney sucked out of their pockets, until after the fact, because Disney does such a great job awing and entertaining its visitors.

By the way…Shawn’s (one of my office assistants) little brother just came back from Disney World and bought him some sweet Mickey Mouse fuzzy hanging dice for his car. They definitely set his ride apart in the parking lot!

Keeping in stride with the Disney theme, I came up with 20 ways that you can add Mickey Mouse ears to your security business that you guys and girls can incorporate into your security marketing arsenal. Walt Disney broke industry standards about what a theme park should be. In fact, there isn’t a theme park today that can be compared to the excellence of a Disney theme park created 50+ years ago.

In the coming years you’re gonna have to break industry norms if you want to be a successful security dealer. What got you to where you are today, won’t do you any good… cuz the rules and the dynamics have changed forever.

The question you have to ask yourself is, “How can I be more nimble, agile and creative with my current security client attractions and client retention efforts?”

The “WHY” you need to do this is that the last time I checked it wasn’t 2006 anymore. It’s 2010 and the economic landscape has changed for the worse.

You can’t keep wishing and hoping for the way things you used to be… and you can’t spend your life wishing for the good old days; living in the past is for people who are afraid of change; this new emerging economy will leave yah in the dust if you don’t get a move on!

I had a chance to catch a little news this weekend and a lot of “financial experts” say it will be at least 10-15 years before we see anything again like the 2006 economy. So why wait for what the so called experts say? By the way, weren’t these the same buffoons who got us into this mess anyway? What I’m telling y’all to do is “Go ahead and make your own good news” and snub your nose to all those so-called experts.

Successful people make there own economies!

When the economy does pick up, it will look nothing like it did in 2006. We are in a new emerging economy that will look radically different than anything we’ve ever known.

New And Emerging Economy To-Do-List
So here’s my checklist for the new emerging economy, but it’s your “To-Do-List” to implement and put to use!

1. You need to make new rules for your security business. Don’t let industry thinking dictate how you will attract new clients into your marketing funnel.
2. How can you better connect with your clients so you can deliver a more “WOW” experience?
3. You have to charge a premium price on your security systems so that you have enough margin left over to provide an extraordinary service and follow up after the sale.
4. How can you leverage your entire client base to do 10-100X more referral based selling so that they will become your evangelical sales force selling for your company?
5. Do more than you get paid for! Follow up phone calls, make sure the home or office is cleaner than when you left it, send a Thank You card, send a Newsletter.
6. Focus all of your energy on the $500 an hour work (marketing) not on the $15 dollar an hour work (running to the supply house to pick up a box of quad cable).
7. Outsource all the little things that drain your energy and waste your time so that you have more time to focus on the big security picture.
8. Create PDSM (Personality Driven Security Marketing ™) and build the brand called “YOU”, cuz folks want to buy from other folks. This PDSM will stand out more in a crowded competitive marketplace.
9. Develop and build your business’s personality that stands out. People want to buy from people.
10. How can you turn your security business into a Pay, Stay and Refer cash generating machine?
11. Increase the bandwidth of communication with your existing security clients and keep it real – do it with a personal touch.
12. All your techs should be treated as mini-sales reps and armed with the proper security marketing material to sell or upgrade existing system.
13. Have a risk-free, 100% money back GUA-RAN-TEE; if they’re not happy with your security services, then you will kindly refund the money with a smile. (Cuz it’s the right thing to do!)
14. Always be on the lookout for new security marketing avenues to bring more prospects through the door to you.
15. When you’re constantly designing and implementing effective ‘Direct Response Marketing’ techniques in your security marketing, no competitor is safe from you.
16. Create your security business around your life instead of settling for your life around your security business.
17. Provide a BIG enough reason why prospects should do business with you and pay you a premium for your security services.
18. Generate more offline and online traffic and turn them into clients 4 life.
19. Create more irresistible offers for all of your security products.
20. Fire that pain in the ass client who is costing you time and money and focus on the clients who truly value your services.

Just Being Good
The days of just being good are over you have to be extraordinary if you want separation from the rest of the crowd, and the more top-notch your security system installation and service is the more obligated you are to shout it from the mountain tops how good!

Now Go Smoke Your Competition! –  Bob Maunsell
Former Sgt U.S. Air Force
Have an E.S.P style day, Easy, Successful, Profitable.

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Discover How Always Alert Security Got 22 Pre-Sold Security System Sales

Last month, during my open call in day for subscribers to my Smokin’ Security Newsletter(TM), one caller, Always Alert Security in Oklahoma, told me he couldn’t believe the impact and responses he got from the bonus quarterly client newsletter that the Smokin’ subscribers get. He mailed out the client newsletter to his herd of customers and prospects and told me that one of the “emotional direct reponse” triggers that I embedded in the client newsletter generated 30 responses from his mailing! He now has 30 people to follow up with…way to go man!

But that’s not all…it get’s even better – much, much better!

Just the other day, while I was interviewing him for this month’s audio success cd (another incredible bonus that’s included in every issue of the Smokin’), he told me he also got 22 referrals from the client newsletter mailing! The client newsletter includes a kick-ass referral generating system, that I’ve developed, that is one of the best tactics you could ever deploy to flood your business with pre-qualified, pre-sold referrals. He now has 22 sales, on the books, that were already pre-sold on his security services….all the pre-selling grunt work was already done for him! Listen to what he has to say, in his own words, about using the bonus client newsletter that is included, four times per year, in my Smokin’ Security Newsletter(TM):

http://securitymarketingguru.com/category/testimonials/

He also said having a client newsletter is the best tool, in his tool belt, for generating business and referrals. He cannot believe the difference that a customer newsletter has made for his business. He echoed back to me what I’ve been telling you all along…a properly written and executed customer newsletter trains your clients to Pay, Stay and Refer!

If you’d like to start sending out a client newsletter and start reaping some of the results that he achieved…then click on the link to my Smokin’ Security Newsletter….my monthly marketing and business building newsletter written specifically for you folks – security dealers and low-voltage installers. The Smokin’ comes with a quarterly client newsletter [called Service That Soars (TM)] that you can print and send to your herd of clients. Sit back and watch the responses come in! For all new Smokin Security Newsletter(TM) subscribers, you’ll get a special introductory offer: a current issue, plus two (2) back issues and my four (4) of my favorite audio success CD’s for the low, low price of just shipping & handling $5.95.

For Those of You Still Sitting on The Corral Fence…

I’ll send you out a FREE copy of my client newsletter – Service That Soars(TM). That way, you can see, for yourself, how this quarterly client newsletter is the best business-building, relationship-building, referral generating, pre-selling tool used on the planet!

Just send an email to support@securitymarketingguru.com and put “Free Quarterly Client Newsletter Offer” in the subject line. Be sure to include all your contact info: Company Name, Contact Name, Address, City, State, Zip, Phone (so I can mail it to you.)

Later!

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/

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

Join My Security Marketing Group On Facebook
http://securitymarketingguru.com/bobs-facebook/facebook/

Follow Me On twitter
http://www.twitter.com/bobmaunsell

**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!**

Cultivate Learned Optimism- A Sure Fire Way to Increase Sales

Every top security dealer/security sales rep knows it takes a certain number of security site surveys and written estimates before they get a signed proposal from a prospect with his “John Hancock” on the dotted line.

Only those security dealers/security sales reps who constantly tell themselves that the next  estimate that they propose will be the one that gets signed, or the next IP surveillance video demo that they quote will close the deal, can overcome the discouragement of rejection time and time again.
It’s the players that can overcome rejection and defeat who are the ones that are at the top of their game and are so successful.  Therefore, you must develop the skill of thinking optimistically…it’s imperative to the success of your security business!

In Gone With The Wind, Scarlett O”Hara said, “Tomorrow is another day.” For you, another day is another opportunity for growth, change, and taking your security business to the next level.

Senator Robert Kennedy spoke with vision and optimism when he said, “Some people see things as they are, and ask, ‘Why?’ I see things as they could be and ask, ‘Why not?’” You, too, can envision things as they could be and ask yourself, “Why not?”

Ask yourself:

• Why not create the security business and lifestyle you were meant to have?
• Why not increase my RMR ten-fold this month by sending out a quarterly client newsletter, or by having a customer appreciation day or a monthly client gift card drawing?
• Why not offer a premium managed service care program for my top clients?
• Why not create a killer client referral system?
• Why not include a faxback/email back “Fast Cash Referral System” form in every invoice that goes out your door?
• If you’re a commercial security dealer…why not send a summer client newsletter or postcard touting the stark difference between analog vs. IP cameras?
• If you’re a residential security dealer…why not send out a summer residential client newsletter or postcard telling your clients about the advantages of upgrading their CO2 detectors?

Let’s go even deeper because the more you communicate with your client base and prospect the more you SELL!

• Why not discover the top seven (7) reasons for sending out a Thank You card.
• Why not create a Cinco De Mayo celebration day for your client base.
• Why not learn the three (3) key ingredients you MUST have for creating a Smokin’ video testimonial page for your website.
• Why not create a “Guilt-Free Client Appreciation Dinner” for your client base.
• Why not create a killer “Thank You Card” program, to send out to your clients after the security install.
• Why not learn about the greatest mobile advertising for cell phones on the planet?

By the way, everything I just bulleted above is included in the May issue of the Smokin’ Security Newsletter, so just click here today to get your free trial offer of the  Smokin’ Security Newletter.

Like I always say, the main reason security dealers struggle is because they have only one primary way of getting clients. I just laid out thirteen (13) different ways to get more leads and close more business, and to differentiate yourself from your competition…so, why not you?  So, get going and go Smoke your competition!

Smokin Security Newsletter TM

Do You Want to Develop a Continuous Stream of “HOT” Security Prospects…Dominate Your Local Security market…Attract “A-List” Clients that PAY, STAY and REFER…Stop Wasting Money on Marketing That Doesn’t Work…Increase Profits and Your Personal Income….Then You NEED to Sign Up for My Smokin’ Security Newsletter TM Today (now read in 8 countries world-wide!)

Get two free back issues, one current issue, four Audio Success CD’s and 10 Bonuses worth over $2,500, when you become a member of my Smokin’ Security Newsletter…all for the low, low introductory price of $5.95.

Security Maverick Coaching Club TM

Do You Want to Be Personally Mentored by Me, Bob Maunsell, The Security marketing Guru?  Are You Sick and Tired of Just Getting By Week-By-Week, Do You Want to Establish Your Security Business as The Premier Security Company in The Region?

Then Join My Exclusive, Personal, Marketing Coaching Program, for Security Dealers and Low Voltage Reps, and I will Personally Mentor You! I’ll Lead You By The Hand and Guide You Step-By-Step To Creating The Most Profitable, Most Fun and Lowest Stress Years of Your Career.

So, If, and ONLY If, You’re Serious About Multiplying Your Income, Gaining A Personal Life That YOU Control And Being Able To Spend More Time Then Ever With Your Family And Loved Ones Without Having To Worry About Managing Your Business, You’re Invited To Apply For Membership In This Elite Group, my Security Maverick Coaching Club TM.  All Others Need NOT Apply.

Vehicle Card Pockets TM

Do you want to turn your service vehicles into a 24/7/365 selling machines?!  Then “say hello to my little friend,” Vehicle Card PocketsTM from Security Marketing Guru (authorized retailer). Vehicle Card PocketsTM are exterior card holders, for your business cards, that mount to your vehicle.

Slap one of these bad boys on each vehicle, fill them with your business cards, and instantly turn your vans into 24/7/365 selling machines!  I have been using these on my work vehicles for almost a year now and still can’t believe how many cards are taken and how many sales calls I get from them! It’s like having a security sales rep permanently “gorilla-glued” to the side of your vans handing out business cards all over town!

So, if you want to dramatically elevate your game, I urge you to check out one of my three Premier Pocket Packages – Platinum, Gold and Bronze – and start using Vehicle Card Pockets TM today!

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

Who’s looking for a way to market to new homeowners that’s cheap, easy and effective, without needing any special marketing skills, lots of coin or know-how to employ?

Use my outrageously easy marketing system for New Homeowners (the new residents who are moving into your area by the hundreds each month) and double – even triple – your new installs overnight!

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!

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

Join My Security Marketing Group On Facebook
http://securitymarketingguru.com/bobs-facebook/facebook/

Follow Me On twitter
http://www.twitter.com/bobmaunsell

**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!**

I Just Got 30 Response From My Security Customers!

Even in a crappy economy it’s STILL entirely possible to run a prevailing security business and outsmart everybody else. If that sounds really attractive to you then please read on.

Last month during my quarterly open call in day for subscribers to my Smokin’ Security Newsletter(TM), one caller, a security dealer named Charlie Cleary from Always Alert Security in Oklahoma, told me he couldn’t believe the impact and responses he got from the bonus quarterly client newsletter that the Smokin’ subscribers get.  Charlie sent out the bonus client newsletter to his herd of customers and told me that one of the “emotional direct response” triggers that I embedded in the client newsletter generated 30 responses from his customer base!  He now has 30 people to follow up with…way to go Charlie!

Charlie also said having a client newsletter is the best tool, in his tool belt, for generating business and referrals. He cannot believe the difference that a customer newsletter has made for his business.  He echoed back to me what I’ve been telling you all along…a properly written and executed client newsletter trains your clients to Pay, Stay and Refer!

If you’d like to start sending out a client newsletter and start reaping some of the results that Charlie has…then go to securitymarketingguru.com, click on the Security Marketing Products and Services tab, and select Smokin’ Security Newsletter(TM)….my monthly marketing and business building newsletter written specifically for you folks – security dealers and low-voltage installers. The Smokin’ comes with a quarterly client newsletter [called Service That Soars (TM)] that you can print and send to your herd of clients.  Sit back and watch the responses come in!  For all new Smokin Security Newsletter(TM) subscribers, you’ll get a special introductory offer:  a current issue, plus two (2) back issue and my four (4) favorite audio success CD’s for the low, low price of $5.95 (just to cover shipping and handling.)

For Those of You Still Sitting on The Corral Fence:

Here’s 8 Compelling Reasons Why You Should Be Sending
Your Herd of Clients a Company Newsletter!

Creating The Coveted “Halo” Effect

A  newsletter is a great way to share your industry knowledge with your clients. You can produce articles of any size and length about security and place it in your newsletter.  You will soon achieve that “HALO” effect as a recognized security expert in your clients’ eyes and they will see the value of your security service and low voltage services.

Tsunami of  Referrals

The best way to get referrals is to just ask!  It’s so-so important to have a security marketing system to ask your clients for a referral every time you come in contact with them (aka Robotic Security Selling TM).  Each time you or your techs see a client, you should be asking for a referral.  As the saying goes, what you don’t ask for you don’t get.

You should have a security marketing system in place that has different referral pieces for different occasions.  Let me give you a few examples:  a company newsletter—the most important because it’s in your customer’s face 4-12 times per year,  a client survey sent to your customers after work is done that asks how well you performed the security install and also asks for a referral,  a door knocker placed on your client’s neighbors doors letting the neighborhood know you’re doing work next door and asking if they are in need of your services (a reverse referral really), a referral letter that you mail to your clients, etc.  I have all these pieces and more in my Security Maverick Coaching Program arsenal.

Stealth Bomb Marketing

A properly written and executed newsletter (one that trains clients to pay, stay and refer) is truly a “Guerilla” method of marketing.  By sending it out to your “happy” clients and “interested” prospects (a.k.a. your fan base), they become an evangelical security marketing sales force, and the best sales reps you could ever have working for your company. If the newsletter is written properly with referral mechanisms and triggers in place, it will persuade your clients into referring your services.

Your competition will never know how you attract all of the top-shelf clients in your town. The newsletter works behind the scenes that trains your clients to Pay, Stay and Refer!

Introduce New Services & Feature Products

Introducing new security services and electronic security products in your newsletter is a great way to truly present the comprehensive nature of your security business.  You should present you new products and services in educational content, for example:  What is the difference between a proxy reader and a biometric reader?: Is an IR-Camera right for you?   By featuring products/services this way, you’ll really make your inquiries grow.

Old School vs Digital

According to a Standard & Poors study, people prefer to have a newsletter or written material mailed to them, despite the growing use of the web for distribution of marketing material.  The study showed 1/3 of the respondents preferred printed copies, 41% preferred both print and electronic while only 5% preferred an online version.

As I’m writing this post right now I have a stack of catalogs from J.Crew, L.L. Bean, Lands End and Nordies sitting right next to me. If these big companies are sending out catalogs (and they send them out more than once a month!) that should tell you a whole heck of a lot about how and why they are successful.

The Bloody Cost of New Client Acquisition

It takes anywhere from 6 to 15 times the amount of money to attract new clients than it does to keep your current clients coming back for more stuff.  Sending a printed newsletter, on a consistent basis, is the simplest and brain-dead easiest way to keep your clients coming back for more, more, more!

Building an Impenetrable Corral Around Your Client Base

Creating a “personality” for you and your company has a lifelong bonding effect.  The more you share your hobbies, travels and lifestyle with your clients the more bonding goes on.  Clients get a sense that they really know you and you, in turn, are breaking down the trust barrier and building a foundation for lifelong clients and a ton of referrals!  The same goes for your office staff and your security techs.  Share thumb-nail sketches about your staff and your technicians and watch how clients start to bond with your employees, but, even better, see how they start to feel about you…Get your clients feeling all warm and fuzzy about y’all!

Texas Oil Fields – Financial Castles

Your clients will perceive your security services as high-end. What security business owner, in their right mind, would want to be perceived as anything less?.

I was reading a survey from Standard & Poors, and it stated that businesses that send printed newsletters are viewed as more stable and are regarded as having a higher level of customer service.

Now, I sure hope you see the value in sending out a quarterly or monthly newsletter.  Once you get started, it really isn’t so hard.  You’ll actually grow to love it!  For those of you who can’t see themselves putting a monthly newsletter together or just plain simply don’t have the time or desire to put one together, then you’re in luck!

Go to securitymarketingguru.com and click on the Security Marketing Products and Services tab.  You’ll find my Smokin’ Security Newsletter(TM) info there.  Sign up for my Smokin’ Security Newsletter(TM)…there’s a special offer for new subscribers:  for $5.95, you’ll get a current issue, plus 2 past issues, plus my 4 favorite audio success CD’s.  As a subscriber to my Smokin’ Security Newsletter, you’ll get a quarterly client newsletter, called Service That Soars (TM).  You can simply print it and mail it to your herd of clients….it’s that simple!

Smokin Security Newsletter TM

Do You Want to Develop a Continuous Stream of “HOT” Security Prospects…Dominate Your Local Security market…Attract “A-List” Clients that PAY, STAY and REFER…Stop Wasting Money on Marketing That Doesn’t Work…Increase Profits and Your Personal Income….Then You NEED to Sign Up for My Smokin’ Security Newsletter TM Today (now read in 8 countries world-wide!)

Get two free back issues, one current issue, four Audio Success CD’s and 10 Bonuses worth over $2,500, when you become a member of my Smokin’ Security Newsletter…all for the low, low introductory price of $5.95.

Security Maverick Coaching Club TM

Do You Want to Be Personally Mentored by Me, Bob Maunsell, The Security marketing Guru?  Are You Sick and Tired of Just Getting By Week-By-Week, Do You Want to Establish Your Security Business as The Premier Security Company in The Region?

Then Join My Exclusive, Personal, Marketing Coaching Program, for Security Dealers and Low Voltage Reps, and I will Personally Mentor You! I’ll Lead You By The Hand and Guide You Step-By-Step To Creating The Most Profitable, Most Fun and Lowest Stress Years of Your Career.

So, If, and ONLY If, You’re Serious About Multiplying Your Income, Gaining A Personal Life That YOU Control And Being Able To Spend More Time Then Ever With Your Family And Loved Ones Without Having To Worry About Managing Your Business, You’re Invited To Apply For Membership In This Elite Group, my Security Maverick Coaching Club TM.  All Others Need NOT Apply.

Vehicle Card Pockets TM

Do you want to turn your service vehicles into a 24/7/365 selling machines?!  Then “say hello to my little friend,” Vehicle Card PocketsTM from Security Marketing Guru (authorized retailer). Vehicle Card PocketsTM are exterior card holders, for your business cards, that mount to your vehicle.

Slap one of these bad boys on each vehicle, fill them with your business cards, and instantly turn your vans into 24/7/365 selling machines!  I have been using these on my work vehicles for almost a year now and still can’t believe how many cards are taken and how many sales calls I get from them! It’s like having a security sales rep permanently “gorilla-glued” to the side of your vans handing out business cards all over town!

So, if you want to dramatically elevate your game, I urge you to check out one of my three Premier Pocket Packages – Platinum, Gold and Bronze – and start using Vehicle Card Pockets TM today!

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

Who’s looking for a way to market to new homeowners that’s cheap, easy and effective, without needing any special marketing skills, lots of coin or know-how to employ?

Use my outrageously easy marketing system for New Homeowners (the new residents who are moving into your area by the hundreds each month) and double – even triple – your new installs overnight!

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!

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

Join My Security Marketing Group On Facebook
http://securitymarketingguru.com/bobs-facebook/facebook/

Follow Me On twitter
http://www.twitter.com/bobmaunsell

**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 Thrill of Protection (Great Sample Security Ad Inside!)

Any security dealer or security sales rep can feel safe in a harbor (The waters of 2007), but real joy and victory comes to those who sense that they can captain the ship during a storm.

Here’s a snippet of a great ad, that’s in this month’s Smokin’ Security Newsletter. It’s designed for pre-selling security and low voltage services…mail it out prior to conducting your security audit and watch the doubt and skepticism go away and a new level of trust, faith and confidence, in you and your services, develop in your prospect!

Smokin Security Newsletter TM

Do You Want to Develop a Continuous Stream of “HOT” Security Prospects…Dominate Your Local Security market…Attract “A-List” Clients that PAY, STAY and REFER…Stop Wasting Money on Marketing That Doesn’t Work…Increase Profits and Your Personal Income….Then You NEED to Sign Up for My Smokin’ Security Newsletter TM Today (now read in 8 countries world-wide!)

Get two free back issues, one current issue, four Audio Success CD’s and 10 Bonuses worth over $2,500, when you become a member of my Smokin’ Security Newsletter…all for the low, low introductory price of $5.95.

Security Maverick Coaching Club TM

Do You Want to Be Personally Mentored by Me, Bob Maunsell, The Security marketing Guru?  Are You Sick and Tired of Just Getting By Week-By-Week, Do You Want to Establish Your Security Business as The Premier Security Company in The Region?

Then Join My Exclusive, Personal, Marketing Coaching Program, for Security Dealers and Low Voltage Reps, and I will Personally Mentor You! I’ll Lead You By The Hand and Guide You Step-By-Step To Creating The Most Profitable, Most Fun and Lowest Stress Years of Your Career.

So, If, and ONLY If, You’re Serious About Multiplying Your Income, Gaining A Personal Life That YOU Control And Being Able To Spend More Time Then Ever With Your Family And Loved Ones Without Having To Worry About Managing Your Business, You’re Invited To Apply For Membership In This Elite Group, my Security Maverick Coaching Club TM.  All Others Need NOT Apply.

Vehicle Card Pockets TM

Do you want to turn your service vehicles into a 24/7/365 selling machines?!  Then “say hello to my little friend,” Vehicle Card PocketsTM from Security Marketing Guru (authorized retailer). Vehicle Card PocketsTM are exterior card holders, for your business cards, that mount to your vehicle.

Slap one of these bad boys on each vehicle, fill them with your business cards, and instantly turn your vans into 24/7/365 selling machines!  I have been using these on my work vehicles for almost a year now and still can’t believe how many cards are taken and how many sales calls I get from them! It’s like having a security sales rep permanently “gorilla-glued” to the side of your vans handing out business cards all over town!

So, if you want to dramatically elevate your game, I urge you to check out one of my three Premier Pocket Packages – Platinum, Gold and Bronze – and start using Vehicle Card Pockets TM today!

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

Who’s looking for a way to market to new homeowners that’s cheap, easy and effective, without needing any special marketing skills, lots of coin or know-how to employ?

Use my outrageously easy marketing system for New Homeowners (the new residents who are moving into your area by the hundreds each month) and double – even triple – your new installs overnight!

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!

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

Join My Security Marketing Group On Facebook
http://securitymarketingguru.com/bobs-facebook/facebook/

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!**

The Ballsiest Ad I’ve Ever Seen…

Hey guys, Rob here and I’m running the show here today. Just working on my lunch, an awesome grilled chicken salad from Uncle Sam’s Pizza here in Worcester, and I came across this crazy ad that 3M did with their “money security glass.” I figured Bob would love to write about this and how it would be an amazing ad for any security dealer, so allow me to do it for him…

What I’ve learned most here in my first few months is that to be successful in the Security business, you need to put yourself out there and be a little less “play-it-safe” and a little more “daredevil” when it comes to generating leads.

Take 3M’s Safety and Security Window Films marketing technique.This product is amazing by the way…  protecting from solar glare, cutting down ultraviolet rays, and providing energy savings. The window film as a whole, can withstand severe weather changes, as well as explosive “attacks” on it and burgalary attempts on it.

To prove their points, 3M began a campaign in which they stacked “1 million dollars in cash” (except it was really $500) inside a display case encased in their ‘security glass’. The deal was, if you could kick in the glass, you’d get the money inside. This is a great example of ‘guerilla marketing’, and it got great results. Just Google this ad and you’ll see a ton of positive feedback about it. People loved it! Who knew a security ad could be so compelling?!

Make your ad bold; make a promise. If your promise stands out, and strikes a chord with the market, you’ll see great results from the ground up and increase your market share. Talking about service and peace of mind doesn’t is great, but it doesn’t quite get the job done. A great USP will repel the people who are just out to waste your time. Instead, you’ll be attracting more legitimate security clients your way. Remember, selling is all about making a promise. Make your promise standout, spontaneous even, as long as it is something you can keep. That’s a USP – the promise no one else can make…or has the guts to make (like tempting people to break into a glass street display for cash).

Here’s Bob’s 3M ad for you, and his own “Ballsey Guarentee!”

Don’t you think this security marketing information could get your 2010 jump-started in a hurry?

The security marketing ideas and information in the January 2010 issue is bigger than three of Bob’s favorite cigars!

• The Best Thing I Did in 2009 That You Can Do in 2010
• How to create a Long Lasting Relationship with Your Client Base, it’s easier than you think!
• How to create a secret link of communication to your client base
• How to write persuasive emails that sell
• The 4 little-known secrets on how to write emails that sell
• How to create personal and business momentum that will make it hard for your competitors to keep up
• How to make emotional deposits with your client base
• 10 little known secrets to turn your home sound system into a Vanician concert hall
• 31 questions to kick start your brain for writing emotionally based emails
• How to write like you’re talking face-to-face
• The #1 reason you need to communicate more often with your client-base
• My #1 secret weapon for building a trust tunnel

Bonus #1: Your quarterly client-retention newsletter is ready for download – This is the Holy Grail for building a Firewall around your Security Business, and for getting clients to pay, stay and refer!

Bonus #2: Your new referral generator is also ready for download to stimulate more business. You can attach this to your invoices for the next 10 years and become a silent sales rep.

Bonus #3: Your client fax-back form is ready for download, to attach with your invoices

Part 2 of the Audio Success CD - How to Make Maximum Money in Minimal Time

This link will explain all the security marketing pieces you get inside the Smokin’ Security Newsletter!

You don’t want to miss this issue!

So obey that inner voice, follow this link to the Smokin’ Security Newsletter page, and signup today!

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/

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

Join My Security Marketing Group On Facebook
http://securitymarketingguru.com/bobs-facebook/facebook/

Follow Me On twitter
http://www.twitter.com/bobmaunsell

**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!**

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!

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

Join My Security Marketing Group On Facebook
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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!**

Brain Overloaded and Robotic Selling

Here’s a very cool testimonial that I received New Years Eve.  Read the whole thing…there’s a lot of pearls in this security marketing blog post!

Bob,
hey listen, my brain is overloaded now that I have received a shitload of your material. I am talking about the 2 back issues and December of your newsletter.

Also I just finished listening to the audio of Craig and he is absolutely right about people being “horny” for whatever topic they are into.

Mine currently is marketing this new company I opened, which is why I have to be careful not to purchase all the products you shamelessly pitch to me or I will be broke! Bravo Bob. Bravo.

The real reason for this message is to request some postcard mailing basics from you. I have never done any mail campaigns and I need to know the ropes fast.

January is coming and this is going to be the latest marketing avenue. any help is greatly appreciated.

Brian Downs
Giant PowerComm
Apple Valley, CA.

Here’s my response to Brian:

It’s The Best Time  Ever To  Start a Security Business…

Hi Brian,

Thanks for the kind words.  You’re in the right place for marketing – for discovering unique ways to market the heck out of your new security business.  Remember, it’s never a bad time to start a security or low voltage business unless your starting a half-ass business.  This economic downturn  represents a HUGE opportunity for anyone that wants to get out there and out hustle, out market and out negotiate the competition, and deliver incredible value to there client base.

The security dealer/integrator,low-voltage installer, locksmith, private guard service, who can kick butt during depression-like unemployment figures can kick butt anywhere, anytime, anyhow. You choose how you want to play the game OF life and business!

Brian, as a member of my Smokin’ Security Newsletter, here’s what I’ve grilled up for you on my George Forman grill for January…

Manual vs. Robotic Selling…

The January Smokin’ Security Newsletter is “jacked” with three (3) of my proprietary security marketing pieces that will get you rolling out of the gate fast.  I detest manual labor style selling to onesie and twosie at a time.  I prefer to use robotic selling strategies to leverage my time and money…why have just one person in your sales funnel when you can have 20?

Last time I checked, you didn’t get paid for working harder, but you do get paid, handsomely, for working smarter.

The first marketing piece, that’s included in the Smokin’ Security Newsletter, is my proprietary, quarterly, client-retention newsletter, called “Service That Soars(TM).”   You will receive four times throughout the year, as a Smokin’ Security Newsletter subscriber.

My client-retention newsletter is geared toward getting your clients to “Pay, Stay, and Refer!” It’s an incredible security marketing tool that does the heavy lifting for you when it comes to your internal and  external marketing strategies. Check out this video (“The old school way of dripping on top prospects”)This newsletter is the best marketing tool available to you, on the planet, for soft-selling and cross-selling your security services, and, if you wish, offering more electrical services.

In last months audio success CD my guest expert talked about making people “horny” to do business with you and being able to “scratch this itch.”  You can do exactly the same thing with this newsletter.  In your next round of bonuses, you’ll get the “Acres of Diamonds” CD on “How to turn your security business into a Jericho Diamond mine” and using a newsletter to market your services.

The second marketing piece is my proprietary Fast Response Fax Back form that you will insert inside of the client newsletter. It solicits a response from your reader and gives them the option to fax back the form to you requesting your services.

If I were you, I would include a short note inside the newsletter.  This would be a brain dead easy way of educating your existing clients about your new security business.

Walt Disney’s Motto…

Brian, the third piece you’ll get will be my proprietary Client Referral Generator Form that you can insert inside this months newsletter.  You can also insert this handy-dandy, money-maker inside all of your invoices.  You’ll be shocked to see how many clients fill it out and send you in referrals for security leads!

If your sending out perhaps 50-100 pieces of mail, per month, that’s 50-100 referral forms that are going out the door every month. If you do that over 12 months, that’s 600-1200 referral forms going out the door.  If you keep inserting that referral generator inside your invoices over a 5 year period, what’s that – 3,000 or 6,000 referral forms you’re sending out?  Don’t you think that will generate some referrals??

I think so…

What could this referral form be worth to you over a 5 year period, if you’re delivering a “WOW” experience to your clients, and you take Walt Disneys mantra to heart “Do What You Do So Well and Uniquely That People Can’t resist Telling Others about You.”

I would say that this referral generator is worth at least $300,000 to you… A damn good ROI for $97per month of my security marketing newsletter…

You Think…?

Combat Rock…

So Big “B”, get your internal mailing list ready cuz coming up in the February, March, and April issues of the Smokin’ Security Newsletter I have a ton of treats for you…this goes for all of my members!  Here’s a snapshot of what’s coming out of Worcester, MA over the first quarter of 2010.  For starters, a birthday card promotion, a new client acquisition post card, and a testimonial sheet generator.

I have a ton of security marketing strategies for you to implement!

And, Brian, I will spell out, in detail, how to put the postcard into action – for all of you guys and gals.

Let’s get ready to rumble in 2010!!

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/

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

Join My Security Marketing Group On Facebook
http://securitymarketingguru.com/bobs-facebook/facebook/

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!**

Paranormal Activity of A Struggling Security Dealer

Hope you and your family had a good, long rest over the Thanksgiving holiday weekend.  One of the things I was able to do was check out a movie with my brother, Gerald, who came home from the “Big Apple” for the holidays.

We  both wanted to see a movie that would scare the bejeezus outta of us and I heard of this new flick, Paranormal Activity, that might do the trick.

Paranormal Activity has generated a ton of internet buzz (been widely promoted with SMM Social Media Marketing) and has generated the same buzz that The Blair Witch Project did a few years back.

Paranormal Activity was shot with a hand-held camera, in the  producers bedroom, for around $15K.  Presently, the film has raked in about $150 million dollars. Not a bad ROI, you think?

The movie, to be honest, was so-so.  I’ve seen scarier in my day, but while I was watching the movie the idea for this  security marketing tip/blog post  pop into my head – as if that wasn’t some weird paranormal occurrence, in itself.

Paranormal…

The term Paranormal is used as a general term that describes unusual experiences that lack a scientific explanation, or phenomena alleged to be outside of science’s current ability to explain or measure.

I often see security dealers and low voltage installers haunted by the slooow economy and the unexplained mysteries they see everyday.  I find security dealers that get dragged into these weird paranormal occurrences.

Paranormal Activities of a Struggling Security Dealer….

Please take this test below and if you answer yes to “just” one of these questions then you are haunted by the Ghost of the Current Recession…

• Have you cut your marketing/advertising budget?

• Do you find yourself saying, “If everyone else is slow,and I’m slow too it makes me feel good?”

• Do you work, worry, and eat more?

• Have you been sleeping and exercising less?

• Do you blame the state of your security business on Obama, Nancy Pelosi and Harry Reid (aka The Welfare Party)?

• Do you blame Wall Street?

• Do you blame your woes on the town or area you live in?

• Do you blame your wife?

• Have you let your any staff and/or technicians go?

• Have you been offering ONLY services you [think] customers want and can afford to pay?

• Have you downsized your automobile?

• Have you downgraded your cable (cut Showtime, HBO and Cinemax)?

• Have you axed minutes on your cell phone plan?

• Have you taken smaller, and less frequent vacations?

• Did you cancel your golf course membership?

• Did you sell-off your vacation house?

• Did you down-size your Yellow Page Ad?

• Are you hoping your brother-in-law decides to host the Christmas party at his house this year, so you don’t have to pick up the tab?

Who you Gonna Call…Ghost -Busters!

Here is my prescription to you if you’ve answered “Yes” to any of the questions above:

You should  call Ghost-Busters for a Paranormal Extermination Service of your mind!

Ok. Just kidding! Really.  So what should YOU do if you are “in a security sales slump?” Chances are, somewhere along the line, you stopped learning and growing and are now operating from your existing knowledge base. The only way you can do more is by learning more.

Go through my Smokin’ Security Newsletter system as if you’re going through it for the very first time.  Spend at least 30 minutes every single day reading or listening to my CD’s on marketing, personal finance, and personal growth.

What have you been feeding your brain over the last 5,10,15yrs?  If you’ve been watching Ice Road Truckers on the Discovery channel, then you know more about how to get an 18-wheeler across the frozen ice then how to talk a new client into upgrading his access control system.  If you’ve been reading Sports Illustrated (it better be the swimsuit edition!), then you know more about the Yankees, USC Trojans and Tiger Woods then you know about how to attract customers that pay, stay and refer…not such a good thing when you’re in the security business!

Write This in Blood…

The absolutely, positively most important knowledge you need is not about installing security or low voltage electronic systems.  The most important knowledge you need is about marketing, or in other words, being a “Security Marketing Expert.”  This is infinitely more profitable then being just a security installer/business owner.

When you master your marketing, you’ve mastered your whole business life.

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!

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

Join My Security Marketing Group On Facebook
http://securitymarketingguru.com/bobs-facebook/facebook/

Follow Me On twitter
http://www.twitter.com/bobmaunsell

**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!**

How to Conduct a Home Security Audit

Last week, I posted a blog asking for comments on how to secure Lindsay Lohan’s (the actress’) house.  There was also a video of thieves breaking into her home. I got a lot of great feedback from readers with many good ideas.  One of the responses hit an old military man like myself was from another former military man. He includes some Smokin’ recommendations on ways to secure Lindsay’s house that would take the price out of the equation (not that Lindsay’s a penny-pincher).

The gentleman who wrote the recommendations wants to remain anonymous on my blog, but would allow me to use his true name when submitting it to Lindsay’s PR firm.  The gentleman asked to be called “Frank Martin” as you can see in his email just below:

Hello Shawn,

Thank you for your response. I appreciate it and am flattered. As a rule, I try to avoid making “public” posts – for my own privacy. However, If you & Bob want to move my post Re: Lohan to Bob’s blog you have my permission. I would ask that you guys use the name “Frank Martin” and delete my former affiliations. One of the secrets to my successes in a variety of matters is that my true identity and intentions/actions were hidden under pretext or subterfuge.

If Ms. Lohan’s representatives would like further elaboration/possible retention, you can provide my true name and e-mail. I have to admit that although I’ve heard the name “Lindsay Lohan”, I didn’t know who she was until this AM. Had to look her up on the web. Seems to me Ms. Lohan has some “un-friendly” admirers and needs to take her security seriously, and not just with respect to her residence.

Best Regards,

Frank Martin

Here’s the response email with Frank’s recommendations for securing Lindsay’s property:

In Re: Lohan intrusion – Unfortunately, the video does not show the entire Lohan property. One can only presume the intruders had a less than difficult time gaining access to the residence.

“Blind” Recommendations would be:

A) Property PERIMETER Protection in line with DOD (Dept. of Defense) standards (esthetically pleasing fencing with appropriate clear zones).
B) Additional & possibly better CCTV system, tied in with
C) Motion Detection,
D) Improved exterior perimeter & residence lighting, and
E) “Target Hardening” of all possible points of entry to the residence, with appropriate intrusion alarms.

Respectfully submitted,

Frank Martin, CPO DABFE MEPP
fmr. Security Specialist, XXXX/XXX
fmr. Lieut./Chief Investigator, XXX Police

Upgrade Your Security Selling Vocabulary…

Now that you’ve read Frank’s recommendations, you should be able to tell that anyone using this type of wording in their selling vocabulary with prospects and clients is not providing a free or inexpensive security system.

It should also be apparent that military-style words like:  Perimeter Protection, DOD (Department of Defense) Standards, Clear Zones, Intrusion Alarms, and Target Hardening are subliminally telling your prospects and clients that their homes or offices or properties are going to be secure like the Pentagon or Fort Knox or NORAD.  That type of safety, and the sense of peace and security that it fosters, goes a long way with people…they’re willing to pay more for it!

You Live and Die by the Words You Use To Sell

Here’s some examples of things you should not be saying.  If you’re using the following words in your security selling vocabulary, then you’ll never get out of “the cheapest price gets the job” mode. These words should be permanently banished from your thoughts…

“You just need a basic alarm system; you don’t need all the bells-and-whistles the other guy says you do.”
“Just let me know what the number is that I have to beat.”
“Can you give me last look?”
“I have the least expensive monitoring in town.”
“I can do it cheaper than the other dealers”
“What’s the other security dealer charging you?”

When you use these statements, you’ve reduced yourself to the lowest possible commodity in your prospect’s mind…you’ve given away all the selling and buying power!  And, they know they can make you go lower and lower…a bad position for you, but a great position for the buyer!

You’re definitely not creating enough value for your business to thrive and provide you with the income you need to do the things you want to in life…very scary!

In this month’s issue of the Smokin’ Security Newsletter, you’ll learn…

•    How to Become the Contrarian Security Dealer
•    Why You Make More Money Going Against the Grain
•    How to Create High-Yielding Ads
•    How to “Bullet-Proof” Your Security of Low Voltage Business
•    How to Create Proprietary Security Systems in Your Local Market
•    What Sir Isaac Newton Can Tell You About Increasing Your RMR
•    How to Find Your Best Sales Rep Ever
•    Check Out My 2009 Yellow Page Ad Critique – A $3,500 Makeover for Precision Locksmith Co. – You’ll Get Tons of Great Ideas To Use in Your Next Y.P. Ad – For FREE

But wait….I’m not done with you yet because I way over deliver!  You’ll also learn…

•    How To Turn Your Security Vehicle into A 24/7/365 Selling Machine (in the audio success CD)
•    With this little gadget I have, your business will get 70,000 more eye-ball exposures per year – all for less than $40! (I’m all about adding more sales reps to your business without adding “a dime” to your payroll!)
•    How To Make Yourself King of Your Local Market
•    The Power of Being Resilient

As always, I provide ESP (Easy, Successful and Profitable) Security Marketing to my virtual army of security dealers and low voltage installers around the world!

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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