Top of the Mountain…

Yippee Ki-Yay! It’s Friday

I posted this over 2 years ago (!) but a few readers asked for an encore.  So here it is!

“Top of the Mountain”

I have had this list of 10 commandments, if you will, thumb-tacked to my office wall since October 27, 1996. That’s almost 14 years ago!  I don’t remember where, when or how I came up with these 10 commandments (must be old age setting in!) that teach you how to climb to the “Top of the Mountain.”   If I were writing this piece today, I would titled it “How to Become a World Famous Security Guru.” I have followed these 10 steps to the tee since I committed the words to paper. So here you go guys & gals:

1. Show up.
2. Show up on time.
3. Show up ready to perform.
4. Study and learn something new about the electronic security everyday.
5. Study and work to become an expert, a specialist.
6. Invest some time everyday in self-improvement.
7. Know that by doing these things you are more knowledgeable and expert than most, so look, talk, and act like a leading authority in your field.
8. Not only work on your mind, but your body as well.  Make it a point to stay fit and look neat and clean at all times…remember, first impressions are everlasting!
9. Be a marketer first and foremost. Be a marketer of what you do, more than a doer of what you do.
10. Manage and invest your time well.

What I wrote almost 14 years ago is still very useful advice today…it’s timeless guidance that, if followed, will take you to the summit in the security industry.  The only difference is that, today, I know WAY more cutting–edge,  mountain-climbing techniques to get to the apex of the mountain, and how to use these techniques to rapidly ascend to the top.  By utilizing all the latest & greatest mountain climbing gadgets,  it’s a heck of a lot quicker to get to the pinnacle cuz I ain’t using dated climbing gear and techniques from 1996!

Always Be Learning

One thing I want you to know is that your competition, for the most part, will not explore or do any of the required training to climb to the “Top of the Mountain.”  Why?  Because people are lazy & cheap in there acquisition of new knowledge & marketing ideas and they don’t want to work any harder then they have to. If you follow these 10 commandments for climbing to the “Top of the Mountain” what you will notice is that it’s harder climbing at the base of the mountain (all the rookies & green horns are in your way there.)  But, as you start climbing higher, it will become easier…less people will be in your way because they’re still struggling at the base (they didn’t take the time to study and learn new climbing techniques, therefore, they haven’t learned how to climb expertly.)

The big difference will be when you get to the “Top.”  The people there are far and few between, but they are the successful folks, the ones you’d want to hang out with and learn from.  You never want to take advice or model yourself from someone who is a “green horn” at the base of the mountain, who are disguising themselves as a climbing expert, but have never been to the “Top.”  You know these folks…the ones who have all the answers, but no-real world experience.

The big difference at the “Top” is that, firstly, the view is breath-taking and you can see 360 degrees in all directions, which allows you to see most opportunities.  Secondly, “The Who” song, “I can see for miles, and miles and miles, and miles, oh yeah!!”" should be playing in the back of your brain over and over again.

P.S. I hope that most of you are wise enough to thumb-tack these 10-commandments on your office wall and abide by them.  Like Jim Rohn said about success, “It’s easy to do and easy not to do.”  Knowing and doing are two different actions…so the choice is yours.  I only hope, someday, to get a nice, little testimonial from one of you who implemented the the commandments I just laid out. I’m sure, whoever you are, you’ll be at the TOP of your game!

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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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
http://www.securitymarketingguru.com/category/bobs-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!**

“Mansy” Security Marketing…Riches in Niches!

Because I recieved so many emails on my Victoria’s Secret Blog post about that half naked guy in a women’s bathing suit….I’ve brought him back just for you guys! I ran this article in my Smokin’ Security Newsletter about 2 years ago and if you are a Smokin’ Newsletter subscriber then you already know that I like to push the envelope. I think with this exhibit I’m doing  it more as a lesson than to offend anyone— you know I’d never do that (kid ya not!) Heres the story behind this story, (there’s a valuable lesson to be learned here so listen up!)….. Well,  I was in Boston having lunch in the financial district by my lonely self (my wife was on fashionable Newbury Street getting her locks colored and trimmed—oh, if her hairdresser, Jeffrey, back home only knew! He charges Newbury St. prices in “Woosta”.  But he is really good—he does my locks, too!) Anyway, I’m sitting at this pretty hip sandwich shop called “The Press”, sinking my choppers into an amazing “Cuban Steak” sandwich and flipping the pages of this local trendy magazine called the “Improper Bostonian” when this ad—and my food– jumped out at me!  I S#@& you not, I almost chocked to death on my delicious sandwich right there and then ! I was hacking it up!  When I ever laid eyes on “The Mansy” (by of all athletic clothing designers—lululemon!  My wife wears that stuff to the gym and it’s not cheap!)  I almost fainted.  I saw “The Mansy” for the first time in my adult life that day, and I realized that I was not a “Mansy”.. Thank Goodness! My first quick thought when I saw the ad was that it was Borat Sagdiyev from Kazakhstan in his mockumentary  Borat: Cultural Learnings of America for Make Benefit Glorious Nation of  Kazakhstan.  But, after closer observation with only one eye opened (I was squeamish looking at it),  I did see that this gentleman’s name was Derrick Belcham. He is the self-proclaimed “Men’s Naked Yoga Guru”, who hails from Vancouver, British Columbia.   Now, if this guy calls himself a “guru” then anyone can!  I always harp on clients and coaching members to call themselves a “Guru” or some sort of self proclaim expert or  to create some sort of proprietary name for themselves. Cuz there’s nothing like being called an “Expert”. I’m not into Yoga at all, but my wife is, and she’s never heard of this dude.  What does that mean?  Nothing at all.  Within his “Naked Yoga” niche, he is probably very famous indeed and has a cult-following, a blog, etc.   I haven’t checked that out yet—nor will I.  But the fact is the company lululemon, which makes high-end athletic clothing, probably cut Derrick a check  for $10K to put on this “Borat” costume and model his manly wares on this beautiful beach in Vancouver.  That says enough about him and his celebrity status within the “Naked Yoga”  community. (I would like to make one suggestion to Derrick if he’ll be wearing “The Mansy” in future events.  Please invest in a good electrolysis or buy yourself some shaving cream and a Norelco and liberally trim away!)  You must always “Remember That Riches Are Made In Niches” I don’t think SDM could pay me enough to do a  full color spread called “Naked Security Marketing Guru”, no not even for $20K, I’m way too modest. One more time now—“Celebrity Status Within a Niche Equals Riches”.  So go find yourself a nich