Observe & Report
Podcast
Podcast
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Notes
Notes
Episode 002
Mastering Security Sales | Leverage Technology
Intro
Episode / 002
Mastering Security Sales | Leverage Technology
- Introduction and Casual Banter
- Art introduces the episode as a continuation of the Mastering Security Sales series, focusing on leveraging technology in sales.
- The team shares Valentine's Day stories, including Russ cooking three cheese tortellini and Art going to a Mexican restaurant with a friend.
- Valentine's Day Stories
- Art and Chris discuss their Valentine's Day activities, with Chris dedicating the day to work and Art sharing about his cat, Smush. - The conversation revolves around enjoying a quiet dinner and sharing experiences about their pets.
- Meet Smush: The Cat with a Lion's Cut
- Art and Chris elaborate on Smush, a Himalayan cat with a unique lion cut.
- They discuss Smush's background, his special haircut, and his distinct appearance, making him an interesting topic of conversation.
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Understanding the Importance of Real-Time Reporting in Property Management
- Understanding the Importance of Real-Time Reporting in Property Management
- Demonstrating the benefits of real-time reporting software for apartment complexes.
- Saving time by understanding client needs and providing tailored solutions.
- Implementing a community-based policing concept to address specific problem areas.
- Using Industry-Specific Verbiage
- Using terminology such as "above normal living conditions" to communicate effectively with property managers.
- Learning and using the language specific to each type of property (i.e., apartments, gated communities, commercial properties, HUD properties).
- Liability and Safety Considerations
- Using the term "courtesy patrol" instead of "security patrol" to emphasize creating a safe environment.
- Aligning language with property management companies to maintain insurance coverage and mitigate liability risks.
Section 1
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The Art of Handling Noise Complaints in Apartment Complexes
- Introduction
- Real-time reporting as a sales tool
- The importance of focusing on noise complaints in apartment complexes
- Challenges in Noise Response
- Dealing with situations where no noise is heard from the reported unit
- Making the decision to knock or not
- The consequences of not following up properly
- Implementing Technology Solutions
- Using TrackTik as a tool for managing disturbances
- Addressing the lack of information in disturbance reports
- Improving communication between the security company and property managers
Section 2
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The Art of Understanding Your Audience
- Understanding Audience Dynamics
- Chris stresses the need to comprehend audience expectations, illustrating how miscommunication can lead to lost contracts.
- Effective Communication for Sales
- Art highlights the importance of clear communication, suggesting the use of technology like real-time reporting to engage clients and secure sales.
- Showcasing Technological Advantages
- Art prompts discussion on effectively presenting technological solutions in proposals to differentiate services and address customer needs.
Section 3
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Leveraging Technology for Efficient Operations
- Introduction to Service Wheel at Securitas
- Components for delivering world-class service
- Importance of tools and technology in service delivery
- Utilizing Tech Stack for Efficient Operations
- Understanding tech stack, apps, and software
- Providing world-class service to customers
- Importance of Timekeeping and Billing
- Ensuring accurate payments to guards
- Addressing customer's concerns about timely payments
Section 4
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The Future of AI in Security Operations
- Introduction to AI Tools
- AI-powered tools are now accessible to everyone, with a specific recommendation to sign up for OpenAI's chat GPT.
- Business Utilization of AI
- Russ discusses the usage of AI in business operations and sales, emphasizing the importance of incorporating AI in customer interactions and proposal processes.
- AI-Powered Training
- Russ mentions EasyGenerator as a tool for creating interactive training courses using AI technology, making it user-friendly for operators without specialized expertise.
Section 5
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Revolutionizing Security with AI-Powered Tools
- Innovative AI-Powered Solutions
- Russ discusses utilizing AI to offer unique services like custom post orders and online training for security guards, emphasizing the competitive edge it provides.
- Efficient Communication with AI
- Chris highlights using AI to streamline communication with property managers, simplifying information exchange and ensuring accuracy.
- Addressing Industry Terminology
- Art and Chris acknowledge industry terminology evolution and clarify their use of terms like "guard," emphasizing the importance of SEO and historical context.
Section 6
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Effective Use of Real-Time Reporting in Security
- Podcast Purpose
- Chris emphasizes the aim of the podcast to coach and provide valuable insights, particularly focusing on real-time reporting solutions and their tangible benefits.
- Challenges with Current Usage of Real-Time Reporting
- Discussion on common pitfalls in utilizing real-time reporting tools, with an estimated majority not setting them up effectively, leading to inefficiencies and missed opportunities.
- Demonstration of Effective Real-Time Reporting Setup
- Detailed walkthrough and explanation of how to set up and utilize real-time reporting software efficiently, including the importance of thorough instructions and conditional responses for accurate reporting and streamlined operations.
Conclusion