2 Security Guard Sales Myths You Shouldn’t Believe

A lot of the companies that I talk with at some point have struggled with their sales. During those times they often kick around two ideas that I would probably call myths.  The first is the myth that security guard sales positions can work as commission only positions.


Commission only sales positions can definitely work within certain verticals, but the security guard industry is not one of them. In fact, I had the opportunity to work with a very successful Continue reading


Problems Don’t Go Away Until You Deal With Them

Let me let you in on a little secret that will hopefully make you feel a little better. The secret is — EVERY security guard company on the planet is dealing with the same exact problems that you are!  That’s right, the security guard company that you thought was doing so well, is having a hard go of it too.

When I owned my security guard company and talked to other owners, Continue reading

security guard company owner lessons

3 Lessons Security Guard Company Owners Don’t Learn Fast Enough

As I look back on my time as a security guard company owner, which I find myself doing frequently, I am in total awe of the knowledge and experience that I gained during those years. In fact, I could probably write an encyclopedia about all the lessons I learned (I’ve actually written 2 ebooks on security guard company Operations & Sales).  But there are 3 lessons, in Continue reading

security companies competing

Which Security Companies Are You Competing Against?

Too often I talk with security companies whose owners and/or managers believe that any company that provides security guards are their competition. This is especially true of small to medium-sized security companies. If you are one of those owners/managers let’s see if I can change your frame of reference a bit.   As a foundation for this Continue reading

asis 2017

This Blog Was Supposed To Be About ASIS 2017

My intent in attending ASIS 2017 Dallas this year was to talk with exhibitors that might have had products or services that were of interest to security guard companies. I intended to take that information and report back to you. But while I was there, I observed several things that I believe are more important than any of the exhibitors at the show. Consequently, I decided to talk about my 3 biggest takeaways from attending ASIS 2017. Continue reading


CEO Interview Series: AP Security

Welcome to the inaugural video in our CEO Interview Series.  My daily duties here at bring me into contact with incredibly smart, talented, and ambitious security guard company owners.  The depth of knowledge and insight that these CEOs possess when it comes to the Security Guard Industry and business in general never ceases to amaze me. In fact, many of the conversations that I’ve had have served as inspiration for many of our Continue reading


A Guide to Security Guard Company Operations

Is your security guard business struggling? Or, are you doing well but wondering if you could be doing even better? Are you sure you know what it takes to win and keep customers even when other companies offer a lower billing rate?

In this competitive market, you can use all the help you can get in developing your business to deliver maximum value to your customers at minimum cost. Over the twelve years that I sold Continue reading


What Is The Question Most Security Companies Are Scared To Ask?

What is the question that most security guard companies are afraid to ask themselves?  The answer is “Should I fire this customer?”

The customer service truism dictates that the customer is always right, but as a security guard company owner or manager you know this is not always the case. Sometimes a customer is so wrong for your business that you need to cut them loose — and it’s important to know when it’s Continue reading


How to Stay Relevant in a Long-Term Business Relationship

Unless you believe that ‘No news is good news’, I know how important it is to try to stay top of mind with your security guard company clients.  I remember the occasional feeling of  anxiety when things with a client had gone silent for a while.  Those quiet times often lead to me thinking “I hope I won’t be getting a 30-day cancellation letter anytime soon.” But at the same time, I didn’t want to bother my clients unnecessarily if everything was going well. So how Continue reading

Interview Questions To Avoid When Hiring Security Officers

When I look back over my career in the security industry, some of my biggest mistakes occurred with firing and hiring of security officers.  The hiring process from the outside seemed so simple, but in reality there are many things to consider including what to look for in an officer’s background, what the starting pay rate should be, or how to conduct a good interview. When you are looking to staff a post, you want to hire the best candidate for the job so conducting a good interview is absolutely essential. Generally speaking, during an interview you will want to find Continue reading