In this episode, Jake and Lee break down the thesis that has defined Lee's work: the access control industry isn't a $10B security market. It's a $100B enterprise software opportunity hiding inside one. They unpack why that gap exists, where it shows up in real dealer conversations, and what the shift from "security industry" to "enterprise software industry" actually means for how you sell, what you carry, and who you partner with.

In this episode, we talk about...

✅ Why the $10B vs. $100B framing should change how every dealer thinks about their market
✅ The "utility plus" shift — access control isn't just keeping bad people out anymore
✅ Why COVID broke the legacy trust model and what enterprise buyers expect now
✅ The identity shift: from controlling the door to managing who people are and what they can access
✅ Why the value of pure system configuration is going down (and what takes its place)
✅ The "access care" concept — a different lens for thinking about what you sell
✅ Where AI and operational intelligence are creating real value (and where it's still noisy)
✅ Why open platform might be the most overrated buzzword in access control right now
✅ The locksmith opportunity: physical expertise in a software-dominated world
✅ One old truth Lee says the industry needs to stop believing

Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

In this episode, Jake and Josh unpack the early grind of building a company, the advantage technical people often have in sales, and the mindset shift that separates short-term transactions from long-term customers. Josh shares the principles he learned from his dad (industry legend Ed Trim) and the day-to-day habits that build credibility fast — especially when you’re young and trying to earn respect in a tough trade.

In this episode, we talk about...

✅ Why technical people often make the best sales reps in security
✅ The “early grind” reality of starting and scaling a security business
✅ How selling the right solution creates long-term customers (and referrals)
✅ The character-first mindset that builds trust faster than product knowledge
✅ Josh’s best advice for younger leaders: outwork everyone, show up early, earn respect
✅ Why caring about the customer beats caring about commissions (and improves close rates)

Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

In this episode, Jake and Robert break down what it really takes to build a sales program that works. They cover how to structure compensation, how to train new hires without expecting them to "clone the owner," and how to protect margins while still giving salespeople enough freedom to close deals.

✅ Stop waiting to “clone yourself” and build real systems for training, pricing, and accountability
✅ Decide whether to hire a salesperson or installer first when cash flow only allows one move
✅ Set practical sales quotas for upfront revenue and RMR so reps know what success looks like
✅ Build pricing guardrails and simple packages that help reps sell confidently without constant approvals
✅ Create commission plans that drive profitable jobs and recurring revenue, not just top-line sales
✅ Avoid common sales-management mistakes, including promoting your top rep into the wrong role
✅ Learn better hiring tactics, from where to find candidates to how to evaluate fit beyond the interview

Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

From hiring sales reps for character and integrity, to building packages, pricing guardrails, and quote approvals, to tech behaviors as simple as booties + moving blankets, this conversation connects the dots between professional execution and what matters most: customer trust, retention, and long-term RMR.

What you’ll learn in this episode:

✅ How dealers are hiring salespeople around character, ownership, and integrity (not just charisma)
✅ Why “packages/kits” and clear product standards prevent sales-tech conflict
✅ How using the right tools can speed onboarding and reduce quote errors
✅ The 2-layer safeguard that stops bad quotes before they reach the customer
✅ Field professionalism that costs almost nothing but changes everything
✅ Why tech soft skills can be more valuable than speed, and how to measure it
✅ How to use post-install feedback to catch issues before customers quietly churn

Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

Wes shares what he learned building an alarm company, running a monitoring center, and then building a platform to scale video monitoring. You’ll hear how to sell and price proactive video in the real world, how to reduce false alarms with smarter detection, and why SMB outdoor assets behind a fence might be the biggest untapped opportunity dealers have right now.

What you’ll learn in this episode:

✅ Why “binary door info” won’t meet customer expectations going forward
✅ The real business risk of the 99% false alarm rate
✅ How proactive video changes the game: deterrence before the crime
✅ Why a fence matters (and how it reduces events and improves monitoring outcomes)
✅ How to price video monitoring without getting wrecked by central station event costs
✅ A simple mental shift: stop selling “cameras”; start selling detection devices
✅ A practical on-ramp: self-monitoring + automated deterrence as a baby step into video

Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

From growing up on a farm with a love for electronics to walking away from Disney to build a security company rooted in values, Marvin shares why attitude, appearance, and accountability matter more than any piece of hardware you install. This conversation is a masterclass in how service failures, when handled right, can become your biggest differentiator.

In this episode, you’ll learn how to:

✅ Turn service into a competitive advantage that fuels referrals
✅ Transition from solo operator to team leader without losing standards
✅ Set and celebrate milestones without chasing a moving goalpost
✅ Handle high-maintenance clients without firing them prematurely
✅ Use technology like texting and video to elevate customer experience
✅ Stay relevant to long-term customers as the industry evolves
✅ Build brand recognition through consistency, visibility, and trust

Coffee Break With Jake is recorded live every Friday at 11am ET.
Join us live or register to attend at 👉 https://go.ssandsi.com/coffeebreak

This isn't your typical origin story. Jake reveals the unconventional strategies, "poison pill" competitive edges, and relationship-first philosophy that allowed SS&Si to carve out dominance in a commoditized market. From building one of the industry's largest online communities (Burglar Alarms Online) to offering unprecedented free branding programs for dealers, Jake shares the counterintuitive moves that turned limitations into advantages—and how you can apply the same thinking to your business.

✅ The pivotal moment that transformed an online side hustle into a distribution powerhouse

✅ Why Jake's "poison pill" strategy slowly dismantled competitor advantages (and how family-owned companies can deploy similar tactics)

✅ How SS&Si differentiated in a commodity business through creativity, community, and killer branding

✅ The real cost and ROI of investing heavily in dealer branding programs (printers, people, systems—Jake breaks it all down)

✅ Why Jake's favorite customers are family-owned alarm companies—and what that reveals about competitive moats in this industry

✅ Behind-the-scenes insights on leadership in ESA, TMA, and why industry involvement isn't optional for serious players

✅ What the billion-dollar distributors consistently miss that small, nimble companies get right

Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

This conversation goes beyond the numbers. Jeremy opens up about the fears that kept him up at night, the promises that mattered more than price, and why staying on after the sale became the opportunity of a lifetime. If you're a security business owner wondering what's next—or just trying to build something great—this episode will give you a roadmap.
In this episode, you'll discover:

✅ Why you should always run your business like it's for sale (even if you never plan to sell)
✅ The critical questions to ask potential buyers that go far beyond valuation
✅ How Jeremy validated buyer promises by talking to other sellers, and what he learned
✅ What actually changes post-acquisition (and what surprisingly stays the same)
✅ The "deal certainty" framework: funding, staff, infrastructure, and integration capabilities
✅ Real numbers that shocked Jeremy (like $20 million in employee bonuses and ownership programs)
✅ Why recurring revenue (RMR + service contracts) makes your business recession-proof and acquisition-ready

Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

In this episode of Coffee Break With Jake, Jake Voll welcomes Peter McCoy from New Lane Finance to discuss strategies for security dealers to transform project revenue into predictable, recurring income streams.

You'll learn about...

✅ The exact pricing formulas successful integrators use for service agreements (per door, per camera, per system size)
✅ Why waiting to offer maintenance plans until after installation kills customer relationships (and your profit)
✅ How to finance commercial systems with $408 monthly payments instead of $20,000 upfront (and still get paid in full immediately)
✅ The network control mistake that costs integrators thousands in unbillable service hours
✅ Real case study: How one dealer structures deals to collect $12,000 upfront and $12,000 more over 5 years
✅ Leasing vs. in-house financing. The risk/reward breakdown every integrator needs to understand
✅ The $1.89/hour sales technique that closes commercial deals by reframing security as supervision, not expense

Coffee Break With Jake is recorded live every Friday at 11am ET, and anyone in the security industry is invited to join us! Register to attend at https://go.ssandsi.com/coffeebreak

On this special edition of Coffee Break with Jake, Jake Voll sits down with Don Moran from HighlandTech, a former industry insider turned AI entrepreneur who left a Fortune 100 career to help security companies leverage AI agents in their daily operations.

If you've been hearing the AI buzz but struggling to understand what it actually means for your business, this episode cuts through the noise with real-world examples from central stations, integrators, and service providers already seeing results. Don and Jake explore how AI agents—digital workers with the ability to automate repetitive tasks—are helping security companies improve service levels, reduce response times, and stay competitive without necessarily reducing headcount.

✅ What AI agents actually are (and how they differ from ChatGPT): think digital workers that operate autonomously within specific workflows, not generic chatbots
✅ Real central station success stories using AI voice agents to handle non-dispatchable events, replacing clunky IVR systems with natural conversations that customers actually appreciate
✅ The service-side goldmine: why 24/7 service inbox monitoring, tier-one tech support automation, and inspection scheduling represent the biggest opportunities for security integrators
✅ How to start small and scale smart: Don's proven framework for identifying repetitive tasks, mapping workflows, and implementing vertical agents tailored to your brand voice
✅ Lead conversion breakthroughs: AI agents that call expired leads immediately, book appointments consistently, and never have a bad day or forget to follow up
✅ Security and ethical considerations: what you need to know about data privacy, prompt injection risks, and giving AI agents the right level of access
✅ The upskilling opportunity: how to help your team transition from repetitive roles into more strategic positions as AI handles mundane tasks, keeping jobs while elevating service

Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

Jake sits down with Katie & Parker Smith of Alarm Protection Services, Barb & Dwight Sears of Silent Guard Security, and Jim & Rita Parker of Parker Security Services. Together, they unpack what actually works when love and livelihood overlap. 

From communication and culture to hiring, growth, and hard pivots, this is a candid look at how strong marriages shape strong companies.

Episode Highlights:

✅ “Attitude reflects leadership”: how respectful spouse-to-spouse communication cascades into company culture and customer care.
✅ The Sears family playbook
✅ Katie and Parker's transition lessons
✅ Startup grit from Jim & Rita
✅ Making big decisions without blowups
✅ Rapid growth without family chaos
✅ Home vs. office and setting healthy boundaries

Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

Key takeaways from this episode:

✅ How founders built loyal customer bases through word-of-mouth (and what still works today)
✅ The messy middle of succession: planning early, using a neutral consultant, and separating personal vs. business finances
✅ Creating fair opportunities for non-family staff with clear org charts, SOPs, and Monday huddles where every voice counts
✅ Setting boundaries: no shop talk at Easter, no chain-of-command shortcuts at work
✅ Open-door leadership that actually works: why access to decision-makers beats big-company bureaucracy
✅ Preparing the next generation the right way (rotate roles first; leadership is earned, not inherited)
✅ Why women are changing the game in security—and how to invite more into the industry

Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

From life-safety saves to business-critical dispatches, we explore how modern central stations turn sensors, video, and automation into real outcomes.

✅ Real saves that matter
✅ Next-Gen ASAP-to-PSAP
✅ AVS-01 Alarm Scoring
✅ Two-Way Voice.
✅Central-station portals and daily activity reports
✅ Central Station as a Service
✅ What makes (and breaks) partnerships

Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak.

Whether you're a business leader, sales professional, or technician, you'll discover actionable insights to build customer loyalty and boost long-term revenue.

Key highlights from this episode:

✅ Why attrition is the most important metric to monitor and how to calculate it 
✅ How to recapture accounts when customers move (old address and new address strategies) 
✅ Training customers at install to prevent misuse and dissatisfaction 
✅ Best practices for sales reps to attend installs and build long-term trust 
✅ Creative follow-up processes, including phone calls, contact cards, and resource emails 
✅ Turning unexpected service charges into opportunities to sell maintenance plans 
✅ Using service agreements and camera system health monitoring to boost RMR and retention

Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak.

✅ How one company grew to 175+ cannabis facilities by becoming vertical experts
✅ Why focusing on regulation-heavy markets can pay off big
✅ Serving Orthodox Jewish communities with Sabbath-friendly automation
✅ How monitoring centers are literally putting out fires remotely
✅ Teaching seniors technology as a specialized service model
✅ How multifamily property projects snowball into recurring revenue opportunities
✅ The importance of pricing, margins, and knowing your true costs in niche work

Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

Here's what we dive into in this packed conversation:

✅ Why you should always evaluate your company like you’re preparing to sell
✅ Key differences in valuing recurring monthly revenue (RMR) vs. project revenue
✅ How to avoid “deal killers” like poor contracts, hidden liabilities, or weak margins
✅ The importance of cultural fit and customer experience when choosing a buyer
✅ Common mistakes that lower valuation (and how to fix them before going to market)
✅ Opportunities for buyers to find hidden value in underpriced or under-managed accounts
✅ Best practices for smooth post-acquisition integration and minimizing attrition

Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

This week's discussion points:

✅ How top performers track and segment conversion rates by customer type, vertical, and rep
✅ Why speed matters, and how fast quoting can win deals before competitors react
✅ Strategies to prevent ghosting and re-engage cold prospects
✅ Handling long sales cycles and large projects without losing momentum
✅ Using install schedules, deadlines, and project registrations to create urgency
✅ Aligning reps with the types of deals they close most profitably

Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

We explore everything from annual and quarterly planning cycles to leadership development, technician pipelines, and the danger of unspoken expectations. Hear how other security professionals are setting realistic, actionable goals, sharing financial data with their teams, and building cultures of accountability that lead to real results.

✅ Why small business owners must pause to plan
✅ The concept of “Big Dot” goals and how to align your team to them
✅ The danger of unspoken expectations (and why they sabotage your team)
✅ How to structure succession planning and grow internal leadership
✅ Practical examples of goals that missed the mark (and how to recover)
✅ Why apprenticeship programs are a long-term win for service tech shortages
✅ The difference between stretch goals and unrealistic ones (and how to motivate your team)

Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

Listeners will come away with practical strategies for hiring under-30s, the importance of apprenticeship programs, and how to treat recruiting with the same intensity as sales and marketing. From paid campaigns and association-led initiatives to building a flexible, family-first workplace, this conversation delivers actionable insights for anyone looking to build a stronger team.

Here's what we discuss in today's episode:

✅ Real-world hiring stories from across the security industry
✅ Why internships and job fairs still work (when done right)
✅ How flexible schedules and family values boost retention
✅ The role of associations in workforce development
✅ Building an apprenticeship program that actually works
✅ Why young hires can outperform seasoned techs
✅ Treat recruiting like marketing

Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

We dive into real-world marketing wins and failures in the security industry, uncovering why flashy ad agencies often miss the mark, and how field technicians might be your most powerful marketing tool. You’ll walk away with actionable advice on social media, content creation, tracking ROI, and building a brand that actually converts.

✅ How Vinny turned field installs into three Sammy Awards
✅ Why most marketing agencies fail in the security space
✅ What kind of marketing actually works, and what’s a waste of money
✅ Tracking ROI with simple tools like Google Analytics and CRM
✅ How to leverage your techs for real, authentic content
✅ The importance of storytelling in campaigns and customer reviews
✅ Creative social media ideas you can start today with just your phone

Interested in learning more about Ignite Strategic Partners? Visit their website at https://ignitestrategic.net/

Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

You’ll hear stories of pricing failures that cost thousands, lessons learned the hard way, and strategies for turning sales and operations into a collaborative force. We explore everything from good-better-best pricing psychology to using live distributor data to stay profitable in a volatile market.

✅ Common causes of pricing failures and how to prevent them
✅ Real-world job costing and margin tracking practices
✅ The importance of approval processes and tech-sales alignment
✅ Why “Frankenstein systems” hurt serviceability and reputation
✅ Good-better-best pricing: real strategy or false choice?
✅ Incentivizing both techs and salespeople on profitability
✅ How recurring revenue can hide serious inefficiencies

Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

You’ll hear practical strategies on setting boundaries, enforcing payment rules, and using automation and third-party tools to stay on top of AR. Whether you’re dealing with net-120 terms from a corporate giant or a homeowner who forgot to pay their $30 monitoring fee, this episode is packed with insight on protecting your cash flow without burning bridges.

✅ The importance of cash flow discipline for small businesses
✅ Net 90 and net 120 realities when working with large corporations
✅ How to negotiate better terms and say “no” with confidence
✅ Real-world policies: credit holds, two-strike rules, and early-billing tactics
✅ Lessons from working with home builders (and when to walk away)
✅ Outsourcing AR follow-up with tools like ARM and Cornerstone
✅ Leveraging alarm system lockouts and lien rights for serious enforcement

Coffee Break With Jake is recorded live every Friday at 11am ET. Join the conversation! Register to join us live at https://go.ssandsi.com/coffeebreak

As a busy professional juggling work-life balance, how do you manage energy, avoid burnout, and find moments of calm? In this episode, we chat about...

✅ Morning rituals
✅ Setting expectations with your team
✅ Gratitude & quiet reflections
✅ Work-life balance
✅ Managing slumps and slow-downs
✅ Pushing through the early growing pains of a business
✅ Resetting your day

How do you manage stress and burnout as a busy security professional? Let us know in the comments.

Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

Today, we talk about...

✅ GPS fleet tracking and vehicle safety
✅ In-cab cameras: implementation, privacy, and ROI
✅ Using driving data to improve insurance and bonus programs
✅ Time & attendance tracking for accurate labor costing
✅ Tech utilization rates and billing efficiency

Whether you're managing a small service fleet or scaling a multi-state operation, this episode is packed with practical tools and candid insights to help streamline your field operations.

In this episode...

Jake Voll shares his journey of growing his LinkedIn presence to over 1 million impressions in the past year and how he’s leveraged it to grow his network and business. 

Tyler Martin shares his expertise in creating videos that don’t feel like ads but still drive business growth.

Vinny Peone discusses creating engaging content that stands out and shows off his brand personality.

Key Takeaways:

✅ Why authenticity and personality matter more than ever
✅ How to create valuable content that attracts customers without feeling salesy
✅ Overcoming the fear of posting and finding the right topics to talk about
✅ Why social media is a long-term strategy, not just a sales tool
✅ The importance of showing up consistently to build trust and authority

Join us for this insightful discussion and learn how you can start leveraging social media to take your security business to the next level!

Do you want to get started with social media marketing, but not sure what tools to use? Check out Tyler's Toolbox for some recommendations to get you started: https://pages.ssandsi.com/toolbox

With more homeowners relying on unmonitored alarms and cameras, is professional alarm monitoring still valuable? In this episode, we break down the biggest challenges facing the industry: slow or no police response, common objections like “I have a gun and a dog,” and the growing burden false alarms place on law enforcement.

We also dive into the real-life impact of alarm monitoring, from saving lives in emergencies to protecting against threats that a dog or firearm simply can’t. Plus, we explore how technology is evolving to improve response times and reduce false alarms.

If you’re in the alarm industry or thinking about home security, this is a conversation you don’t want to miss!

AVS01 Scoring Standards: https://tma.us/standards/tma-avs-01-alarm-validation-standard/

Highlights include:

🔹 The key factors buyers look for when evaluating alarm companies
🔹 Why due diligence is critical
🔹 How to handle holdbacks, central station transitions, and employee retention
🔹 How recurring revenue impacts valuation
🔹 Tips for both buyers and sellers to prepare for a successful deal

With expert insights from Kelly Bond (Partner at Davis Mergers & Acquisitions) and industry experts, we cover the full spectrum of what it takes to navigate alarm company acquisitions.

Discover actionable tips and real-world strategies to grow your business, build lasting relationships, and create a buzz that keeps your brand top of mind. Whether you're a seasoned security professional or just getting started, this episode is packed with insights you can apply today!

Want to join Coffee Break with Jake live? Network with some of the security industry's greatest minds every Friday at 11am ET. Register today! https://pages.ssandsi.com/coffeebreak