 Alarm
Dealership Training & Consulting
When it comes to realizing success in an industry that’s been around as long as ours has,
we are constantly looking to set ourselves apart from our competitors.
Our
first inclination is always to re-invent the wheel.
To achieve the results you are looking
for, you would be better off to pave the road!
As we have traveled the country helping alarm dealerships
grow, we have been contacted by many existing and startup alarm companies, asking if we have a program available that they
can review and study at their own pace.
Experts Know! has always found this to be a great concept and began the
major undertaking of creating a comprehensive course that can be easily assimilated over two years ago. This course is now
ready to support the dealers that need it.
Our comprehensive training program has proved to be easily repeatable
as the dealers that have adopted these methods have experienced instant success in recreating these highest in the industry
standards.
Take a look at the many modules that are in the course listed below and remember that these concepts
were not developed by some pencil pusher, but have been field proven by a team of some of the best in the industry. It is
also important for you to know that we don’t just tell you about these methods but also take the time to teach you how
to learn and perform each.
This is the most complete course ever created for our industry and you will find it
both affordable and exactly what you were looking for.- Determine your training needs (Startup or Existing Alarm Company)
- Standards that have been set (Accomplishments in Numbers)
- What dealers are saying about Experts training program
- Field Proven Training Modules
- Proper Dealer Training Order
- Explanation of the “Month to Date” and “Annual Reports”
(Managers Crystal Ball)
- Explanation
of three currently reproduced models (Repeatable Program)
- Full “Annual Report” of an active division using our business model
- 90 Day startup
report of a new alarm company using our program
- All costs and funding recovery model of a "from scratch" 90 day startup, that took
on our Experts Know! training program
- 30 Day report of an existing alarm company that adopted our program
- Complete management structure for a promotional alarm dealership
- Example startup tasks for a new promotional sales division
- Identifying types of successful candidates for employment
- Suggested pay programs for a promotional sales manager
- Daily responsibilities of the sales manager
- Sample classified ads for attracting effective candidates
- Suggested pay programs for promotional sales representatives
- Suggested pay programs for a phone room leads manager
- How to comply with the National “DNC” (Do Not Call List)
- Example of actual leads produced and manpower needed to reproduce it
- Suggested pay programs for phone room appointment setters
- Field proven “Telemarketing Script”
- Psychology of performing an effective telemarketing appointment
- Confirmation programs for highly workable leads
- Sample filled out lead distribution card
- Suggested pay programs for the installation department manager
- Responsibilities of the installation manager
- Suggested pay programs for installers
- Explanation of a “Quality Assurance Checklist” for installations
- Example “Quality Assurance” checklist
- Inventory controls for equipment stock and supplies
- The “Fix Department” (Creating accurate paperwork)
- Daily accountability and team building meetings
- Ten day sales representative training schedule
- Eight (8) steps to a quality sale
- Psychology of a properly done “Door Knock” sale
- Body Language for “Door Knock”
- Door Pitch (Field proven, deft, highly effective)
- Creating the “Greed”
- "Cost
Analysis” verbiage and psychology
- Sample layout of
a properly constructed “Cost Analysis”
- Creating
the “Need”
- Explanation of a properly constructed
“Book Presentation”
- Understanding and removing the
seven (7) possible objections
- Constructing a proper “Walk
Through” (System Design)
- Creating possession of the
system during the “Walk Through”
- Sample Security
Evaluation
- How to create a “Residential Referral Program”
that works
- Sample RRP (Residential Referral Program) fill
out sheet
- Explanation of a “Pre Pay” discount
program
- Example “Pre Pay” breakdown sheet
- Creating an RCP (Residential Canvas for Leads Program)
- Sample
RCP (Residential Canvas for Leads Program) fill out form
- Creating
a Door to Door “Safety Information” campaign
- Example
“Security Tips” form to be used during “Safety Information Campaign”
- Sample
certificate for “Insurance Discount Request” to pass on to clients
- Example
of “Referrer Payment Request Form”
- Loading a
payroll and commissions database
- Explanation of commission
bonus requests
- Sample “Extra Commission Request”
form for payroll controls
- Example “Promotional Sales
Price List”
- Individual Goal Setting
- Examples
of “Motivational Bonus Contests” for your sales team
- Example
“Bonus Contest Payment Request” tracking form for managers
- “Paid
Time Off” (PTO) program eligibility
- Sample motivational
“Monthly Sales Board” and its controls
- Sample
“Daily Sales Log” form for managers and owners accountability programs
- Example
of a filled out “Daily Sales Log” form
- “Month
at a Glance log” for aiding the sales manager in daily lead distribution decisions
- Example
filled out “Month at a Glance” log
- Training
the Trainer notes Day 1
- Training the Trainer notes Day 2
- Training the Trainer notes Day 3
- Training
the Trainer notes Day 4
- Training the Trainer notes Day 5
- Blank Monthly Sales Report (Computer Ready)
- Blank
Annual Sales Report (Computer Ready)
- All Control Forms (Computer
Ready)
- Choosing between Independent or Authorized Dealer
Programs
- SDM’s listing of Authorized Dealer Programs
and contacts
- How to Pre-Wire a New Construction Home
- Parts
Training
- Working with Educated Consumers
- Understanding
Consumers Quality Controls
- Marine Security Systems
(alarms for boats & RV's)
- Senior Citizen Emergency Call Systems
So you want to own and operate
an “Alarm Company”.
What is your plan of attack?
There are an immense amount of things to consider once you choose
to enter the electronic security and alarm field as your next business. In my experience, the people who take this endeavor
on, are coming from careers as alarm installers or have a great amount of engineering experience. What attracts a person to the alarm industry and makes them want to
run their own alarm company are usually the recurring revenues from monitoring. There is a great amount of money to be made
in the monitoring side of the business. Many also find the industry to be somewhat recession proof as it is a product that
is both needed and accessible to all, no matter what their financial status might be. Alarm installers have an advantage over many that open an alarm company.
I equate it to opening a restaurant, you can have the nicest dining room in town and the best service in place as well, but
if the chef is no good, your restaurant will fail. Installation is the one side of the business that controls the quality of all other aspects. As with most things,
when you sub work out, you will sacrifice quality unless the owner of the company comes from an alarm installation background
and can supervise and train other installers, to maintain the highest standards of the industry. Many municipalities and state governments have extensive licensing
and background check requirements to operate or even work for an alarm company. Other states require minimum experience and
their licensing is as informal as getting a permit. A good starting point to research these requirements would be to contact
the (national) NBFAA or (your state) burglar and fire alarm association. When you decide to build an Alarm Company from the ground up, there are many considerations
that one must take into account. As there are few places to turn where all the needed information is under one roof, you may
find yourself speaking to many experts in individual aspects of business and alarm company operations. After a great amount
of information is gathered, you can then begin to put the puzzle together. The inherent problem with this approach is that the information taught by one was not
designed to flow with the information taught by another, and you end up putting out many fires, at a time that you should
be learning how to prevent them.
Here
are just a few of the questions you should be asking yourself at the beginning stages of starting your alarm company: *Do I join an alarm dealership program or run an independent alarm
company? *How will I set
up administration for the daily operations of my alarm company? *What should I pay all the crucial positions? *How does the paperwork flow from sales, to alarm install, to administration? *What numbers should I target and expect? *How is my alarm sales department structured? *How is my alarm installation department structured? *How do all of these positions get managed productively? *What equipment should I sell and install? *What is normal industry pricing? *How do I find potential customers? *How do I efficiently convert these people into clients? *Who does the monitoring of these alarms? *How do I hire for all the necessary departments? *How do I train them and make them accountable to success? In order to fully understand your options and be able to make decisions
that will be both financially beneficial and easily assimilated, you should seek expert advice and training from a singular
source if at all possible. This way the programs you learn are designed to interact with each other. Below is a list of the training modules that you will need to learn
in order to complete the picture and compete in our field. |
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Hiring- A sales manager is only as good as their ability to hire new employees. Learning to hire quality employees is
multi- faceted endeavor with an emphasis on time management. Seek out the best concepts in ad writing, ad placement, cost
controls, ad calls, interview process, time management and employee retention.
Training-
Buildings that last the longest are built
on the most solid foundations. New hires are evaluating their future with the company on their ability to learn the job as
quickly as possible, and to make themselves productive members of a team. Experts will teach you methods of training, and
help you add structure and accountability to your in house training programs.
Scheduling-
Understanding time management and scheduling, allows
you to get the most out of each day without sacrificing or delaying other tasks. A manager must be able to perform all necessary
roles without the sinking feeling of never being able to catch up. An employee must be able to attend training and meetings
and still be able to use the available workday productively.
Pay
Plan- Experts will introduce you to some
of the most cutting edge and motivating pay-plans in the industry. If your pay and commission structure is not consistently
benefiting the company and its employees equally, it is time to learn about alternative concepts.
Time Management- Explore how all the necessary growth in your Management, Sales and Marketing divisions can be accomplished,
taught and maintained on a daily basis, while affecting your bottom line positively from day one.
Accountability-
Accountability programs are controlled by
both supervisors and the employees that are holding themselves accountable to the highest standards. Learn how to make these
programs work for all parties involved. When accountability programs are administered improperly they will create the perception
of baby-sitting. When done properly they will provide pride in workmanship, a feeling of accomplishment, and job security.
Reports- Accurate
and comprehensive daily record keeping and periodic reports to teammates and officers of the company will keep all players
on the same page. Experts can help you design a custom database that will take minimal time for a team manager to maintain.
Experts will teach you how to share this information with your superiors and employees alike. A comprehensive daily report
is a “Crystal Ball” and will guide your individual training needs.
Forms- There
is no need to reinvent the wheel. Experts include a complete database of the forms necessary to maintaining daily training
and record keeping in our industry. Lead Runners- Develop
your lead runners as specialists in the art of the first visit close. All aspects of lead runner’s daily requirements
are taught, from time management to the actual processes of:
- Rapport.
- Body
Language.
- Equipment Presentation.
- Product
Knowledge.
- Cost Analysis.
- Creating
the Greed.
- Creating the Need.
- Assumption.
- Walk
Through.
- Creating Possession.
- Take-Away’s.
- System
Design.
- Parts Sales.
- Pre-Pays.
- Paperwork.
- Cancel
Killers.
- Self-Generating. (Sales without leads)
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Motivation- Learn the methods for team motivation which include employee acknowledgment programs, bonus programs, team
display boards and most important, earning genuine loyalty and respect as a manager.
Bonus
Programs- Explore new concepts for employee
bonus programs that work in conjunction with production growth, without becoming expected and repetitive. Learn how to create
the budget for these programs and manage them from request for funding to distribution of bonus awards.
Meetings-
Productive team meetings are a privilege and something
to look forward to. Are your employees seeing the opportunity to get together with teammates and grow as positive? If your
answer is anything less than an exuberant YES, you should be looking for methods of creating positive and constructive team
meetings.
Goal Setting- Individual
goal setting is the most important tool a quality sales manager has at their disposal, for growing a consistent and loyal
employee. It allows you to get to know an individual’s hopes and dreams on a personal level, while helping them to accomplish
the steps necessary to success. Experts can review any existing goal setting programs or concepts that you have in place and
suggest alternative ways to manage this program.
Lead Production-
Explore field proven programs that have been created
to increase your dealerships lead production. Residential Referral Programs, Canvas Lead Production, Exhibition Lead Production
and Preferred Partner Programs are a few of the methods that should be learned.
Protocol-Consistent handling of each possible situation creates accountability.
Learn to teach employees how to report in on all aspects of daily work. Teach employees how any breach in protocol will be
recognized and addressed in a constructive manner. Canvasser’s- Masters of the doorstep with proficiency in all the modules above. Teach your canvasser’s not to burn doors,
and to stop turning their jobs into door to door sales. An effective canvasser should speak to only four homeowners to put
two on paper. This is taught through constant roll playing and attitude adjustment in the arena of creating opportunity. Explore
field proven methods of converting your canvasser’s into an elite team of productive experts with a high quality of
life as a reward.
Telemarketing- Time tables, concepts and controls for development of an in house telemarketing
department for creation of sales and promotion leads. I have only begun to scratch the surface of all the things
that need to be considered when opening an Alarm Company. Set yourself a consultation with an industry expert that can help
you decide on the complete structure. This way your chosen path will have continuity and flow, while saving you time getting
to where you are going as a competitor in a complicated but lucrative venture.
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This "Self Study Dealer Course" is so comprehensive it can serve
as your complete business plan!
"2Checkout.com,
Inc. is an authorized retailer of The Experts Know! Alarms products"
Order the complete course by using
the provided secure link below.
Your order will be acknowledged TODAY and shipped via electronic file transfer
TODAY!
Only $850.00 Questions?
The Experts Know! Alarms 210 Commercial
Ave. Anacortes, WA 98221 360-588-2120
|
| Secure Purchase from 2Checkout |
About the Author
Matthew
is a 25 year veteran of the alarm industry. He has served as an installer, salesman, licensed alarm company owner, monitoring
station designer and the promotions and marketing director with one of the world’s largest security firms during his
career.
Since founding “The Experts Know!” he has traveled the
country training existing alarm company owners and startup dealers as well, on the solid and field proven training they need,
to create numbers that they have only dreamed of in the past.
Many have requested
an opportunity to get a copy of the program for self study as they develop their businesses. After two years in development
this course is now ready to support the dealers that need it.
His comprehensive
training program has proved to be easily repeatable as the dealers that have adopted these methods have experienced instant
success in recreating these highest in the industry standards.
What Are Alarm Company Owners Saying About Experts Training?
Watchdog Security Services- California: I greatly enjoyed our training with “Experts Know!”
and I look forward to continuing both our friendship and business relationship. The few days that we spent
together last week have made a definite impact on our business and how I look at it. My management team
and I are both very excited about the future and in knowing that we have such a wonderful resource in you to help Watchdog
grow and continue to make a difference in people's lives.
Guard Dog Alarms- California:
After spending
months of unsuccessfully researching programs that could help bolster sales and keep us competitive, but would not interfere
with our promise of uncompromising customer service, we finally found Matthew and Experts Know! His three day consultation
has changed not only the direction of our sales department but our whole company culture as well. We have a comprehensive
plan of action so innovative that every level of our organization is primed to achieve more success then we could have ever
imagined!
HomeStar Security- Washington: After a two day consultation
with Experts Know it became obvious that this would be how to bring our business to the next level. Since we have taken on
Experts training program as designed and enjoy ongoing training and outstanding growth. Matthew is always there for us as
we grow and questions develop. We are very excited about the new direction our company has taken since training with “The
Experts Know”.
SOS- Oregon: We have had corporate trainers in before and were looking for something different when we called Experts Know. After
a very thorough discovery of existing conditions, Matthew designed a training program that is exactly what I was looking for.
The employees all reacted in a very positive manner to the 4 day session, as they all learned more than expected and developed
new tools that will make work more effective. I am very happy with the training received.
Liberty Alarm- Pennsylvania: We
worked with Matthew and Experts Know to develop a comprehensive business plan and promotional division for our existing company.
The training received was complete down to every detail and covered every aspect of building our new department. We have been
very successful at implementing what we have learned. Matthew is an extremely thorough trainer and his ongoing support and
concern for our company is unprecedented. We will work with Experts again for all of our training needs.
ISS- New York: We were
sitting on an authorized dealer program as an addition to our main business and doing very little with it. After receiving
training from Experts Know our business has taken new direction. I wouldn’t be surprised if it soon becomes our main
department. We thank Matthew and Experts Know, for setting us straight on how to properly market our alarm product.
Protective Systems- Alabama: I’m
a startup alarm company and have been researching and developing my business plan for months now. After a two day session
with Experts Know I now have a new direction that is easily executable and will set me apart from the existing companies in
my area. Matthew is an outstanding trainer and I’m so excited about what I have learned that I am having a hard time
sleeping. Training with Experts Know was exactly what I was looking for.
Established Security Alarm Dealer,
The Experts Know! Alarms, specializes in consulting authorized dealership
programs and independent dealers, on how to take your sales and marketing programs to a level that you did not know you can
achieve.
I have been successfully involved in our industry on every
level for the past 25 years. Before establishing Experts Know! LLC, I took on a position as sales and marketing director with
an authorized dealer program in Denver, Colorado.
During my many years of employment there, I have realized levels of customer satisfaction, production and consistent achievement
that only the top dealers in the nation could appreciate.
I specialize in bringing your sales and management teams to a new level of skills in hiring, training, accountability and
growth charting with daily reports and the creation of a politics free work environment with very little turnover.
I also am a master sales trainer and can teach you how to bring your promotional and sales representatives
to a consistent:
* 35+ sales per month per representative.
* 75 % or better first visit closing ratio.
* Under 10% cancels.
* 40 % + self-generated sales (without leads)
The promotional representatives I have managed over the past 8 years have all been able to boast a $70,000.00 to $100,000.00
salary in their first year of employment.
Here are some of the things
I have accomplished in short order for my last employer and what I would like to do for you if you are looking to grow your
company.
* Hire and training for all sales representatives
* Outstanding employee retention ratios.
* Daily training and motivation (All Teams)
* Consistent 75% + representatives closing ratio on first - visit.
* Creation of
leads, canvas, customer renewal, exhibition
- and creative marketing teams.
* Design and facilitation of accountability programs and
- reports.
* Increased sales from 100 to a dependable 450+ per month.
* Increased monthly upgrade
sales from non-existence to
- over $25,000.00
* Average 35 sales per month per rep. with less than 8%
- cancel ratio.
* Trained and motivated leads team, to self-generate 40%
- of their sales.
* Design and disbursement of monthly bonus programs.
* Removed 99% of office politics from
my team members.
- (nice work environment)
These are just a few of my everyday responsibilities. Could I be of service to your company for a productive consultation?
Please contact me so that we can visit.
2009 Training and
Consultation Rates Complete comprehensive dealer training course: This course covers A to Z organization structure and marketing training for both startup and existing alarm companies.
Look at our training course table of contents to see all that is included. This is a one of a kind course and you will find
it to be exactly the information you have been looking for. It even includes forms for record keeping, marketing and accountability
programs, ready for employee training and sent to you immediately via electronic file transfer for your hard drive data base.
(Includes up to 3 hours of phone consultation and support) $850.00 Three days consultation and
training: Training takes place at your place of business from 09:00AM to 04:00PM on any three
consecutive days of your choice. I typically spend the first day with owner and management team creating structure and designing
your training plan. The second and third day, I work with management and employees on methods of effective marketing and accountability
programs. This consultation gives you the structure needed to form your promotional team and training structure. The manager
will have all the concepts and information needed, to study and train his/her team to expected levels. It is our most popular
consultation. Any US State: - $3.800.00
Five days consultation and training: The same as our three day consultation
listed above, with the added benefit of two additional days of management and team training. This allows
less self study time by the manager as they will personally be instructed on every level of our marketing and accountability
programs. Total Cost- $6,400.00 Ten days consultation and
training: The same as above listed consultations with two complete weeks of training. This
two week session allows me to work along side with your management team in development of your promotions team to field readiness
in all aspects of their job description. Managers will be able to easily continue with training and accountability programs
as they will already be set up and producing results. Total Cost- $12,000.00
"2Checkout.com, Inc. is an authorized retailer of The Experts Know! Alarms products"
Order the complete course by using the provided secure link below.
Your order will be acknowledged TODAY and shipped
via electronic file transfer TODAY!
Only $850.00
Questions?
The Experts Know! Alarms 210 Commercial Ave. Anacortes, WA 98221 360-588-2120
|
| Secure Purchase from 2Checkout |
About the Author
Matthew
is a 25 year veteran of the alarm industry. He has served as an installer, salesman, licensed alarm company owner, monitoring
station designer and the promotions and marketing director with one of the world’s largest security firms during his
career.
Since founding “The Experts Know!” he has traveled the
country training existing alarm company owners and startup dealers as well, on the solid and field proven training they need,
to create numbers that they have only dreamed of in the past.
Many have requested
an opportunity to get a copy of the program for self study as they develop their businesses. After two years in development
this course is now ready to support the dealers that need it.
His comprehensive
training program has proved to be easily repeatable as the dealers that have adopted these methods have experienced instant
success in recreating these highest in the industry standards.
Contact
Us Today and Lets Talk About How We Can Make It Happen For You! CONTACT US
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