Newsletter Sign-up

A Monthly E-Zine You Can Trust
Bookmark and Share
View Kirk Booher's profile on LinkedIn

The G-man has been a Rainmaker since October '07. The Rainmaker motto of 'Be More, Serve More'  is the heart of this networking group. If you wish to expand your sphere in Central Indiana, this is the place. Mention the my site when you sign up and help me become a 'poo-bah'.

Indianapolis 911 Calls

http://www.indy911calls.com

 

Home G-Blog
Blog
PDF Print E-mail

Voice Link Crushes It!

 

I ran an appointment the other day in which Voice Link made a huge difference.

 

I just have to share my lil’ story with everyone.

 

Last week I was up in Anderson, Indiana. Its about 45 minutes from the Indy office. Upon arriving, I was greeted by an older lady and her middle aged son. He is a current Guardian client and felt he mother needed some extra protection.

 

After going thru the steps (Question, Present, Demo, Survey, Close), I ran into a roadblock. They liked everything but they had Broadview (formerly Brinks) coming out the next day. The son was for moving forward but not the mother. She wanted to ‘think it over’ and ‘see what the other guy had to offer’.

 

Voice Link is a great security feature and we discussed the medical benefit, as she was 82. After probing a bit further, she announced she already had medical alert monitoring through another company, a different Guardian. She shared she was paying $37 a month just for that.

 

So $49 a month for EVERYTHING we were offering was just too good to pass up, in that light. So not only we able to cover the medical part, we added security, fire (BOGO FREE Smokes),  alarm messaging via text and email to the son, repair and EVERYTHING else.

 

She couldn’t help but to buy  (particularly after I covered the fact Broadview does not have 2 way voice and many of the other goodies). She canceled the other guy. She is better off. And so is Guardian…and me too!

 

Kirk Booher aka GuardianMan

Life Safety Consultant

Indianapolis, IN

 

PS - Icing on the cake, after collecting referrals, I was able to offer her the  medical pendant for FREE (in place of the keyfob). So nice to be able to deliver a little extra, a baker’s dozen.

 

 
PDF Print E-mail

The DNA of an effective security system and service, Part #3 - Detect

 

An effective security system is made up of four parts. Those parts are as follows:

1. Deter
2. Control
3. Detect
4. Respond 

 

3. Detect

 

The detection part of a security system comes in several forms. It has layers, like a good onion or Ogre; to quote Shrek. Anybody worth there weight in ‘security’ always recommends redundancy in the design and set up. Sensors are either wired or wireless. Wireless sensors are increasing dramatically, particularly in residential applications where wiring is difficult and aesthetics are paramount. There are three types of detection; security, fire and environmental.

 

Security

 

The first line of defense is a contact. The contact is the workhorse of sensors. The contact is normally used for doors and windows, thus is a ‘perimeter’ device. They can also be used safes, hatches, cabinets, etc. Contacts come in several forms including magnetic, buttons and roller balls. They are simple and the most reliable, problem free device. They simply detect the ‘opening’ of what they are attached to.  As a rule of thumb, contacts should be placed on all perimeter doors. They can also be placed on windows. Normally this is for first floor windows but accessible 2nd floor windows may make sense to protect. In addition to detecting intruders, they are useful in keeping tabs on children and teenagers existing when they shouldn’t or without notice. There was a sad story just a couple weeks ago here in Indianapolis where a 3 year old snuck out of his house while his mother slept. Somehow he managed to climb a 6 ft fence and drowned in a pool. Perhaps having the alarm or chime mode activated would have like prevented this accident from occurring.

 

Another popular ‘perimeter’ devices is a glassbreak sensor. Glassbreaks hear and feel the sound and vibration of  glass breaking. It is crucial that windows are locked and secure so that the burglar must break the glass to gain entry. The sound must be heard for them to work properly. One must be cognizant of things that can block or inhibit the sound of breaking glass such as thick curtains, walls, door ways, carpet, etc. It is normally recommended to place one glassbreak per room. Obviously windows must be locked for glassbreaks to be effective. They are very cost effective in rooms that have a lot of glass because it is not necessary to mount a unit on each piece of glass, rather one for an average size room. They are an excellent choice for casement windows, sun rooms, and sliding glass doors.

 

Motion sensors provide interior space protection. Motions are best used in the AWAY mode when the house or building is vacant. They deliver a lot of coverage for a reasonable price when they are on. They are probably the most oversold device thou because grandiose claims are often made. Keep it mind you cant have them on and still have free roam of the house. The can be cumbersome to use while occupied. With a keypad or remote, some people like to arm them from inside their bedroom, which is ideal for singles or couple without kids, guests, roommates, etc. Motions have advanced a lot in the last few years with technology to limit false alarms and can work with pets. They are able to distinguish in the size of the pet so that it is ignored yet a burglar is detected. There are to main types of  pet motions: single tech infrared and dual tech infrared and microwave. The ladder come in the wired only type are rated for animals up to 100lbs. Though I recommend the line to be at 70-80lb from experience. The infrared only are rated at a max at 40lb. Motions can be prone to false alarm if not set up properly. Millar balloons are often big culprits for false alarms because of their shiny exterior and movement.

 

Fire

 

Alarm companies use two types of detection devices for residential and small business which include smoke and fire sensors. Photoelectric smoke sensors are the most common and most effective for residential applications because they are more adept in detecting smoldering fires. Whereas the other type, ionization, are better in detecting flash / explosion type fires. Monitored smoke detectors are recommend on each floor. For even better protection, it is a good idea to install in bedrooms as well. Smoke detectors can also include heat sensors too. Stand alone heat sensors are employed frequently in high fire risk areas for fire where smokes are inappropriate due to false alarm issues. Good spots for heats include kitchen (most common fire hazard), mechanical / furnace room,  laundry (dryers can be an issue), garage, and attic (195 degree detectors). The primary benefit of system detectors is simply the fact they are monitored and all that goes with that.

 

Environmental

 

These come in several types including freeze, water, and carbon monoxide.  Freeze sensors are normally set to around 45 degrees. So therefore a traveling homeowner can be notified (or someone on the emergency contact list) in the event the furnace fails during the winter so that the pipes do not freeze and burst. Water sensors detect and overfilling sump pump or leak from a water source such as a washer, sink, toilet, shower or refrigerator. Our carbon monoxide sensors are monitored for maximum safety. It is recommend that one be placed in the bedroom area(s) and near the furnace and other carbon burning units. Carbon monoxide is odorless and colorless and lethal.

 

Summary

 

It is better to have a little too much than a little too little of the above. Because if you buy a little too much the system is most like to perform its intended function. If a little too little is installed and the system doesn’t work properly, then you have lost everything and it was a bad system. If you buy a little too much, then all you have lost is the little too much because it performed its intended function. The important thing is that a home or business owner consult with an experience, trustworthy system designer that will help maximize the resource for the optimum protection for the particular situation.

 

 

 

 

 
PDF Print E-mail

security system and service, Part #2 - Control

 An effective security system is made up of four parts. Those parts are as follows:

1. Deter
2. Control
3. Detect
4. Respond 

 

2. The Control

 

    VISTA_family_4_pr

 

 

 

 

 

 

The Control consists of the CPU, keypads and other devices. It is the element which the user is most in touch with, literally.

 

The CPU is the ‘brain’ of an alarm. It can be placed in a metal enclosure, like our ‘skull’. They are normally secured with a lock or screws to keep the lid closed. Some are built into the main keypad. The enclosure type is the most common and most secure. They are normally  placed in closets, mechanical rooms and other unfinished areas. When installed during construction in a home, the most common location is the master bedroom closet. A back-up battery and phone communicator are located in it. The self contained type are best used in homes, (townhomes, apartments, 2 story slabs) where it is difficult to run any wires (normally at least 4 are required with a standard one: ac power, phone, siren and keypad(s).

 

6271CV_pr_touchscreen

 

 

Click above to watch video demo

 

There are four major types of  keypad displays available. 1) LED lights 2) Fixed LCD 3) Custom LCD 4) Touch screen. The LED is the most  basic and pretty much out of vogue. The Fixed LCD is more common and been the mainstay for sometime. The custom LCD adds more characters and info  The touch screen has the largest display and most customizable. It is the iPhone of  keypads. Very nice, very versatile. It make things easier, particularly changing codes, checking history reports and custom setups. Thou it makes things easier, it is more complicated and has been known lock up on occasion, so we normally recommend a traditional keypad on site.

 

 Options often found on keypads include voice (so you can hear the keypad speak where an alarm is, which door opened, confirmation of the status), wireless (if wires cant be run), and expanders (wireless or hardwire). Standard features include panic buttons (for police, fire and medical), door chime, bypass, etc. Popular keypads placement locations are near the garage / house door and master bedroom. Other locations sometime include front door (nice to have the panic buttons there), back / side door for pets, and by walkout basement doors.

 

 5804_pr

Other devices to control an alarm including key fobs,  wireless remotes, touchtone telephones, and more systems allow for remote control via the Internet with iPhone and Blackberry apps.

 

 

 

 

 

 

It is important for the keypads and access is convenient to use so therefore the system get used more frequently. This is a good reason the system should be  laid out properly, and thus handier.

 

Part 3 will cover the detection element of  a security system.

 

 

 

 
PDF Print E-mail

                        Networking works…

                                        …if you work it

 

By Kirk Booher aka GuardianMan

 

The IBJ

 

The Indianapolis Business Journal’s special insert for July 27, 2009 is titled

‘Navigating the Economy’. It is nifty illustration and ties in well with Guardian’s Pirate contest we recently wrapped up. (See attached). The most attractive spot has got to be the Networking islands with the welcoming mermaids. Rrrrr Mattie’s.

 

Upon flipping through the paper looking for the networking article I was pleasantly surprised to find a client of mine, Jim Brown, featured along a networking group I am active in; Rainmakers. The exciting thing is Jim just moved. Prior to him moving he had a break-in at his old house, which was subsequently protected by Guardian. It is turning to a rental and the alarm is staying active. Because of the rapport established through our networking, Jim bought Guardian right after the burglary. Jim just moved and Guardian took over Brinks / Broadview there in his new place last week. And Jim just referred his father, Jim Sr. last week, who decided to go with Guardian. It works.

 

Networking works for Jim. According to the article Jim gets 90-95% of his leads from it. Jim is a SEO (search engine optimization) guru for Evereffect. When I am ready to take my web site to the next level, guess who I am calling first?

 

Networking works for Kirk. Since January ’09, 28% of my sales are attributed from birddogs / networking while the only higher category 36% are from client referrals.

 

 

Crock Pot

 

Networking is the slow boil way to cook sales. It’s like cooking a hearty stew in the slow cooker. The sales come out nice and tender, just take a while. Don’t worry, there plenty of it because it’s a big pot. On the other hand, cold calling is the microwave of sales. They come fast but don’t taste near as good.

 

So how does one get satisfied networking?

 

 

7 Steps to successful networking

 

  1. Serve others first! When company comes over, do you take care of your guest and feed them before you eat? If your mother taught you well, I am sure you do. So should you network the same way. Go looking to make connections for others. When your with a client, LOOK for opportunities to refer and recommend. Think about it. The best way to get a referral is to give one because people respond better when they owe you. What can be a better way to demonstrate your caring, trust, effectiveness?

 

  1. Go to the right places! Find organizations that are a good fit for you. Just like your favorite restaurant. There are groups that are organized and structured such as BNI, Professional Referral Exchange. CBNA and Rainmakers. Then you have your civic / business groups like Sertoma, Lions, Rotary, Chamber of Commerce, etc. Then there are personal groups like PTO, Charities, Church, Etc. Just like a good restaurant, you will want to go back again.

 

  1. Be regular!  Just like hunger. It is always comes around. By being consistent and regular you will be T.O.M. (Top Of Mind). Not only at event, but also via social / electronic networking i.e. Twitter, Facebook, & Email. And don’t forget other tangible means Thank you cards after an intro, referral or whatever. Use promotional things you can give away with your contact info on. I particularly like little LED flashlights and Pepper Sprays. Be creative in different ways you can stay visible and notorious.

 

  1. Be substantial! Offer healthy portions. Think how you can add excellent service and value to their clients and how they might help you. Real benefit, savings, and making a difference.  And vice versa. Find the people who call on the same people you do. Think about you both have in common? Figure out ways to cross sell and promote. Use discounts and coupons. Example: Train your home inspector to call you when he is doing a job that has an alarm. Zip over and do a comprehensive evaluation on their alarm and potential security / safety flaws. Write up on the spot or email a report within 24 hours. Offer the homeowner a legitimate, substantial discount. Provide the inspector referrals and/or a finder’s fee.

 

  1. Use permission marketing. Get permission from the client for your referral partner to contact them. It should go something like this, “I notice your back doors were missing deadbolt locks. I work with an excellent locksmith, Broadripple Safe and Lock. Would you like for me to have them give you a call?” Once you have enjoyed the meal, set up your referral partner be asking if they want dessert. But you can’t stop there. Deliver it up and train your partners do the same. 1st by your actions, second by your words if necessary.

 

  1. Get on a power team. Combine your talents with the right people. The 80 / 20 rule applies here too. Spend regular time and commit to teaming up with the 20 percent of networkers you can help most. Can’t find one? Make one and revolve it around Security, Home Improvement, Moving, Etc… I have three currently, soon to be four.

 

 

 

A) The Indiana Protection and Power Team (IPaRT)

     Focused on security and safety business

      www.IPaRTonline.net

 

B) Hoosier Home Experts (HHE)

     Focused on home improvement business

     www.hoosierhomeexperts.ning.com

 

C) Rainmakers Rush Hour Hub

     General group and advisory board

     www.gorainamakers.com

 

D) Indy Insurance marketers (soon)

     This group put on lunches and events by targeting P&C

     Insurance agents.

 

Partner with those whom you have established high credibility, call on the same exact target, have influence, have the time and means to work the referral system, and who desire to be accountable and coachable (that means you too!) Move people and be moved from three different stages:

 

A) Visibility – this is where most are. People know your name and face.

 

B) Credibility – if someone asks, they react and refer you. Or maybe they have a need personally, so they call you.

 

C) Profitability – this is where a few partners actively ask and initiate referrals for you.

 

Just think, if you had 4-5 trained and active referral partners, how would that change things?

 

 

  1. Systemize it.  Most all good meals start with a recipe. So to consistently deliver good results, track it. Where is best business coming from? Focus time, talent and treasure there. Duplicate it over and over by creating systems and planning.

 

 

Written by Kirk Booher

www.guardianman.com
 
PDF Print E-mail

The DNA of an effective security system and service, Part #1 - Deter

 

An effective security system is made up of four parts. Those parts are as follows:

1.  Deter

2.       Control

3.       Detect

4.       Respond

The deterrent is all about making the home / building less attractive to a thief because of  real or perceived existence  of a  security system . They will know this because of signs and equipment in place and visible. The greater likely hood of being noticed is a real fear for them.  In my non-scientific estimation, the signs count for 50% of an alarm's effectiveness.  I am talking about bonafide, credible signs from a reputable alarm company. This is not a generic, off the shelf, do it yourself sign. Or something that looks older than dirt.

 

A yard sign should be installed at the front of the house, preferably below the address, clearly displayed for all to see.  A 2nd one for corner houses or  those with long drives is a good idea.  Alarm warning window decals placed near doors and on windows are recommended as well. The type I prefer are dual sided. By keeping them inside facing out, keeps the weather off them. Plus the better ones are protected against fading by UV light. When the crook see properly placed, a professional company signs, most of the time...they make themselves scarce.  Signs are the 1st part of the installation and should be placed immediately  when the order is placed, such partial protection begins right away.

 

The alarm equipment can be an actual deterrent as well.  An exterior siren and/or strobe light say, 'stay away or prepare to be blasted'. Another deterrent is an 'armed keypad'. If the intruder see a 'red' armed light indicating the system is armed, odds are he is going to vacate. Often though we recommend a keeping the keep 'out of site' so that it is not found in the 'disarmed state'. That is probably worse than having no system.

 

The next article will cover the 2nd part; the Control.

 
<< Start < Prev 1 2 Next > End >>

Page 1 of 2