As the year comes to a close, the hosts take a moment for reflection—a crucial and often overlooked discipline for busy entrepreneurs. Tony from Assured Security shares his pride in the team's resilience, detailing how they rebounded from a rocky start and layoffs to achieve their highest-ever sales quarter. Chad from Loc-Doc Security opens up about his personal commitment to discipline, linking his 109-day Apple Watch fitness streak to the perseverance required for tough business decisions. He emphasizes that overcoming the easy choice (e.g., quitting a fitness streak, or putting off a hard task) builds the core strength needed for growth.The conversation pivots to the value of leveling up through continuous learning and intentional hiring. Tony shares how they found the right WHO (referencing Episode 54) to bring a new level of expertise to their Electronics team, setting a strong foundation for larger projects next year. Chad is proud of the teamwork that enabled complex projects and the dramatic 41,000-unit reduction in key inventory—a testament to focusing on cost and efficiency. Finally, Tony shares his commitment to a rigid morning routine and continuous reading to fuel his focus and creativity.
Do you return from every conference or book with a notebook full of ideas only to suffer from "whiplash" and implement nothing? Tony from Assured Security admits this struggle with prioritization, often running after the "latest and greatest thing" instead of focusing on high-impact projects. This episode addresses the two extremes: doing nothing, or trying to do everything at once. Lars from Calgary Lock & Safe shares his practical process after the recent Brevo/Eagle Eye Summit. He emphasizes the need for a "quiet place"—like an airplane—to disconnect and prioritize his notes based on Impact vs. Effort. His major takeaway was a fundamental mindset shift: stop leading with the "boring" product (access control) and start leading with the "sexy stuff" (cameras and video analytics) to drive sales. The key to successful implementation? Immediately finding the WHO—the right person to delegate the task to—to ensure the project gets past "the end of my nose."
Are you spreading your business too thin by trying to be "all things to all markets"? This episode dives into the critical strategy of defining your ideal vertical market for growth. Lars from Calgary Lock & Safe, Tony from Assured Security, and Chad from Loc-Doc Security discuss how market focus—whether it’s residential, commercial, or multifamily—requires a completely different skill set, discipline, and product offering. Chad explains his company's intentional decision to eliminate residential and automotive services , which they found challenging to scale , to laser-focus on commercial property management. This was driven by the realization that their business operations were naturally tailored to serve commercial customers better.The hosts emphasize that the key to expansion is not doing more, but being intentional about your strategy. Lars reinforces this by noting that the manufacturing and distribution channels are heavily focused on commercial products, making it easier to scale in that area. Finally, Chad reveals a powerful new tool in his "Who Not How" arsenal : using a Gemini-powered Business Analyst fed with two years of company data to identify the most profitable product lines and the best new markets to pursue.
After spending a day immersed in the Cloud Security Summit in Austin, Texas, Lars from Calgary Lock & Safe, Tony from Assured Security, and Chad from Loc-Doc Security share their biggest takeaways and action items. The conversation focuses on leveraging technology, shifting business models, and identifying new opportunities within the security space. Tony highlights the power of a unified platform to simplify the purchasing process and make security a proactive operational tool rather than just a reactive cost.Lars dives into the potential of AI agents (Eva) and business analytics to drive sales, using cameras to track customer behavior (like line waiting times or traffic flow) and employee activity (like attendance). The hosts discuss the need to stop selling "security" and start selling solutions to business and operational challenges like retail theft or customer service. Chad reinforces the crucial strategy of cutting the noise and getting laser-focused on serving an ideal customer instead of saying "yes" to every opportunity, a consistent challenge for growing small businesses.
Do your business processes feel more like a tangled web of handcuffs than a straight path to profit? In this episode, Lars from Calgary Lock & Safe, Tony from Assured Security, and Chad from Loc-Doc Security dive into the pain point of process over-complication. They discuss how businesses naturally add steps and standardization to solve an occasional edge case (a 1-in-100 failure) or to dummy-proof a system, resulting in processes that waste time and impede customer service.The hosts share real examples of internal processes, like a complex quote-to-install workflow, that became so burdened with preventative measures (like a "not to exceed" field or double-check boxes) that it hindered the entire team. The key to fixing this lies in getting fresh eyes (like moving an employee to a new department) or front-line people involved, who can see the wasted time of waiting for the next dispatch call or the frustration of a convoluted invoicing step. You'll learn how to distinguish between necessary standardization and unnecessary operational nuisance, and how to encourage feedback loops that celebrate simplification through tools like the IDO method and weekly reporting.
Are you an entrepreneur stuck in the endless cycle of solving every problem in your business? This episode, recorded live in Austin, Texas, dives into the mindset shift needed to break the $3 Million Revenue Ceiling and stop being the bottleneck. Lars from Calgary Lock & Safe, Tony from Assured Security, and Chad from Loc-Doc Security discuss the core philosophy from the book Who Not How, challenging the old-school mindset of "I can do it all myself."They explore the critical difference between being a problem-solver (which leads to decision fatigue) and building a team of people (the 'whos') who can solve problems better and faster. Tony shares his realization that delegation isn't about teaching others to do things his way, but setting clear outcome-based objectives and letting specialists find a 10x better path. The hosts stress that scaling requires overcoming the fear that a task won't be done perfectly and realizing that an 80% done task from an employee is often a better investment of the owner's time than 100% perfection. They also share a valuable tip on using voice notes and AI tools to clearly articulate outcomes and reduce communication friction.
Do you view debt as a four-letter word, or as a tool for accelerated growth? In this financially focused episode, Lars from Calgary Lock & Safe in Alberta, Tony from Assured Security in Minnesota, and Chad from Loc-Doc Security in Charlotte, NC, redefine debt and the crucial role of leverage in scaling a small business. They challenge the old-school mentality that "debt is bad" by clearly defining leverage and positive cash flow. The discussion moves from the abstract to the practical, using real-world scenarios: Should you pay cash or finance a $70,000 work vehicle? When does buying a building make financial sense?The hosts break down the math for profitability, explaining why a 6% cost of borrowing is a "no-brainer" when your business is generating 11–14% returns. They emphasize that the secret to growth isn't a lack of business, but the ability to free up cash through intelligent financing for people, processes, and equipment. This episode also touches on the necessary discipline needed to manage debt, drawing on concepts from Profit First to reduce the chance of getting into "leverage problems".
Are you an entrepreneur worried that investing in training only prepares your employees to become your next competitor? This episode dives deep into the high-stakes problem of technician turnover in the security and locksmith industries. Lars from Calgary Lock & Safe in Alberta, Tony from Assured Security in Minnesota, and Chad from Loc-Doc Security in Charlotte, NC, workshop strategies to build a culture people won't want to leave. The hosts discuss the financial hurdle of a $10,000-$20,000 training investment and how to overcome the fear that an employee will "break off and start their own company". Tony brings up the famous, albeit cliché, question about the cost of training and whether it's worse to train them and have them leave, or not train them and have them stay.Building on previous discussions about using KPIs (see "5 KPIs We Use to Drive Our Business"), Lars shares his company's low-tech method of tracking professional development hours to combat internal complaints about lack of training. The conversation pivots to how managing high-performing staff is a distinctly different skillset than managing low performers, a dynamic that often causes top talent to burn out and leave. They conclude that the first step isn't about the training budget; it's about defining the company culture you want—performance-based or team-oriented—and hiring people who align with it.
It's the half-century mark! For Episode 50, Lars from Calgary Lock & Safe in Alberta, Tony from Assured Security in Minnesota, and Chad from Loc-Doc Security in Charlotte, NC, dive into the question every business owner needs to answer: Why do customers come back? Moving beyond the cliché of "great service," they explore what truly makes a business "sticky" in a competitive market. Chad introduces his company's core value of "Outrageous Kindness" and the critical need to build that culture internally before expecting it externally. Tony highlights the power of "Personalized Connections", focusing on building consistent relationships between technicians and customers. The hosts debate whether being the fastest (Lars) or the highest quality (Tony) is the ultimate differentiator, ultimately agreeing that convenience is the new black. They use examples from Ritz-Carlton, Tesla, and Amazon to illustrate how reducing customer friction, from simple digital approvals to making it easy to pay, is the key to enduring brand loyalty.
Are you ready to stop rolling trucks for $250 tickets and start landing $100,000+ projects? In this episode, recorded live from a conference in Windsor, Connecticut, Lars from Calgary Lock & Safe, Tony from Assured Security, and Chad from Loc-Doc Security dive into the intentional shift required to morph a small service company into a large-scale project business. They reveal the hidden complexities of managing six-figure projects, drawing from their own experiences with jobs involving thousands of door openings. The hosts share the brutal truth about why simply multiplying your time estimate by the number of doors will lead to bankruptcy, highlighting neglected factors like cash flow management, stakeholder meetings, and the massive time drain of re-walking sites. Learn why success at this level requires an on-site manager with a different skillset—someone who is great at managing people and tasks, not just keying locks.
In this episode of Unlocked, Lars from Calgary Lock & Safe, Tony from Assured Security, and Chad from Loc-Doc Security do a deep dive into an "uncomfortable truths" workshop, tackling real-time business challenges. Moving beyond their usual format of hindsight wisdom, they openly discuss current struggles in their own companies. The conversation covers a wide range of issues, from the emotional and logistical pain points of inventory management to the strategic challenge of changing company culture. Citing concepts from influential books like "Who Not How" and "The Gap and the Gain," the hosts explore the importance of aligning a team around a single vision and convincing employees that change is beneficial for them ("WIIFM: What's In It For Me"). They also address the strategic dilemma of product simplification and the emotional resistance that comes from a team accustomed to a wider offering. This episode is a candid look at the messy reality of running a business, offering raw, unedited insights into the problem-solving process.
Are you a business owner who feels like you’re just guessing at what's working? In this episode of Unlocked, Lars from Calgary Lock & Safe in Alberta, Tony from Assured Security in Minnesota, and Chad from Loc-Doc Security in Charlotte, NC, get tactical with a discussion on Key Performance Indicators (KPIs) and how they use simple scoreboards to drive their companies forward. They share five specific metrics they track, including the weekly volume of service tickets , the conversion rate of incoming calls to jobs , and a metric to measure employee training. The hosts debate the importance of tracking gross margin on hardware versus sales volume, and reveal a crucial metric for improving cash flow: the number of outgoing collections calls. This episode emphasizes that tracking the right numbers doesn't require a complex system; sometimes, a simple whiteboard is all you need to get started. It’s a masterclass in translating business goals into actionable, measurable metrics.
Are you struggling to plan for the future of your business? In this episode of Unlocked, Lars from Calgary Lock & Safe in Alberta, Tony from Assured Security in Minnesota, and Chad from Loc-Doc Security in Charlotte, NC, dive into the critical topic of strategic planning. They share their experiences, successes, and frustrations with annual planning sessions. Tony admits his struggle with thinking in large, long-term chunks, preferring to focus on smaller, more immediate tasks. Chad and Lars discuss how they've structured their offsite planning events to align their leadership teams around a shared vision. They emphasize the importance of getting the right people involved early on in the planning process, especially those with a knack for tactical execution. The hosts also touch on the power of "10x thinking" to break out of routine problem-solving and uncover big opportunities. This episode is a must-listen for any business owner looking to create a clear, actionable roadmap for their company's future.
Are you an entrepreneur stuck in the "messy middle" of growth, hovering around the $3 million revenue mark? In this episode of Unlocked, Lars from Calgary Lock & Safe in Alberta, Tony from Assured Security in Minnesota, and Chad from Loc-Doc Security in Charlotte, NC, tackle the infamous "glass ceiling" that many small businesses hit. They discuss why, at this stage of having around 10-15 employees, the owner often becomes the biggest bottleneck to further growth. The conversation delves into the psychology of a business owner who struggles to delegate and trusts others to make decisions, and the detrimental effect this has on team development and morale. The hosts share practical strategies for shifting your mindset, building a capable leadership team, and the "cut the grass" methodology to delegate effectively. Learn why reinvesting in your team and systems is crucial for scaling and how to avoid creating new bottlenecks as you grow.
In this episode of Unlocked, Lars from Calgary Lock & Safe in Alberta, Tony from Assured Security in Minnesota, and Chad from Loc-Doc Security in Charlotte, NC, dive into some of the uncomfortable truths of entrepreneurship that they wish they had known earlier. They discuss the unexpected necessity of understanding human psychology—for both customers and employees—and how to communicate effectively with each. The hosts reflect on the E-Myth, sharing how being a skilled technician doesn't automatically prepare you to run a business. They touch upon the isolating feeling that can accompany growth, where a leader's casual comments can carry too much weight, leading to a need to find new outlets for creative thought. This episode is a candid and insightful look at the personal and professional challenges of scaling a business, providing a raw perspective on the emotional and psychological journey of a business owner.
Are your customers focused solely on the lowest price? In this episode of Unlocked, Lars from Calgary Lock & Safe in Alberta, Tony from Assured Security in Minnesota, and Chad from Loc-Doc Security in Charlotte, NC, dive into the critical difference between selling based on price and selling based on value. They share their philosophies on pricing strategy, the psychology of customers, and the art of justifying your value proposition. Drawing on insights from "Never Split the Difference" and "StoryBrand," Lars explains his strategy of positioning himself as an independent third-party consultant to help customers find the best solution, not just the cheapest. The hosts also debate a contentious topic: line-item pricing versus lump-sum project totals, exploring the pros and cons of each approach. This episode is a masterclass in understanding what truly drives purchasing decisions, providing actionable takeaways for business owners who want to move beyond competing on price and build stronger, more profitable relationships with their customers.
Are your customers focused solely on the lowest price? In this episode of Unlocked, Lars from Calgary Lock & Safe in Alberta, Tony from Assured Security in Minnesota, and Chad from Loc-Doc Security in Charlotte, NC, dive into the critical difference between selling based on price and selling based on value. They share their philosophies on pricing strategy, the psychology of customers, and the art of justifying your value proposition. Drawing on insights from "Never Split the Difference" and "StoryBrand," Lars explains his strategy of positioning himself as an independent third-party consultant to help customers find the best solution, not just the cheapest. The hosts also debate a contentious topic: line-item pricing versus lump-sum project totals, exploring the pros and cons of each approach. This episode is a masterclass in understanding what truly drives purchasing decisions, providing actionable takeaways for business owners who want to move beyond competing on price and build stronger, more profitable relationships with their customers.
Want to impress your boss and accelerate your career? In "Elevate Your Career: Beyond the Job Description," Part 2 of our "Top Things You Want People to Know" series, Lars from Calgary Lock & Safe in Alberta, Tony from Assured Security in Minnesota, and Chad from Loc-Doc Security in Charlotte, NC, continue to share invaluable insights for professional advancement. They delve into why building positive habits early (drawing on "Atomic Habits" principles) is crucial for long-term success and energy management. The discussion emphasizes that "being effective is better than being right" and encourages embracing conflict for productive outcomes (a nod to "Never Split the Difference"). Find out why continuous learning through reading is paramount, and how building genuine relationships can be a significant career driver. This episode is packed with practical wisdom for anyone eager to climb the ladder, offering candid perspectives from three seasoned business owners on what truly sets top performers apart.
Want to impress your boss and accelerate your career? In this episode of Unlocked, Lars from Calgary Lock & Safe in Alberta, Tony from Assured Security in Minnesota, and Chad from Loc-Doc Security in Charlotte, NC, reveal the "Top Things Your Boss Wishes You Knew." Drawing from decades of combined experience as employees and owners in the security industry, they share actionable insights that don't always require technical talent. Discover why showing up on time, being professional, and proactively communicating your career aspirations can set you apart. The discussion covers the critical difference between "wanting what it takes to get it" and actually putting in the work. You'll learn why cultivating a positive attitude is more valuable than just a specific skill set, and how even small actions create a powerful perception. This episode is a must-listen for anyone looking to advance, offering a candid look from the owner's perspective on what truly makes an employee a superstar.
Navigating the difficult terrain of employee termination is a challenge every business owner faces. In this episode of Unlocked, Lars from Calgary Lock & Safe in Alberta, Tony from Assured Security in Minnesota, and Chad from Loc-Doc Security in Charlotte, NC, tackle the sensitive but critical topic of "What the Firing." They delve into the "no surprises" philosophy for terminations, emphasizing the importance of consistent, documented one-on-one feedback with specific, measurable goals. Drawing from Dave Ramsey's "EntreLeadership" principles, the hosts discuss the concept of "donkeys" versus "thoroughbreds" and the challenge of letting go for the greater good of the team. Learn how to balance "courageous honesty" with "outrageous kindness" in tough conversations and how to communicate terminations to a small team under a "no gossip" policy, focusing on professionalism and privacy. This candid discussion offers actionable advice for making difficult staffing decisions quickly and effectively for long-term organizational health.