The Security Guys

The Security Guys

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The Security Guys episodes

  • The Evolution of Aiphone w/ Paul Hefty

    Today we sit down with Aiphone's own Paul Hefty to discuss the history and evolution of Aiphone as a company in North America. 

    Being with the company for 38 years, Paul has seen and been a part of many changes through the company's growth and product development.

    For those that have worked on Aiphone systems for decades, you'll appreciate some of the older systems referenced and methods of connection and support (the 800 number was for orders only + mailing wiring diagrams). 

    For those newer into the industry, you'll learn about the history of this market leader in intercom/video entry solutions and the company culture that has been built over the years.


    Hope you enjoy the show!

    ----more----

     

    Time Stamps

    3:45 - Paul's intro to Aiphone

    6:30 - Early Aiphone Solutions & Who Aiphone Was (Pro Audio & Residential)
    17:00 - Making Sense of Part Numbers
    30:45 - Transition from Pro Audio to Security Focus & Growth
    37:46 - "Take care of the people and the people take care of the company"
    44:38 - What are you most excited about with the company?
    55:50 - Quick Questions

    Paul's Music Recommendations:
    Bottlenose Koffins
    D-A-D - "Monster Philosophy"
    Dust Rhinos
    HARDY - Mockingbird & THE CROW

    Movies:
    Dave Made A Maze
    Rubber

    Favorite Concert Experience - Super Geek League

     

     

    1 hr 18 min
  • Preparedness - Positioning Yourself For Success

    Today we jump into the topic of preparedness.

    Preparedness sometimes gets a negative connotation, but in business, being prepared is something that is within your control - there are actions you can take to set yourself up to be the best you can possibly be as a professional.


    Whether tech or sales rep, integrator or manufacturer's rep, we have a number of tips that will help you be your best through preparation.

     

    Enjoy the show!


    Time Stamps:

    1:30 - Intro to Preparedness - Preparing for the scenario & preparedness mindset

    7:30 - Tips For "Road Warriors"

    11:40 - RK on Coach Henigan - An Inspiration for Preparedness

    16:30 - Preparing as a Tech

    17:50 - Mentally Preparing for Customer Interactions

    23:25 - Tip For Preparedness Ahead of Sales Calls

    30:00 - Bench Testing Prepares For Success

    34:10 - Preparedness as a Manufacturer's Rep

    37:20 - Prepare Your Equipment

    43:02 - Preparing For Internal Meetings

    45:56 - Final Thoughts & Proper Mindset

     

    References:

    CERT Training - Program

    The Office - How Dwight Prepares For Sales Call

     

    50 min
  • Management Mentality with OUR "Zen Master" - Adam Reed

    We have our 1st interview and it’s with our very own Adam Reed, Aiphone’s Director of Sales - West.

    We cover Adam’s background and career path as well as some discussion of business reads and management mentalities.
    Join us for this episode and you’ll see why Adam gets our vote for “Most Interesting Man In The World” - he doesn’t always do podcasts, but when he does, it’s with The Security Guys.

    Enjoy the show!

    ----------
    Chapters:
    2:20 - Adam's Background Before Security
    9:35 - Career Path In Security
    14:05 - Transition From Sales To Sales Management
    20:05 - Adam's "Security Guy" Moment
    23:00 - Management Style, Mentality, & Inspiration
    38:50 - "Now Discover Your Strengths" - Book Discussion
    53:22 - "Good To Great" - Book Discussion
    1:21:00 - Quick Questions

    ----------

    Books Referenced:
    "Now, Discover Your Strengths" - from Gallup - link here
    "Good To Great" - Jim Collins - link here

    Our book for Adam - "Eleven Rings: The Soul of Success" - Phil Jackson - link here

    (*Everett wasn’t wrong on Championships, we just stopped counting…sorry Pau and 2009,2010 Lakers)


    ----------
    Find Adam's writings at: inwardthoughts.com

    1 hr 45 min
  • A Complete Look At School Security

    In this episode we dive into the topic of school security.  Summer is just around the corner and while the campuses start to empty, we in the security industry start to get to work providing solutions that create safer learning environments for students and safer workplaces for staff.

    We cover some of the basic concepts of school security from a technology standpoint and things you'll want to consider when presenting solutions to your schools and districts out there.

    Enjoy the show!


    Resources:
    PASS - Partner Alliance for Safer Schools
    E-book - Best Practices for Keeping Students Safe: A Guide To Campus Security - From Aiphone


    Podcast Chapters:

    5:32 - Fencing - Perimeter

    9:10 - Exterior Surveillance
    16:08 - Controlling Access via Communication & Visual Verification
    22:00 - The Delicate Balance of Security & Psychological Impact
    28:05 - Access Control In Schools
    39:25 - Importance of Communications - Paging, Announcements, Procedures, etc.
    49:55 - Vital Importance of Policy & Procedure
    53:55 - Summary & Closing Discussion
    1:02:30 - Preview of Next Episode

     

    1 hr 6 min
  • Questions About Questions - w/ Roger Kimmich

    This one we flip the script on last episode and Everett has some questions for Roger about... questions.

    Roger tends to ask a lot of questions during calls and meetings that help to draw out details and offer clarity, helping to direct the conversation or gain further understanding of a customer, topic, project, etc. 

    Hopefully this one helps you in being mindful of the questions you ask of your contacts, colleagues, and clients in the field.


    Enjoy the show!

     

    Podcast Chapters:

    2:05 – Approaching topics before asking questions
    8:23 – Questions to uncover needs
    11:49 – Assume you DON’T know everything
    15:14 – Facing reluctance to probing questions
    16:12 – Clarify why you’re asking the question
    17:39 – Adapting questions to the audience
    21:33 – Your Questions can help your peers
    28:20 – Having a goal in mind ahead of sales calls
    35:40 – Key attributes of effective questions
    38:31 – Tips to practice your questioning
    44:10 – Connecting with people & appreciating stories

    48 min
  • It's All About Relationships - w/ Everett Gray

    Today we examine one of the most important things in business - developing relationships.

    We dig into one of Everett's strengths in connecting with people and fostering lasting relationships with others.

    You won't want to miss this one - Everett has some excellent tips and insight that will help you build connections and work to build a strong network.


    Enjoy the show!

    Podcast Chapters:
    3:13 - Creating Positive Experiences & Creating "Coaches"
    5:45 - The Importance of Building Networks
    9:10 - Developing Genuine Relationships & Networks
    18:30 - Importance of Face-to-Face Interactions
    20:06 - Transition From Small Talk to Making Genuine Connections
    28:14 - Storing Personal Information of Contacts
    31:02 - Closing

    "The Office" episode referenced: Season 5 Episode 24 - "Heavy Competition" ...authenticity and your contacts & relationships being your contacts & relationships

    34 min
  • BONUS Episode - ISC West 2024 Recap

    BONUS EPISODE

    In today's episode we got together in Las Vegas to record an ISC West recap on Friday morning before the final day of the show.

    We cover:
    - What the show was like this year
    - Our highlights
    - Tips for the show and what NOT to forget
    - Our time at the booth and why it is so helpful as a sales rep to attend ISC West for your company
    - Aiphone's product & booth highlights + Aiphone event
    - Hearing from some listeners & show feedback!
    + More

    Hope you enjoy it - we had a blast!

    **Shoutout to Harper Promotional for the hats that one of our friends & fans was rockin' all show long that generated some interest in the show and created a pretty cool fan interaction that we share in the show.  If you're looking for branded gear (hats, shirts, promo gear) for your company, hit up Kyle at Harper Promotional (link here) and tell him we sent you.

    40 min
  • Aiphone System Selection

    The Security Guys break down some of the most popular systems available from Aiphone in hopes that it will help you determine which system is right for your application.

    (*Hint: It's probably IX or IXG)

    3:07 - Importance of Support
    6:32 - Success & Adoption of Aiphone's IX Series
    17:29 - Benefits of JP & JO Series
    23:36 - IXG & GT Series for Multi-Tenant
    28:16 - RMR Opportunities with Mobile Apps
    31:17 - Introduction to AC Series Access Control
    35:28 - Summary

    To find your Aiphone sales rep, click here: https://www.aiphone.com/sales

    40 min
  • 5 Things That Make A Good Salesperson In Security

    Today we got some lists!  We're sharing our top 5 things we feel makes a good sales person in the security industry.

    These are things that everyone - new or seasoned sales professional - can add to their arsenal or polish & improve to make them more effective in the industry.

    Enjoy the show!

    Podcast Chapters:

    6:47 - #1 Thing That Makes A Good Salesperson in Security

    16:39 - #2’s
    25:31 - #3’s
    33:05 - #4’s + Slam Dunk Contest Tangent
    44:47 - #5’s
    54:25 – Honorable Mentions + Recap

     

    Also referenced:

    2000 Vince Carter Dunk Contest

    2007 Dwight Howard "Sticker Dunk"
    2008 Dwight Howard "Superman"

    CRM Couples Therapy w/ Deebo

    And also...Dwight Howard was with the Lakers 3x, not 2 ;)

    59 min
  • Getting To Know Your Hosts

    Getting To Know Your Hosts

    In today’s episode we cover a bit more about us, your hosts.

    You’ll learn about how we found our way into the security industry and some of our background within it followed by that moment in our careers where we identified that, “Yes…I am a ‘Security Guy’”

    Enjoy the show!

    Time Stamps:

    Introduction

    Everett’s Back Story – 1:08

    Everett’s “Security Guy” Moment – 10:30

    Roger’s Back Story – 15:50

    Roger’s “Security Guy” Moment – 18:30

    What To Expect In Future Episodes – 21:31

    28 min

About The Security Guys

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A show by security professionals for security professionals.