Coffee Break with Jake
Jake Voll brings security industry professionals together to discuss best practices, challenges, and opportunities.
Episodes
National Scale with a Local Brand
This week Jake Voll sits down with Scott Elkins, Executive Chairman of Zeus Fire and Security and 37 years into the industry. Scott started at his family's small commercial shop outside Philadelphia, grew it into the national account business UAS, then partnered with Access Holdings to build Zeus, which now ranks eighth on the SDM 100 by revenue after 27 acquisitions. He explains why Zeus
Mobile Surveillance: Growing Your Fleet
This week Jake Voll brings three lenders and one operating dealer together on the money side of mobile surveillance trailers. Marvin Fuller of M&S Security Services Inc has gone from two rusty prototypes to seven trailers in about a year. Jim Wooster of Alarm Financial Services lends against RMR, Jennifer Holloway of CIBC Bank leads the specialty security group there, and Peter McCoy
The 107-Year Startup
This week Jake Voll talks with Jack Doyle, President and CEO of Doyle Security Systems, a company founded on St. Patrick's Day in 1919 and now in its fifth generation of family ownership. Doyle runs roughly 60,000 customers and $2.3 million in recurring monthly revenue across upstate New York and Erie, Pennsylvania, which puts it 19th largest in the country by RMR, and Jack stepped into t
Wireless Jammers
This week Jake Voll brings the topic of wireless jammers to the room, and the room has stories to tell. A few years ago this sounded like a movie plot or a theoretical problem. Now police and federal prosecutors are describing it in burglary investigations, and the dealers on this call have lived it.The uncomfortable part is that nothing on the shelf today would have stopped either one. E
Fleet Management: Technology and Policies for Company Vehicles
This week, Jake Voll sits down with Robert Few of The Connection Xchange and Greg Sariti of In Charge Electric to talk about company vehicles, the part of your business that is the most visible, the most expensive, and the easiest to ignore until it bites you.Robert runs TCX, a consulting and coaching company that works with integrators, electrical contractors, and distributors on buildin
From Interest to Acquisition: Buying in the Security Industry
This week, Jake Voll pulls together a three-person panel to walk through what an acquisition in the security industry actually looks like from the broker's chair, the banker's chair, and the operator's chair. Colby Monachino of Monachino Partners handles the brokerage side, Jennifer Holloway of CIBC US handles the debt side, and Sean Forrest of Alarm Detection Systems, Inc. handles the bu
Seeing Around Corners
This week, Jake Voll sits down with Jon Perry, president and owner of Sting Alarm in Las Vegas, for a 24-year look at what it takes to build a security company in a no-response city, roll out remote guarding before anyone was calling it remote guarding, and stay disciplined about which shiny objects to chase.Jon's background is IT, not alarms. He graduated UNLV in 1998, and in 2003 his lo
Creating a Great Workplace
This week, Jake Voll sits down with Randi Elrad of Crime Prevention Security Systems for a 51-year lesson on what it actually takes to build a workplace people don't want to leave, and why the trophies on the wall are the byproduct, not the point.Randi's origin story is one of the best in the industry. In 1975, she was a special education teacher and her husband Johnny was a microbiologis
Turn Every Camera Into a Motion Detector
In this special edition of Coffee Break With Jake, Jake Voll sits down with David Erickson, co-founder and COO of CHeKT, to unpack what it actually takes to turn a book of camera system customers into scalable, defensible recurring monthly revenue. David walks Jake through the founding vision he helped build about 10 years ago: there is no reason a camera can't replace every motion detect
Old Fashioned Service, Modern Growth
In this episode of Coffee Break With Jake, Jake Voll sits down with John Loud, founder and owner of LOUD Security Systems out of Atlanta, for a 30-year look at what it takes to build an alarm company from scratch, survive a housing crash, and stay founder-led at 70 employees and 14,000+ customers.John came into the industry from all the way outside it. He was a Delta flight attendant with
Artificial Intelligence, Real Support
This week, Jake Voll sits down with Derek Carder, COO of FrontPoint Security, to talk about what happened when a DIY home security company decided their 60-to-90 minute hold time was the number one problem to solve, and how the fix turned into one of the more grounded AI rollouts in the industry.In this episode, we talk about...✅ Why Derek starts every role by taking live customer calls,
Intentional Growth
This week, Jake Voll sits down with Ainsley Close, president of Guardian Security Systems out of Seattle. Guardian is a third-generation family alarm company. Ainsley's grandfather Donald founded the parent business, her dad Frank bought Guardian off him 50 years ago, and Ainsley took the chair as president in the middle of the pandemic, after Frank sent an all-company email naming her su
Your Biggest Challenges
So what are dealers actually wrestling with right now, and what's working? In this episode of Coffee Break With Jake, we take a look at your biggest challenges.In this episode, we talk about...✅ The lead-gen reality check: what is a quality lead actually worth to you, and can you afford to outbid the largest competitor in your market?✅ Why fire alarm and access control leads beat resident
Four Ways to Improve RMR
Taylor Sears is back. A few months after his Dealer Spotlight, the COO of Silent Guard and Davis Heat and Air joins Jake Voll for a working session on the four levers any dealer can pull to grow recurring revenue and the profit underneath it.In this conversation, Taylor and Jake walk through those levers, talk through where most dealers are leaving money on the table on each one, and what
Dealer Spotlight with Taylor Sears
In this Dealer Spotlight edition of Coffee Break With Jake, Jake Voll sits down with Taylor Sears, COO of Silent Guard in Kentucky and Davis HVAC, to talk about how a 17-person family alarm shop turned itself into a 42-person operation doing three and a half times the revenue in five years, without ever buying out a competitor or chasing a fad.Taylor's path into the family business is not
Embers of Hope
In this special edition of Coffee Break With Jake, Jake Voll sits down with Rebekah Johnson, co-founder and executive director of Embers of Hope.Rebekah's story starts in May 2002, when an electrical spark from the outlet behind her headboard set her mattress, and her, on fire. She woke up engulfed, ran out the front door, dropped, and rolled in the grass. Then she ran back inside for her
The End of Physical Credentials with Manish Dalal
In this special edition of Coffee Break With Jake, Jake Voll sits down with Manish Dalal, Founder and President of ZKTeco USA, to dig into where biometrics fits in the modern access control stack and why the physical credential is quietly becoming the weakest link on your customer's door.Manish has been working in biometrics since 1998, starting with the first biometric time and attendanc
The Future of Access Control
Join Jake Voll as he sits down with Lee Odess, globally recognized access control industry analyst, author of The Six Phase Changes Shaping Access Control, and founder of PhySec Collective, to talk about where access control is really headed and what that means for every dealer and integrator selling into this market today.In this episode, Jake and Lee break down the thesis that has defin
Family Businesses with Josh Trim
Join Jake Voll as he sits down with Josh Trim of Pennington & Trim to talk about what it takes to grow a security company across generations — and why “sales” isn’t about pressure or commissions, it’s about trust, character, and delivering the right solution for the customer.In this episode, Jake and Josh unpack the early grind of building a company, the advantage technical people oft
Building a Sales Team
Join Jake Voll as he sits with industry consultant Robert Few, managing partner of The Connection Exchange (TCX), to unpack one of the biggest growth bottlenecks in the security industry: hiring and keeping the right salespeople. For many dealers, growth stalls not because of a lack of opportunity, but because they are afraid to invest in sales talent without the systems, pricing structur
Professionalism 101
Professionalism isn’t branding; it’s operations. In this episode, Jake is joined by several seasoned pros across the industry to break down what “high standards” actually look like in the alarm and security integration world.From hiring sales reps for character and integrity, to building packages, pricing guardrails, and quote approvals, to tech behaviors as simple as booties + moving bla
How to Sell Proactive Video Monitoring
Most alarm systems still deliver the same thing they did decades ago: a binary signal from a door or motion sensor. But customers don’t buy “a signal”; they buy the belief that you’ll stop crime. In this episode, Jake sits down with Wes Usie (Founder/CEO, Guardian Alarm Systems and CHeKT) to unpack why traditional intrusion is hitting a ceiling and why proactive video monitoring is becomi
Dealer Spotlight with Marvin Smith
What does it really mean to be unapologetically client-focused in the security industry? In this episode of Coffee Break With Jake, Jake sits down with Marvin Smith, owner of Orlando Emergency Signal, to unpack nearly two decades of lessons on service, culture, and building a brand people trust.From growing up on a farm with a love for electronics to walking away from Disney to build a se
Growing Your Business (a Spotlight Interview with Jake Voll)
The tables have turned. Jake Voll (the host of Coffee Break With Jake and CEO of SS&Si Dealer Network) is in the hot seat this time! Tyler Martin takes over the mic to uncover the story behind one of the alarm industry's most distinctive distributors: how a family business and an eBay side hustle evolved into a national competitor that punches well above its weight class against billi
Selling Your Business with Jeremy Bates
Selling a family business isn't just a financial transaction. It's an emotional journey that tests your identity, relationships, and vision for the future. Jeremy Bates, VP of Business Development at Pye Barker, joins Jake to share the raw, unfiltered story of selling Bates Security, the second-generation company he helped build from cleaning bathrooms to the SDM Top 32.This conversation
Service Agreements & Financing for RMR Growth
Most security integrators treat large commercial projects like one-time windfalls.Install the system, collect the check, and move on. But what if that $50,000 access control system could generate $200,000 over its lifetime? 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
Beyond the Hype: How AI Agents Are Transforming Security Businesses Today
Let's talk about how AI is transforming security businesses. And no, we're not talking about AI-powered security technologies. We're talking about how artificial intelligence is revolutionizing the way security integrators and dealers run their businesses right now.On this special edition of Coffee Break with Jake, Jake Voll sits down with Don Moran from HighlandTech, a former industry in
Real Life Work Wife: Working With Your Spouse
What happens when your work spouse is your actual spouse? In this episode of Coffee Break With Jake, we dive into the real-world dynamics of running a business with your spouse. 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 actual
Family-Owned Alarm Companies
In this episode of Coffee Break with Jake, we dive into the realities of running (and working in) a family-owned alarm company with special guest Melanie Henson of Stewart Electronics. From rags-to-joy founder stories to third-generation transitions, we explore what makes family businesses resilient through candid insights from owners, successors, and non-family team members.Key takeaways
What Makes a Great Central Station?
In this episode of Coffee Break with Jake, we sit down with Steve Butkovich, president of The Monitoring Association (TMA) and Chief Product Officer at CPI Security, to unpack where professional monitoring is headed and why it matters for dealers, integrators, and end users.From life-safety saves to business-critical dispatches, we explore how modern central stations turn sensors, video,
Building Customer Loyalty
In this episode of Coffee Break with Jake, we tackle one of the alarm and security industry's biggest challenges: customer retention. Jake and his guests offer practical strategies for reducing attrition, engaging clients, and protecting accounts from competitors. Whether you're a business leader, sales professional, or technician, you'll discover actionable insights to build customer loy
Finding Riches in the Niches
In this episode of Coffee Break With Jake, we dive into the power of specialization. How are integrators, dealers, and monitoring centers finding growth by focusing on unique verticals and solving complex problems? That's what we're talking about today. From cannabis facilities in Massachusetts to Orthodox Jewish communities, recycling plants, and multifamily housing, Jake and his guests
Buying & Selling Alarm Companies (Part 2)
In this episode of Coffee Break with Jake, we dive into the ins and outs of buying, selling, and valuing security companies. Jake is joined by Colby and Joe Monachino of Monachino Partners, a full-service M&A firm specializing in the security, fire, and life safety industries. With decades of experience, they break down what really drives value in a company, from recurring monthly rev
Turn Proposals into Purchase Orders
In this episode of Coffee Break with Jake, we dive deep into the art of turning proposals into PO's. Jake leads a candid discussion with security pros from across the industry on preventing ghosting, speeding up quote delivery, tracking conversion rates, and making sure deals are both won and profitable. This week's discussion points:✅ How top performers track and segment conversion rates
Planning for Progress
In this episode of Coffee Break With Jake, we're talking about the power of strategic planning and why it matters at every level of your business. Whether you’re leading a team or just trying to keep your head above water as a business owner, this conversation sheds light on why good planning is essential.We explore everything from annual and quarterly planning cycles to leadership develo
Attracting & Retaining Talent
In this episode of Coffee Break with Jake, we explore one of the most urgent topics in our industry: attracting and retaining young talent. Jake Voll is joined by several professionals who share their unique paths into the security industry, from an MBA internship to military service, high school telemarketing, banking, and even bartending. Each story illustrates the value of meeting peop
When Marketing Doesn't Work
In this episode of Coffee Break with Jake, we're joined by Vinny Peone, a former technician turned award-winning marketer and co-founder of Ignite Strategic Partners. Vinny shares his journey from climbing ladders to claiming Sammy Awards for marketing excellence. And he’s not shy about what works and what doesn’t! If you've ever felt like marketing was just lighting money on fire, this e
The Price is Right (Until it Isn't)
In this episode of Coffee Break with Jake, we dig deep into the world of pricing strategy with security integrators from across the country. Are you a business owner or sales leader looking to get serious about your margins? This is the episode for you.You’ll hear stories of pricing failures that cost thousands, lessons learned the hard way, and strategies for turning sales and operations
How to Handle Slow Pays & No Pays
On this episode of Coffee Break with Jake, we dive into one of the most pressing issues for integrators and service providers: getting paid on time. Jake and several industry professionals tackle the tough realities of customer payment terms, from managing receivables with Fortune 50 companies to navigating the unpredictable world of production home builders.You’ll hear practical strategi
Morning Routines, Mindset, and Managing Burnout
In this episode of Coffee Break with Jake, we dig into the daily habits and mental shifts that help security pros and business leaders manage stress while staying productive.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
Boosting Efficiency with Technology
In this episode of Coffee Break with Jake, we dive deep into operations and technician management with a focus on fleet tracking, GPS systems, vehicle cameras, and time-and-attendance tools. Hear firsthand from industry pros about how their companies are using real-time tracking, safety alerts, and performance metrics to improve technician accountability and job efficiency, all without mi
Leveraging Social Media to Grow Your Security Business
In this episode of Coffee Break with Jake, we’re diving into the power of social media marketing and how security professionals can use it to grow their businesses. Hosted by Jake Voll, this conversation brings together experts in marketing and security to discuss what works, what doesn’t, and how to stand out in an industry that often struggles with engaging content.In this episode...Jak
Is Alarm Monitoring Worth It?
Is alarm monitoring still worth it?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-lif
What You Need to Know BEFORE You Buy or Sell An Alarm Business
Are you ready to buy or sell an alarm company? In this episode, we dive deep into the world of alarm company acquisitions and break down everything you need to know, from preparing for a sale to valuing your business.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
Word-of-Mouth Marketing, Referrals, and Networking that Works
In this episode of Coffee Break with Jake, we dive into the power of word-of-mouth marketing, the value of referral programs, and how to make the most out of networking events.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 get
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