Coffee Break with Jake

Jake Voll
  • 5.0 (3)
  • ENTREPRENEURSHIP
  • UPDATED WEEKLY

Jake Voll brings security industry professionals together to discuss best practices, challenges, and opportunities.

  1. 2D AGO

    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 defined Lee's work: the access control industry isn't a $10B security market. It's a $100B enterprise software opportunity hiding inside one. They unpack why that gap exists, where it shows up in real dealer conversations, and what the shift from "security industry" to "enterprise software industry" actually means for how you sell, what you carry, and who you partner with. In this episode, we talk about... ✅ Why the $10B vs. $100B framing should change how every dealer thinks about their market✅ The "utility plus" shift — access control isn't just keeping bad people out anymore✅ Why COVID broke the legacy trust model and what enterprise buyers expect now✅ The identity shift: from controlling the door to managing who people are and what they can access✅ Why the value of pure system configuration is going down (and what takes its place)✅ The "access care" concept — a different lens for thinking about what you sell✅ Where AI and operational intelligence are creating real value (and where it's still noisy)✅ Why open platform might be the most overrated buzzword in access control right now✅ The locksmith opportunity: physical expertise in a software-dominated world✅ One old truth Lee says the industry needs to stop believing Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

    51 min

  2. APR 7

    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 often have in sales, and the mindset shift that separates short-term transactions from long-term customers. Josh shares the principles he learned from his dad (industry legend Ed Trim) and the day-to-day habits that build credibility fast — especially when you’re young and trying to earn respect in a tough trade. In this episode, we talk about... ✅ Why technical people often make the best sales reps in security✅ The “early grind” reality of starting and scaling a security business✅ How selling the right solution creates long-term customers (and referrals)✅ The character-first mindset that builds trust faster than product knowledge✅ Josh’s best advice for younger leaders: outwork everyone, show up early, earn respect✅ Why caring about the customer beats caring about commissions (and improves close rates) Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

    57 min

  3. MAR 17

    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 structure, and accountability to support them. In this episode, Jake and Robert break down what it really takes to build a sales program that works. They cover how to structure compensation, how to train new hires without expecting them to "clone the owner," and how to protect margins while still giving salespeople enough freedom to close deals. ✅ Stop waiting to “clone yourself” and build real systems for training, pricing, and accountability✅ Decide whether to hire a salesperson or installer first when cash flow only allows one move✅ Set practical sales quotas for upfront revenue and RMR so reps know what success looks like✅ Build pricing guardrails and simple packages that help reps sell confidently without constant approvals✅ Create commission plans that drive profitable jobs and recurring revenue, not just top-line sales✅ Avoid common sales-management mistakes, including promoting your top rep into the wrong role✅ Learn better hiring tactics, from where to find candidates to how to evaluate fit beyond the interview Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

    52 min

  4. FEB 5

    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 blankets, this conversation connects the dots between professional execution and what matters most: customer trust, retention, and long-term RMR. What you’ll learn in this episode: ✅ How dealers are hiring salespeople around character, ownership, and integrity (not just charisma)✅ Why “packages/kits” and clear product standards prevent sales-tech conflict✅ How using the right tools can speed onboarding and reduce quote errors✅ The 2-layer safeguard that stops bad quotes before they reach the customer✅ Field professionalism that costs almost nothing but changes everything✅ Why tech soft skills can be more valuable than speed, and how to measure it✅ How to use post-install feedback to catch issues before customers quietly churn Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

    52 min

  5. JAN 15

    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 becoming the new standard. Wes shares what he learned building an alarm company, running a monitoring center, and then building a platform to scale video monitoring. You’ll hear how to sell and price proactive video in the real world, how to reduce false alarms with smarter detection, and why SMB outdoor assets behind a fence might be the biggest untapped opportunity dealers have right now. What you’ll learn in this episode: ✅ Why “binary door info” won’t meet customer expectations going forward✅ The real business risk of the 99% false alarm rate✅ How proactive video changes the game: deterrence before the crime✅ Why a fence matters (and how it reduces events and improves monitoring outcomes)✅ How to price video monitoring without getting wrecked by central station event costs✅ A simple mental shift: stop selling “cameras”; start selling detection devices✅ A practical on-ramp: self-monitoring + automated deterrence as a baby step into video Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

    58 min

  6. 12/23/2025

    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 security company rooted in values, Marvin shares why attitude, appearance, and accountability matter more than any piece of hardware you install. This conversation is a masterclass in how service failures, when handled right, can become your biggest differentiator. In this episode, you’ll learn how to: ✅ Turn service into a competitive advantage that fuels referrals✅ Transition from solo operator to team leader without losing standards✅ Set and celebrate milestones without chasing a moving goalpost✅ Handle high-maintenance clients without firing them prematurely✅ Use technology like texting and video to elevate customer experience✅ Stay relevant to long-term customers as the industry evolves✅ Build brand recognition through consistency, visibility, and trust Coffee Break With Jake is recorded live every Friday at 11am ET.Join us live or register to attend at 👉 https://go.ssandsi.com/coffeebreak

    58 min

  7. 12/16/2025

    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 billion-dollar giants. This isn't your typical origin story. Jake reveals the unconventional strategies, "poison pill" competitive edges, and relationship-first philosophy that allowed SS&Si to carve out dominance in a commoditized market. From building one of the industry's largest online communities (Burglar Alarms Online) to offering unprecedented free branding programs for dealers, Jake shares the counterintuitive moves that turned limitations into advantages—and how you can apply the same thinking to your business. ✅ The pivotal moment that transformed an online side hustle into a distribution powerhouse ✅ Why Jake's "poison pill" strategy slowly dismantled competitor advantages (and how family-owned companies can deploy similar tactics) ✅ How SS&Si differentiated in a commodity business through creativity, community, and killer branding ✅ The real cost and ROI of investing heavily in dealer branding programs (printers, people, systems—Jake breaks it all down) ✅ Why Jake's favorite customers are family-owned alarm companies—and what that reveals about competitive moats in this industry ✅ Behind-the-scenes insights on leadership in ESA, TMA, and why industry involvement isn't optional for serious players ✅ What the billion-dollar distributors consistently miss that small, nimble companies get right Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

    46 min

  8. 11/18/2025

    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 goes beyond the numbers. Jeremy opens up about the fears that kept him up at night, the promises that mattered more than price, and why staying on after the sale became the opportunity of a lifetime. If you're a security business owner wondering what's next—or just trying to build something great—this episode will give you a roadmap.In this episode, you'll discover: ✅ Why you should always run your business like it's for sale (even if you never plan to sell)✅ The critical questions to ask potential buyers that go far beyond valuation✅ How Jeremy validated buyer promises by talking to other sellers, and what he learned✅ What actually changes post-acquisition (and what surprisingly stays the same)✅ The "deal certainty" framework: funding, staff, infrastructure, and integration capabilities✅ Real numbers that shocked Jeremy (like $20 million in employee bonuses and ownership programs)✅ Why recurring revenue (RMR + service contracts) makes your business recession-proof and acquisition-ready Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak

    51 min
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Ratings & Reviews

5
out of 5
3 Ratings

About

Jake Voll brings security industry professionals together to discuss best practices, challenges, and opportunities.

Information

  • Creator
    Jake Voll
  • Years Active
    2025 - 2026
  • Episodes
    28
  • Rating
    Clean
  • Copyright
    © 2026 Jake Voll

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