Sales and Cigars | David Z. Jackson | Growth Through Sales Culture | Episode 167

[00:00:00] Hey everyone, Walter Crosby with Helix Sales Development, your host of Sales and Cigars.

[00:00:04] Today's episode my guest is David Jackson from Colonial Security.

[00:00:08] Just a fun conversation. We had a fun conversation when we do a little pre-interview.

[00:00:13] They do everything from executive security to technology.

[00:00:18] They really put together security programs for institutions and large companies and a variety of things.

[00:00:26] It's an interesting conversation but it's really focused on sales.

[00:00:29] We talk about some of the things that David is proud of, some of the things he's accomplished.

[00:00:34] A lot of it has to do with culture on your sales team, that get creating that leadership

[00:00:41] and then that process and methodology that he's instilled and he's been using for decades

[00:00:47] that's allowed his teams to grow.

[00:00:49] He's on a growth trajectory that is astronomical.

[00:00:53] So go grab a cigar, grab a cocktail, strap in for another impactful episode of Sales and Cigars.

[00:01:00] So David, I appreciate you taking some time out of your busy schedule.

[00:01:27] I know you've been traveling so thanks and welcome.

[00:01:30] Thank you very much for having me. Excited to be aboard and watching your series now for a little while

[00:01:37] and was excited to be chosen to come on.

[00:01:41] We had a fun conversation prior to, I tried to keep those until like a 15 minute

[00:01:47] and I don't know, I think we talked for like 45 minutes.

[00:01:49] I think so too, yes.

[00:01:51] Let's just jump right in.

[00:01:55] I kind of like to get a feel, it actually helps my listeners.

[00:01:59] I've had a couple of them say it's a really good question to start

[00:02:02] because it kind of gives us something to how the guest is thinking, gives them a little insight.

[00:02:08] So is there a book that you gravitate to, you gift or that you really recommend people should read?

[00:02:17] Oh my gosh. You know, it all depends upon who I was, who I'm recommending it to and why.

[00:02:24] But listen, if I've got my sales hat on, I am through and through 100% Steve Schiffman

[00:02:34] and it is all about cold calling techniques that really work.

[00:02:38] That book to me is a tremendous asset for any brand new sales rep

[00:02:45] or even, you know, anybody who's got some experience in them.

[00:02:49] You know, while the world has changed, the concept, the process,

[00:02:54] the vision of what you need to do to actually get through and speak to somebody

[00:02:58] and then how to overcome that once you're there.

[00:03:02] I think it's second to none. It really is. Really just hits the nail on the head.

[00:03:08] If I'm talking to somebody who's more managerial, more into that kind of a space right

[00:03:13] or maybe somebody who's come to me and say, Dave, I'm really struggling in my world right

[00:03:18] and whatever it is because I do work with some individuals to help them through their day-to-day.

[00:03:23] It's Maxwell all day long, 360 manager. You know, it's all those kinds of books by Maxwell.

[00:03:31] I just pick and choose. It doesn't really matter which one. Just choose one.

[00:03:36] They all have a specific topic. They all get to the point. They all give you value real fast.

[00:03:42] Yes. You're not going to go wrong reading that.

[00:03:47] The thing that interests me is that when I talk to a CEO or a visionary,

[00:03:54] somebody that's leading the team, if they're not leading or listening to books right

[00:03:59] because audibles become a real thing when we're sitting in a car on an airplane.

[00:04:06] That's sort of a leading indicator if somebody's out there trying to learn, trying to grow,

[00:04:15] trying to figure out their next move. Even if you read a book that, yeah, that's all stuff I knew

[00:04:22] but you just reinforced something you knew or you heard it in a different way.

[00:04:27] And the Steve stuff is sort of everybody's ripped him off from a cold-cold friend of here.

[00:04:38] It's amazing. I do consider myself a student of my sport, right? My sport is selling.

[00:04:44] Even though I've done other athletic sports but when it comes to work, sales is my definitely my forte.

[00:04:53] It's interesting, no matter what courses I have gone on, whether it's Aclivis, whether it's Sandler,

[00:04:58] whether it's Maxwell, whether it's insert name here.

[00:05:03] It's funny how they all go right back to Steve Schiffman and they just call it something else.

[00:05:08] Even I've been to some private sales courses where I work for an organization that had their own sales program.

[00:05:17] I'm looking at this guy on that Steve Schiffman right there, you know through and through.

[00:05:22] It doesn't matter, they all come back to stuff that was written a hundred years ago.

[00:05:27] Yes.

[00:05:28] And they repackaged it. They put it in different ways but if it works, it works.

[00:05:37] I agree.

[00:05:38] You might appreciate this. I had a guy that I was working with.

[00:05:44] I was coaching him and he was like, you know, I'm good with co-call.

[00:05:48] I make, you know, 40 or 50 co-calls a day.

[00:05:53] Really?

[00:05:54] Which when I was in New York, I would make about 400 dials a day.

[00:06:00] When somebody tells me they're doing 40, I still don't believe it.

[00:06:04] We went through his little cubicle.

[00:06:07] I'm like this.

[00:06:09] If you can do 40 a day, you can do one.

[00:06:11] Let's do one.

[00:06:12] And I just sat there and this is what he said.

[00:06:15] Hey David, this is Walter Christbeer.

[00:06:17] I'm going to tell you, this is a co-call.

[00:06:20] And I'm not very good.

[00:06:21] So I'm going to need your help.

[00:06:23] Are you okay with that?

[00:06:25] That's how he started his co-call.

[00:06:27] And it was sincere.

[00:06:28] And the guy started laughing.

[00:06:31] And he was calling the head engineer at a robotics company.

[00:06:37] And the guy just started laughing.

[00:06:39] He's like, are you serious?

[00:06:40] You can see I suck.

[00:06:41] So let me tell you what I'm calling.

[00:06:42] And then he just dropped into his normal positioning statement and went, wow.

[00:06:46] But he broke the ice.

[00:06:48] Sounded different.

[00:06:49] And if you got to hang up, okay, next.

[00:06:52] Yeah.

[00:06:53] I just thought that was the busiest thing.

[00:06:57] Yeah, it's so interesting.

[00:07:00] So I had a rep and I actually stole from him.

[00:07:05] You know, I've done it many times myself.

[00:07:08] And it's similar but different.

[00:07:09] Right?

[00:07:10] It's that thought process of his name was Tim.

[00:07:13] And he worked for me out of Connecticut.

[00:07:15] And he used highly intelligent individual learn how to fly planes.

[00:07:21] You know, you know, masters degrees.

[00:07:24] He would get on the phone and he would purposely stumble in the beginning.

[00:07:29] And he just sounded like a good old boy from, you know,

[00:07:32] the South just kind of slowed it waiting.

[00:07:35] And he's not.

[00:07:36] He is a New Yorker through and through.

[00:07:38] But he would just change this whole feeling about it and just became very kind of, well, you know, I'm.

[00:07:45] And he would just kind of pull them in a little bit so he wasn't this guy who was just trying to be that sales guy in your face trying to get to the next.

[00:07:53] Objection and it worked.

[00:07:56] And I use it quite a bit actually.

[00:07:58] I'll be on a phone call with somebody.

[00:08:00] And I think it just takes away the tension, you know, to your to your person that you were working with.

[00:08:05] I love that thought process.

[00:08:06] I might actually steal it.

[00:08:07] Use it as my own.

[00:08:08] So I think you whoever that was.

[00:08:11] Trevor, if you're listening, thank you.

[00:08:14] But it's not dissimilar from what your guy was doing.

[00:08:20] You just changed the pace.

[00:08:23] You sound different.

[00:08:24] Yeah.

[00:08:25] And it doesn't fit their normal, you know, they're vibed from picking up the phone and they don't know what to do.

[00:08:32] And it gives you a few seconds to get their attention and, you know, you're in.

[00:08:37] And that's all that you can.

[00:08:41] That's all you can really ask for at that point.

[00:08:43] And then you've got a value, right?

[00:08:45] You still got to do your job.

[00:08:47] 100%.

[00:08:48] I thought you'd appreciate that.

[00:08:49] Yeah, absolutely.

[00:08:51] Tell me about a, um, I mean, you've been entrepreneurial game security for more than a couple years.

[00:09:00] Yeah, talk to me a little bit about a situation where you might have thought you were failing or failed and turned it around into some success.

[00:09:10] Every inch from I've run into has had some sort of.

[00:09:14] Thought they screwed something up, but they learned from it and picked it up and made, made millions out of that.

[00:09:20] So yeah, well, listen, it's the last part, right?

[00:09:23] Where I make millions out of it.

[00:09:24] I'm still waiting for that part.

[00:09:25] But no, it's.

[00:09:29] You know, it's for me.

[00:09:31] Look, I think.

[00:09:33] If I was to try to think about a situation, right?

[00:09:37] I would really put myself in a position of saying.

[00:09:40] I had this idea, you know, I might my company, right?

[00:09:44] Colonial security.

[00:09:46] We're a division inside a much larger umbrella, right?

[00:09:49] And and I have in my offices here, right?

[00:09:53] These each of the division heads are all living here, right?

[00:09:56] And so I just found that we were all working way too much in different silos.

[00:10:04] And, you know, each division was kind of doing their own thing and their own purpose and their own process.

[00:10:09] And we didn't really have a lot of cross pollination whatsoever.

[00:10:13] So I kind of leaned a little bit on my past experience, my previous job, and then took that here.

[00:10:19] And I started to develop a, you know, basically it was a team meeting.

[00:10:24] I mean, for a lack of better terms, it was just a team meeting.

[00:10:27] I called it teamwork makes the dream work meeting.

[00:10:29] Just kind of gave it a title.

[00:10:31] And I invited all those heads of state into one meeting, including the ownership of the large organization.

[00:10:37] Turned around and brought in underneath them their number two's.

[00:10:41] And brought in our sales organization, right?

[00:10:43] From each of the different silos.

[00:10:45] And once a month we just have a meeting.

[00:10:47] And we would share a chat and talk about whatever was going on in their lives.

[00:10:52] And reality was, you know, it went over like, you know, some people would say a fart in church, right?

[00:11:00] You know, it just did not go well.

[00:11:02] I think a lot of people were kind of like, wait a minute, this is mine.

[00:11:05] Right?

[00:11:06] And I don't want to share.

[00:11:07] And I don't want to really explore.

[00:11:09] And you know, you go do you.

[00:11:10] I got to go, you know, I got to go bring value to the company and make sure that I'm the winner in this.

[00:11:16] And, you know, and so in a sense it started to fail.

[00:11:20] But I stuck to my guns, started to revamp it a little bit.

[00:11:24] But more importantly is I took the time to go around to each of the different divisions

[00:11:28] and socialize it a little bit more.

[00:11:30] Help them truly understand what the dynamic was, what the goal was.

[00:11:36] But not just from a larger perspective, but really what the whiff of is for each one of them.

[00:11:41] Right?

[00:11:42] And how it could actually gain, you know, from that we have had tremendous wins as a larger organization.

[00:11:50] But each silo has had an opportunity to win.

[00:11:53] Right?

[00:11:54] So if we as an organization now are presenting to our prospects, right?

[00:11:59] One unified front.

[00:12:01] One as we like to say, and I learned this from an old, you know, my, from an old manager of mine, right?

[00:12:06] One mug to hug, one throat to choke, right?

[00:12:08] And really present that out.

[00:12:11] Right?

[00:12:12] And bring that bring that into the thought process, right?

[00:12:18] And the sales process and the customer loves it.

[00:12:22] Right? Because now they're able to get a whole bunch of different, you know, different segments of the soft, you know, services world.

[00:12:30] Right? And save on the top end, save on the bottom end.

[00:12:35] And again, they have one person to have to make a phone call to which is fantastic in their world instead of six or seven.

[00:12:41] Right.

[00:12:42] But more importantly is that's the external reward, right?

[00:12:45] That was the external win.

[00:12:47] But the internal win became each of these heads of different departments.

[00:12:52] We all now work together.

[00:12:54] It's not just one time a month.

[00:12:56] Now we're on the phone every day, every week.

[00:12:58] We're having it.

[00:12:59] We're bouncing ideas.

[00:13:00] Somebody will come into my office.

[00:13:01] I'll go into their office and say, hey, I'm working on this.

[00:13:03] I'm doing that or my team is working on this or doing that.

[00:13:07] And now there's this unified, you know, real direction right?

[00:13:11] There's a real teamwork that's going on.

[00:13:14] And so well, I, my division may win a particular opportunity and someone else's doesn't.

[00:13:19] It's okay because the next time around.

[00:13:22] You know, they're doing it.

[00:13:23] And now my sales organization is because they're becoming better informed about all the different divisions within the company.

[00:13:30] And better informed on what is successful in those different divisions.

[00:13:34] They're out there selling and bird dogging for everybody.

[00:13:37] Yeah.

[00:13:38] And so now again, everybody starts to win.

[00:13:40] So we're really was starting to fail and, and, and you know, kind of fall flat.

[00:13:45] We were able to really make a change right to make a difference.

[00:13:48] You know, that's, that's been my driver since I came on here.

[00:13:52] You know, I've been here now just about two years was brought into an organization that really was just kind of flatlining not flatlining the sense of dead but flatlining the sense of no growth right no shrinkage no growth.

[00:14:04] It was just kind of there and tasked with this opportunity to grow.

[00:14:08] Tastes of opportunity to build a larger more robust organization.

[00:14:13] And my first challenge was changing culture.

[00:14:17] Yeah, right.

[00:14:18] Changing culture within side of my own division changing culture within side of my larger organization right and being that catalyst not just for me but for all the different divisions to be much better and much more than who they currently are today.

[00:14:32] Right and bring that energy and feed that when you were talking about that I'm thinking.

[00:14:37] I was thinking culture is what we were really trying to change and so I mean, I guess my question.

[00:14:44] You were trying to build those relationships build those bridges between the silos actually knock the silos down and allow everybody to work together.

[00:14:54] And but if you had to do it again, is it internal knocking down the silos like make a teamwork deal or is it the end game providing better outcomes for our customers.

[00:15:11] And that's the real reason we're doing this and this just makes it more fun gives us a better like chicken and egg almost right.

[00:15:20] Yeah, you know I would turn around and tell you in this case it's really it's the internal piece.

[00:15:26] Right, you know my team hears it from me all the time right sustainable profitable growth right because that's what we want.

[00:15:33] You have to build that culture you have to build that mechanism internally to sustain those external results that you're talking about right that you just kind of some eyes.

[00:15:43] Because if you don't, if we just go and do it ones E2's these out on the result, they still come back to their silos right and they still box themselves in.

[00:15:52] And then they still and they all amongst themselves go I did that I'm the winner on that one I made that happen right.

[00:15:58] And we really don't get that sustainable momentum right you're over your growth, you know deal over deal growth when that happens.

[00:16:09] So if you change that culture, if you change that mindset right internally first socialize that get that buy in get people to be a part of that process then the external just happens right and then that just feeds the the internal machine right because now suddenly go wait a minute.

[00:16:27] What we did here worked out there oh my gosh and so then it just kind of it all just starts to cascade.

[00:16:33] And now it no longer becomes a cultural change right it no longer becomes this thing that we're trying to do it just is it's the norm it's right it's what you've built in creating something.

[00:16:46] And if you're able to knock that out in 18 to 24 months that's pretty it's pretty impressive not just from a leadership perspective but also the team had to step into some uncomfortable situations I would imagine.

[00:17:03] Yeah it's changing 50 years of you know the organization has been here for 50 years right you know or plus actually so it's changing 50 years of mindset right and really kind of building on that thankfully I have some great partners that have a growth mindset right that have a vision.

[00:17:22] And just I don't believe they just never had the catalyst or you know somebody to take that first step right somebody to take everybody by the hand and say okay here we're going right and set that process up.

[00:17:34] We tend to be a little bit old off it's funny you know for being a you know quote unquote grown up in a sales world I'm a very processed driven individual right you know I think that's why I lend to more sometimes a lot of that operational side too.

[00:17:47] And it's set that process up right because again it becomes it becomes repeatable right it's just not something we just did and then said yay and then we move on so yeah if sales has to have my not so humble opinion there needs to be a process methodology that when it's working becomes the language.

[00:18:13] Yes talk about sales it becomes where you know where you are in a cycle knows what you're supposed to do next knows what you might have missed along the way so that you can go back.

[00:18:26] Amen and if you don't have that you're flying by the seat of your pants and relying on relationships or something less tangible and soon as a competitor comes in or you have a change in.

[00:18:42] Change in your customer base you're you're on the outside looking in so I agree it's amazing though that we all you know it's funny people always you know I trained I don't know hundreds of sales reps over my career and it's amazing how they're all looking for the magic pill right that mad you know that what is the actual ingredient to be successful.

[00:19:08] And I don't know how many times I've sat there and said process repeatable sustainable process is hard work hard work right and and they still want to go out and find the magic pill right they still like that doesn't work you know and I'm like no it actually is the way to make it really successful absolutely so.

[00:19:31] I mean I hear I hear people I mean it kind of speaks to one of the questions I wanted to ask you that I heard in my space all the time emails dead phone calls are dead LinkedIn's dead right and you know my response is like yeah they're all dead and they all work.

[00:19:49] So you got to do all of them you got to do them all well you got to have the right content you got to be consistent and that little annoying app on your smart device that says phone still freaking works.

[00:20:06] It sure does and they will be surprised when they you know when when you're calling they're like I had a CEO a couple weeks ago right what are you doing calling me.

[00:20:17] And I would even what am I doing calling it's four o'clock in the afternoon on a Friday what the hell you doing answering the phone better question where your salespeople right and he got so upset.

[00:20:28] The probably at the bar I thought what are they doing there probably not working no no they're probably not so you got them all fired up but he picked up the phone on a Friday and we had a real conversation about real things.

[00:20:44] So yeah the phone's dead it doesn't work absolutely no not at all you know it's a it's an interesting.

[00:20:51] You know I you know I've been doing this now gosh since the 80s right and I remember coming into late night nine the 90s of 2000 people were talking about.

[00:21:06] You know the best thing you could ever do is to do go back to the handwritten thank you know.

[00:21:12] Right that was the magic pill right you know the ticket was like because no everyone had forgotten about the handwritten thank you which by the way I agreed at the time and it's right because we have moved so far into technology.

[00:21:24] And we have gotten so much to the speed of light that we have forgotten about the little things right the little small piece that just says thank you right that means something that's personal and it's really there and I think that that is now as we are we're here you know in the 2020s right.

[00:21:39] And again that technology has gone again further with you know with all these AI tools now and constant contact and apps and things like that.

[00:21:49] And you're just you can blister people with you know text messages and everything else like that.

[00:21:54] You know I challenged my sales team just the other day I said you know the you know what that you know the handwritten note of the 90s or 2000 is today it's the door knock.

[00:22:06] You know when getting your cars go to the local place go see somebody else you'll set up you know a time period to be in a specific couple of block area and go knock on the door.

[00:22:15] And even if you're not going to go see the decision maker you know what there's so much valuable information there's so much level of a connection so that when you do make that phone call and you speak to the CEO on a Friday.

[00:22:25] You can say I've been in your building.

[00:22:27] I know who you are I know what you're about and that level of connection I think drives again to building those relationships right but it also leads to a sustainable repeatable process where you're in there and you're you're knocking on doors you're making connections you're making those phone calls.

[00:22:44] Or emails that are personal and specific right and then in it yields results on the end of the day and all that is old school but it's but it works because we're human.

[00:22:57] Yes at the end of the day even if you're using AI to help you write something to speed it up.

[00:23:05] If you don't humanize it if you don't make it really don't put it in your voice.

[00:23:10] It's it's going to be it's not authentic and it's going to it's going to get you in trouble.

[00:23:16] Exactly.

[00:23:17] And there's a company that just went out of business like literally folded up shop they were doing handwritten notes for a particular industry but it was all machines.

[00:23:32] They would have a machine you know write this and it wasn't a pen right it didn't have the inconsistencies of an ink pen and it didn't.

[00:23:45] They could do it at scale obviously because it was just machines that could turn 24 seven.

[00:23:50] Sure.

[00:23:51] But there was that piece missing where you know you you're writing something and you don't have the full length of the in you got to start on the next line and.

[00:24:00] It looks a little little weird but that's real.

[00:24:05] Sure.

[00:24:06] I mean I I still have cards that I send out I don't do it every every day but there's a moments like I should send him a note like see how he's doing about something exactly.

[00:24:18] You could look to easily send an email but I don't know I like I like getting those little little notes or little cards in the mail.

[00:24:29] I don't have that.

[00:24:31] I put them in a scrapbook or anything but yeah it's like that's another touch and it's a real human thing.

[00:24:38] So I mean you've done a lot of things we had we had a cool conversation about horses and security and our pre call.

[00:24:51] And these will hate in two so let's not forget about that.

[00:24:54] Yeah that's a pretty impressive pretty impressive gig.

[00:25:00] But what are you what are you most proud of like in terms of your results because you've had a lot of success.

[00:25:07] Oh yeah is there something that stands out and I know you're not done don't like yeah far from it but is there is something that you're particularly proud of that you can share that you know in trouble.

[00:25:20] No no no listen you know I would you know which comes to mind only because I'm looking in my camera and I can see it straight behind me is the picture behind me of the team that's there.

[00:25:32] And it was from an organization I'm sure most people have ever heard of the company called Aremark before actually just recently changed names.

[00:25:40] And I had a tremendous team right and I've you know there's always those things about you know the thirds right you always have the bottom third the middle third the top third of your sales team right and.

[00:25:53] I would turn around and tell you that I you know I managed at that point 16 individuals and 15 out of 16 were above quota and I had the top three reps in the whole country.

[00:26:03] And we hit record breaking numbers you know that the company has never seen before.

[00:26:09] And the great thing about that was you know we did it in a fashion that is a lot like we've been talking about right good old school door knocking good old school making phone calls good old school teamwork sharing right repeatable process.

[00:26:27] And it was just a tremendous kind of family feel but working for a very large organization you know at the time Aremark was and still is massive.

[00:26:39] And we just had tremendous success and we walked into the next year and did it all over again.

[00:26:46] And you know something that was real legit on a strong foundation right and you watched everybody elevate because and I bet I mean tell me if I'm wrong but that kind of organization.

[00:27:01] Your sales meetings your sales rooms at the beginning of month when you're looking at the revenue from last month and the top three guys are going back and forth or top three people are going back and forth and it was all it's like a big Italian family right.

[00:27:16] We're talking to each other but nobody else can talk shit absolutely yeah listen we can do it inside our circle but everybody else yeah absolutely.

[00:27:26] And you know I mean we had out of the 16 people I'm just trying to think it was I think we were I hired in 10 at the beginning of the first year.

[00:27:34] You know and we still were able to just absolutely just have tremendous success and again I attribute those people that were who were my ten years reps that were with me they didn't have too big of an ego right to not share to not help to not not to elevate those around us

[00:27:50] and we just all bought it right you know to that process you know it's like the the 76ers right trust the process right you know we kind of do it.

[00:27:59] You know I would turn around and tell you I think the thing that will probably give me the most trouble in this conversation and call is that I probably don't say enough about everybody else that I've worked with in my past but I do have to say that team was absolutely tremendous but the one that I'm working with today

[00:28:16] and I'm not saying that out of hey I got a you know throw I got to throw a little extra something on the onto them but I'm going to turn around and tell you I came into this team here very small company.

[00:28:30] You know they have been doing what they did we started to instill this methodology and process and culture and I brought in certain key individuals in my number two spot

[00:28:45] and some of my area managers and and elite sales lead who understood what that vision was.

[00:28:53] And instead of turning around and saying okay Dave I love your vision but I'm going to only do 70% of it in the other 30s going to be me they all went in for the 100% right and because of that we have done things

[00:29:06] and in this company that the ownership has never seen in 50 years and when I look into 2024 I already know that I'm going to close to double my number again.

[00:29:16] I'm at you know two years I'm 300% over my number year over year in two years.

[00:29:22] Amazing.

[00:29:23] You know and I'm going to I'm going to double that again in 2024 and if I do a long range search I'm probably going to double again in 25.

[00:29:31] You're going to need to you're going to need to clear a little space off your credenza back there for another picture of the team.

[00:29:36] I think so get out that another picture in there absolutely or make sure I added to the wall behind me here so yes.

[00:29:44] So let's as we wrap things up tell me a little bit about.

[00:29:49] I mean we've got a diverse audience and there's weird people all over the place listening to this and I don't understand it but.

[00:29:57] But talk like who's your who's your ideal client like somebody's listening like how did they know they should pick up the phone and call you because they need some help besides from the guys that owns the third breads that are worth millions of dollars.

[00:30:10] Yes listen I love doing executive protection for thorough breads it is a fun job actually and very interesting.

[00:30:18] You know what I would turn around and say this and this is one of the messaging and one of the go to kind of market strategies for us right and not to give away the secret sauce but I think it's a reality.

[00:30:30] You know when you're looking in the security industry right you know for a larger scale piece of business or larger scale what's going on out there.

[00:30:37] Too many people look at security industry and security companies is staffing agencies right just find me a body make sure that it meets the credentials and get them into their post and you know I was raised in the security industry prior to that that dynamic change right with a lot of larger security companies as they've been gobbling up smaller companies.

[00:30:58] You know before all that really started you know I started with an order I started with a security company.

[00:31:04] That had a different vision and I taken that with me everywhere I've gone and I brought it here and so this is where I'm kind of it's a longer way to get around to your answer your question.

[00:31:15] But what there is a real thirst by security professionals security directors right VPs of facility management companies or facilities you know facilities or CEOs or presidents of companies that have a need for security and there is a real thirst to have a security program.

[00:31:38] Right one that meets their needs one that fits who they are right and finds the right person for the right job right and meets those specifications and more importantly grows with that customer because customers today are growing exponentially right there very few of them are actually shrinking in today's society.

[00:31:57] And because of security needs that security need is growing both technologically right both in manpower right and in advancements in what's going on out there.

[00:32:07] You know whether that being drones or remote video monitoring or robotics you know all those needs are there and that's happening growth but too often there's that square peg you know round hole meant methodology there's too much of that staffing methodology right I'm just gonna go don't worry I'm gonna take care of it and they go.

[00:32:26] Find a body but colonial security we don't do that right we truly sit down with the customer we truly sit down and look at the organization what their needs are we do assessments.

[00:32:39] We make sure that the program that we bring to them actually fits their needs it's not just a response it's not just a number on a page it's not just a dollar amount that you know meets their budgetary you know restrictions.

[00:32:55] It's truly a program that fits so when I look for the ideal customer the ideal customer is that somebody who's truly looking for security program right somebody who says hey Dave I need somebody to come in and do X Y and Z and I need to do it very specifically and I need to have these types of individuals and this is the type of security officer that I need to protect my building right and that's not about an external shell.

[00:33:24] It's about the DNA makeup right it's about the education that goes behind it it's about the skillsets that they have and I want to be able to do that and that's who I'm looking for you know those fall in all types of vertical buckets whether that's healthcare commercial real estate logistics.

[00:33:43] You know high rise residential residential communities higher education every but every one of those have unique needs that's constantly changing they probably haven't thought about things that they should think about so you're you're going to bring them experience in ask a lot of why that and how are you covering this and you're going to help try to find a solution that meets the need.

[00:34:13] There needs today and will be flexible enough to grow with them in the future absolutely right not just a body to check a box right you know too often that's the case hey I'm supposed to have security so check a box right that's not my customer that's just not who we want to be and what we try to be.

[00:34:31] They really truly be dynamic in our approach and they can reach out to you through website what's the best way to reach out to the well yeah so you know listen I have a website www dot

[00:34:41] colonial security services dot com right you can reach me on LinkedIn I'm David Z Jackson just make sure you put that middle initial in there because I think there's a bunch of other

[00:34:53] David's that are out there right colonial security services you could do us you know do the simple Google search.

[00:35:02] You know or you can email me you know I'm D Jackson at colonial security services dot com and reach out to me directly be more than happy to share and talk with you

[00:35:13] and see what your needs are. And we can try to move forward I currently do work in 33 different states I'll be in all 50 by the end of 24 so let me know what I can do to help you out.

[00:35:27] You're going to be a frequent flyer timing whatever status that's my goal you know alter it you know it is nothing to do with anything else I just want that black card that's all I want you know

[00:35:42] million dollar million mile club that's right we'll have all those all those deets in the show notes for people to reach out so and I think if somebody serious about a program that's going to solve problems and more importantly prevent problems

[00:36:01] you're a guy that they should reach out to last question David yes pastor present relationship with cigars.

[00:36:10] Oh you know what neither you know I'm been an athlete all my life I'm still try to compete today it's the one thing you know I will partake in a bourbon definitely love a great vodka soda it's definitely my go to drink

[00:36:29] but cigars I just don't you know it's always been one of those things of I've been a wrestler all my life you probably see something back here in my pictures of it so long for me is everything you know what I mean so I just never done that but

[00:36:44] it's it's been so it's a question I ask everybody and I get I get the athlete and the which is different than health I think right because yeah there's a particular purpose and you're not going to do something to jeopardize that ability to do like are you still throwing down on a mat is that something you still do I do every now and then I'll try to get into

[00:37:10] a tournament and go but I definitely practice as much as I can I was coaching up until covid and then covid kind of made everything a little bit wonky but I'm definitely looking to try to do something

[00:37:21] and get back on the mat with the coaching coaching role yeah that was the that was the one room in high school that it was a it was a weird room the wrestling room yeah and I remember I was in it sort

[00:37:37] of like a similar experience with rugby the little guy doing 118 or 120 something in that spot yeah turn me into a pretzel you didn't hurt me on purpose no but he could have and I mad respect for that because why didn't smell great that room it's definitely

[00:38:04] a lot of respect for the for the sport because they they have to have that the strength the endurance aspect of it and then you throw in like flexibility and then just being able to anticipate the next move or two moves down

[00:38:29] and having a plan when you when you enter that little circle or however that we're still you're doing it if you don't have a plan you're going to end up like I was turned into a pretzel

[00:38:41] I'm a little shit absolutely I am I'm always you know again it's it's a sport that's very near and dear to my heart of course right

[00:38:52] I'm been coaching it a long long time but I will tell you what the the sheer dedication focus drive both mentally emotionally educationally

[00:39:05] to do that sport and unless I play football I played baseball both in high school I played baseball a little bit in college

[00:39:14] and you know it to me wrestling has always just demanded so much more not to diminish those other sports by any means please don't take it that way

[00:39:25] that's not where I'm heading with it it's just wrestling just has this whole extra gear to it and it's just this tremendous individual that comes out of that sport

[00:39:36] if you've done it and if you really competed and really focused on it there's just some amazing individuals and through my career

[00:39:45] if I see that in the bottom of the resume I'm generally like yeah that's the guy I'm hiring now on.

[00:39:52] There's a little there's a little I mean beyond the competition a normal athlete would have there was we had two wrestlers in my high school

[00:40:02] that were the best athletes the one I mean he was a little crazy he would he could he would have played football without pads right that's where his he would have he went to states all four years of high school

[00:40:17] yeah and lost in the final wow not because he wasn't the best wrestler because he took a guy up

[00:40:26] and then dropped him before he got me every time he just lost the discipline yeah

[00:40:35] and but the guy didn't have a chance and he won he was unconscious twice I remember watching the matches and he lost he was the only one standing the other guy was like you know

[00:40:52] they're trying to pick him up and raises hand you know yeah how cold wow anyway wow all right yeah it's impressive

[00:41:02] yeah it's a tough tough sport that requires all I think the other thing is discipline that really to get to that level

[00:41:10] you got to be you got to stay focused and be disciplined so yeah all right man I appreciate this this was as fun as I thought

[00:41:17] it was going to be and like I told you okay I have a bunch of questions for these and I get to and we just go from there

[00:41:27] so it's a great time thank you yeah no same here absolutely hey thanks for being part of the sales and cigar community

[00:41:34] I wanted to share that I wrote a book the seven critical mistakes CEOs make with their sales organization

[00:41:40] the CEOs you've read it tell me I cut to the chase quickly get to the point explain exactly what they're experiencing why they're

[00:41:48] experienced it and how to fix it so if you want a free copy go check out the link in the show notes