Complete Sales Scripts

Clozo Academy Proprietary Curriculum — The Security Business Growth System

Purpose: Qualify prospects and book needs assessment

Opening (30 seconds)

"Hi [Name], this is [Your Name] with [Company]. I'm calling because we specialize in security for [niche] properties like [Property Name], and I noticed [specific observation about their property or recent event]. I'd love to learn about your current security setup and share any insights that might be useful. Do you have 3 minutes?"

Qualification Questions

Q1: Current Situation

"Can you tell me a bit about your current security arrangement? Do you have guards in place, and what hours are they covering?"

Listen for: Current provider, coverage gaps, dissatisfaction signals

Q2: Trigger Event

"What prompted you to look at security options now? Was there a specific incident, or is this part of a regular review?"

Listen for: Urgency level, pain severity, timeline

Q3: Decision Process

"Beyond yourself, who else is involved in evaluating security vendors?"

Listen for: Buying committee size, economic buyer identity, approval process

Q4: Timeline

"What timeframe are you working with for making a decision and getting coverage in place?"

Listen for: Urgency, seasonality, contract renewal timing

Q5: Budget

"Have you established a budget range for security, or would it help to understand what similar properties invest?"

Listen for: Budget consciousness, willingness to invest, past spending

Transition to Assessment

"Based on what you've shared, I'd recommend conducting a complimentary Security Vulnerability Assessment at your property. It takes about 90 minutes, and you'll receive a detailed report of your top risks and our recommendations—whether you hire us or not. Would [day] or [day] work better for you?"

If They Say No

"I completely understand. Would it be helpful if I sent you our 'Property Manager's Guide to Evaluating Security Vendors'? It includes a checklist many property managers find useful. What's your email?"

Purpose: Demonstrate expertise and uncover needs

Pre-Assessment (5 minutes)

"Thank you for having me out today. Before we walk the property, I'd like to understand your top concerns. If you could wave a magic wand and fix three things about your current security situation, what would they be?"

Document their answers. These become your proposal priorities.

Assessment Walk-Through Script

Parking Areas

"Your parking area is one of the highest-risk zones at any property. I'm looking at lighting coverage, sight lines, and hiding spots. [Specific observation]. Have you had incidents reported here?"

Building Perimeter

"The perimeter is your first line of defense. I'm checking access points, fence lines, and landscaping that could create blind spots. [Specific observation]. When was your last perimeter security review?"

Lobby/Entrance

"This is where your security presence is most visible—to tenants, visitors, and potential threats. [Specific observation]. How do you currently manage visitor access?"

Common Areas

"Common areas like hallways and stairwells are where incidents often occur without witnesses. [Specific observation]. Do tenants report concerns about these areas?"

Sensitive Areas

"Every property has areas requiring extra protection—server rooms, storage, cash handling areas. [Specific observation]. What's your biggest concern about after-hours access to these areas?"

Closing the Assessment

"I've identified several areas of concern and some strengths in your current setup. I'll prepare a comprehensive report with prioritized recommendations and send it within 48 hours. Then I'd like to schedule 30 minutes to walk through it together and answer your questions. Would Tuesday or Wednesday work?"

Opening (5 minutes)

"Thank you for taking the time to meet. I've prepared a detailed proposal based on our assessment of [Property Name]. Before we dive in, I want to confirm my understanding of your priorities. You mentioned [priority 1], [priority 2], and [priority 3]. Is that still accurate?"

Assessment Findings Review (10 minutes)

"Let me start with what we found during our assessment. The good news is [positive finding]. The areas of concern include [specific vulnerability 1], which creates [specific risk], and [specific vulnerability 2], which exposes you to [specific consequence]."

Use photos from their property. Make it real and specific.

Solution Presentation (15 minutes)

"Based on these findings, I'm recommending our [Tier Name] program. Here's why this is the right fit for your property: [specific feature] addresses [their priority 1]. [Specific feature] solves [their priority 2]. And [specific feature] ensures [their priority 3]."

Walk through each component of the service. Connect every feature to a benefit they care about.

Proof Points (5 minutes)

"You don't have to take my word for it. [Similar property] had a very similar situation. They were experiencing [similar problem]. We implemented [similar solution]. Within 90 days, they saw [specific result]. I'd be happy to connect you with their property manager if you'd like."

Investment Discussion (5 minutes)

"The investment for the [Tier Name] program is $[amount] per month, which includes [list what's included]. When you consider that [contrast: cost of one incident, cost of insurance increase, etc.], this represents [reframe: less than X% of property value, less than insurance premium, etc.]."

Present the three tiers visually. Highlight the recommended tier.

Transition to Close

"What questions do you have about the program or the investment?"

"Your price is higher than [Competitor]."

"I understand price is an important factor. Many of our clients came to us after choosing the lowest bidder, and they experienced the hidden costs: guard no-shows that create liability gaps, poor documentation that doesn't hold up in court, and high turnover that means constantly retraining new guards. Our pricing reflects the systems we've built to prevent those problems. Can I share what [Client Name] told me after switching from a lower-priced provider?"

"We need to get other bids."

"Getting multiple bids is absolutely smart business. I'd encourage you to compare on these specific dimensions: guard retention rate, incident response time, client retention rate, and technology integration. Most of our clients chose us not because we were the cheapest, but because we scored highest on those factors. What criteria matter most to you?"

"We're happy with our current provider."

"That's good to hear—reliable service is exactly what you should expect. May I ask: in the past 12 months, how many guard no-shows have you experienced? What's their average response time to incidents? What does their reporting look like? Often, satisfaction with the current provider reflects not excellence, but the absence of a better alternative. Our clients typically see a 40-60% reduction in security-related complaints within 90 days."

"We don't have budget right now."

"I appreciate that budgets are planned in advance. Let me ask: what is the cost of delaying? If an incident occurs before you upgrade your security, the liability exposure could be significant. We could explore a phased approach: starting with the most critical coverage areas and expanding as budget allows. Would that be worth discussing?"

"The board/owner needs to approve."

"Absolutely. What information would be most helpful for that conversation? I can prepare a one-page business case summarizing the risk, the solution, and the ROI. Would that be useful? Also, would it be valuable for me to attend the board meeting to answer questions directly?"

"We've never had a security incident."

"That's fortunate, and it speaks well of your current measures. However, insurance companies and plaintiffs' attorneys look at what security was in place before an incident, not after. Inadequate security documentation after an incident can increase liability by 300-500%. Our service provides both prevention and the documentation that protects you if an incident ever does occur."

"We only need a guard, not all these extras."

"I understand. What may be useful to know is that our technology and reporting components are what differentiate professional security from a person in a uniform. Incident documentation, guard verification, and real-time reporting are what reduce your liability and justify the investment to ownership. Without these components, you have observation without accountability."

"Your competitor offered a lower rate."

"I expected they would. The security industry has a wide range of pricing, and for good reason: some providers hire minimally trained guards, offer no technology, and have high turnover that creates coverage gaps. We built our pricing to support guard retention, ongoing training, and technology that delivers measurable outcomes. Can I share what our clients experienced when they switched from lower-priced providers?"

"We need to think about it."

"Of course. To help your thinking, what specific questions or concerns remain unresolved? I want to make sure you have everything you need to make the best decision. Is there additional information, references, or a follow-up conversation that would help?"

"Can you match their rate?"

"We don't compete on price because we've seen what happens when security is treated as a commodity. We compete on reliability, accountability, and outcomes. If those aren't priorities for this property, we may not be the right fit. If they are, let's talk about what reliable protection looks like."

The Assumptive Close

"If we start on the first of next month, I can have the guard team trained and deployed by the 15th. Does that timeline work for you?"

The Alternative Close

"Would you prefer the annual contract with the 5% discount, or the two-year contract that locks your rate?"

The Trial Close

"Based on what we've discussed, does the Professional Protection package address your concerns about after-hours coverage?"

The Urgency Close

"To have guards ready by your target date, I need to begin recruitment this week. If we can finalize the contract by Friday, I can guarantee the start date."

The Summary Close

"So you have a property with $5M in assets, you've experienced three incidents this year, and you need coverage by March 1st. Our Professional Protection package addresses all of this with trained guards, real-time reporting, and our response guarantee. Shall we get started?"

The Puppy Dog Close

"Let's start with a 30-day pilot. If you're satisfied with our performance, we transition to the annual contract. If not, no hard feelings. Fair enough?"

The Silence Close

After asking for the business, stop talking. Count to 10 in your head. The first person to speak loses.

Voicemail 1: Initial Outreach

"Hi [Name], this is [Your Name] with [Company]. I was driving past [Property Name] yesterday and noticed [specific observation]. We specialize in security for properties like yours, and I had an insight I wanted to share. I'll try you again Thursday at 2 PM, or feel free to call me back at [number]. Thanks."

Voicemail 2: Follow-Up

"Hi [Name], [Your Name] from [Company] again. I sent you our Property Security Assessment Checklist last week. I wanted to see if you found it useful and if you'd be open to a brief conversation about security at [Property Name]. I'll try you again tomorrow, or call me at [number]."

Voicemail 3: Value-Add

"Hi [Name], [Your Name] with [Company]. I just finished a security assessment at a property very similar to yours on [Street Name], and we identified some vulnerabilities that might apply to your property too. Nothing pushy—just thought you'd want to know. Call me at [number] if you're interested."

Voicemail 4: Final Attempt

"Hi [Name], [Your Name] from [Company]. I've reached out a few times about security at [Property Name]. I don't want to be a pest, so this is my last call. If security is a priority, I'm here to help. If not, I wish you the best. My number is [number] if you ever need us."

Email 1: Initial Outreach

Subject: Security question about [Property Name]

Hi [Name],

I manage security programs for [niche] properties in [City], and I was recently at [nearby property/area] when I noticed [specific observation about their property].

Many property managers in your situation face challenges with [common pain point: guard reliability, incident documentation, liability exposure]. We've helped [similar property] reduce [specific problem] by [%] in [timeframe].

Would you be open to a brief conversation? No pitch—just an exchange of ideas that might be useful for your property.

Best,

[Your Name]

[Company]

[Phone]

[LinkedIn profile]

P.S. I wrote a short guide on "5 Security Vulnerabilities Every Property Manager Overlooks" that you might find useful. Happy to send it over.

Email 2: After Assessment

Subject: Your Security Assessment for [Property Name]

Hi [Name],

Thank you for the time yesterday walking through [Property Name]. I enjoyed the conversation and appreciated your candor about the security challenges you're facing.

As promised, I've attached the full Security Vulnerability Assessment. The three highest-priority findings are:

I've also included our recommendations and investment options for addressing each of these.

I'd like to schedule 30 minutes to walk through the report together and answer any questions. Would [Day] at [Time] or [Day] at [Time] work for you?

Best,

[Your Name]

Email 3: Follow-Up After No Response

Subject: Following up: [Property Name] security assessment

Hi [Name],

I sent over the security assessment for [Property Name] last week and wanted to follow up. I know these decisions take time, and I want to make sure you have everything you need.

A couple of things that might be helpful:

What would be most helpful for your decision process?

Best,

[Your Name]

Email 4: Break-Up Email

Subject: One last thing about [Property Name]

Hi [Name],

I've reached out several times about security at [Property Name], and I don't want to be a pest. If security isn't a priority right now, I completely understand.

If it ever becomes one, I'm here. In the meantime, I'll send you our monthly security insights newsletter—feel free to unsubscribe if it's not useful.

Best of luck with everything at [Property Name].

[Your Name]

Email 5: Referral Request

Subject: A quick favor

Hi [Name],

I hope the security program at [Property Name] continues to exceed your expectations. The team has been proud of the results we've achieved together.

I'm looking to expand our work with [niche] properties in [City], and I wondered if you know any other property managers who might benefit from a conversation about their security.

No pressure at all—just thought I'd ask since you know the market so well.

Thanks for considering it,

[Your Name]

P.S. As a thank you, we offer a [$500] referral bonus for any introduction that leads to a new client.

In-Person Referral Ask (After Positive Feedback)

"I'm so glad to hear you're satisfied with the service. That's exactly what we aim for. I'm actually looking to grow in [niche] properties in this area. Do you know any other property managers or facility directors who might be facing similar security challenges? I'd love an introduction if you think it would be well-received."

Quarterly Review Referral Ask

"Before we wrap up, I want to ask: as you know, we're looking to partner with more properties like yours. Is there anyone in your network—perhaps at [industry event], another property in your portfolio, or a colleague—who might benefit from a security conversation? An introduction from you would mean a lot."

Email Referral Ask

(See Email 5 above)

Opening (2 minutes)

"Thank you for making time for our Quarterly Business Review. Over the next 30 minutes, I'll cover four things: how we performed this quarter against our commitments, any changes in your risk environment, updates on our capabilities, and opportunities I see to add value. Then I want to hear your feedback and priorities for next quarter."

Performance Review (10 minutes)

"Let's start with the numbers. This quarter, we delivered [X] guard hours with 99.2% punctuality. Tour completion rate was 100%. We responded to [X] incidents with an average response time of [X] minutes—well under our [X]-minute commitment. Most importantly, [specific positive outcome: zero theft incidents, tenant satisfaction improvement, etc.]."

Risk Assessment (5 minutes)

"I want to flag two things in your risk environment. First, [local trend or property change] means [specific risk implication]. Second, [seasonal factor or regulatory change] suggests we should [specific recommendation]."

Technology and Capabilities (5 minutes)

"We've added [new capability] that could benefit your property specifically by [specific benefit]. Also, [industry trend] is something we're watching, and I wanted to get your thoughts on [specific question]."

Expansion Discussion (5 minutes)

"As I look at your portfolio and our service, I see two natural expansion opportunities. First, [specific upsell: additional coverage hours, new service, etc.]. Second, [location expansion or cross-sell]. Would either of these be worth discussing in more detail?"

Feedback and Close (3 minutes)

"Before we wrap up, what's working well from your perspective? And what's one thing we could do better? Your feedback drives our improvement."

Additional Coverage Hours

"I've been reviewing the incident patterns at your property. [X]% of incidents occur between [time] and [time], which is currently outside our coverage window. Adding [X] hours of coverage would address this gap and likely pay for itself if it prevents one incident. Should I prepare a specific proposal?"

Technology Upgrade

"You currently have [X] cameras covering [areas]. Based on our assessment, there are [X] blind spots that a guard can't effectively monitor. Adding [specific technology] would eliminate those blind spots and give you 24/7 visibility for about [$X] monthly. Interested in learning more?"

Service Upgrade (Tier Bump)

"Your property has grown significantly since we started—[new tenants, expanded hours, new construction]. The [current tier] program was designed for your needs 18 months ago. The [higher tier] program would add [specific benefits] that align with where you are now. The difference is only [$X] monthly. Should I show you what that looks like?"

Location Expansion

"I know you're also managing [other property]. Since we already understand your standards and have our systems integrated with your operations, adding that property would be seamless and likely more cost-effective than using a separate vendor. Should I prepare a joint proposal?"

Remote Guarding Upsell

"For the after-hours period at your property, we're currently deploying a guard at [$X]/night. With remote guarding technology, we can provide equivalent—or better—coverage for [$Y]/night, which would save you [$Z] annually while actually improving visibility through camera integration. Should I schedule a demonstration?"

End of Sales Scripts

Clozo Academy Proprietary Curriculum — The Security Business Growth System