Quality all throughout – Rudo Robinson of Trust Security Services

Rudo Robinson, CEO of Trust Security Services

Rudo Robinson, CEO of Trust Security Services, grew his company’s revenue from $1.3m in 2014 to $2.4m in 2017, a 78% increase, and now they are on track to hit $4m this year.  

Trust Security Services provides provides security guard, fire watch, and video surveillance cameras services to clients across the Washington DC Metro Area and Greater Baltimore Region.  

In this interview with Eversprint‘s Malcolm Lui, Rudo shares how he and his team accelerated their high value sales by:  

  • Providing quality service, ensuring that their officers have a clear understanding of what they are doing.  
  • Providing quality assurance by setting clear expectations of team members and making that those expectations are met.  
  • Implementing effective and efficient back end operations, especially billing and invoicing that is accurate and correct.  

Trust Security Services - (computer generated transcript) (transcribed by Sonix)

Download the "Trust Security Services - (computer generated transcript)" audio file directly from here. It was automatically transcribed by Sonix.ai below:

Malcolm Lui: Welcome to the High Value Sales Show of Eversprint.com. I'm Malcolm Lui, the Managing Member of Eversprint, and today you're speaking with Rudo Robinson, the CEO of Trust Security Services, a provider of security guard, fire watch, video surveillance camera services to clients across the Washington D.C. metro area and Greater Baltimore region. Welcome to the call Rudo.

Rudo Robinson: Thank you. Glad to be here.

Malcolm Lui: Rudo, you grew your company's revenue from $1.3 million in 2014 to $2.4 million in 2017, a 78% increase and now you're on track to hit around $4 million in 2018. What were the three biggest drivers of your sales growth over the past few years?

Rudo Robinson: I would say the first thing is just quality service making sure providing. Men and women in uniform that get the job done because at the end of the day when you're providing security services. If you can't get that part right then you're wasting your time and no one's getting what they're supposed to get. But secondly it would be the quality assurance that goes behind those officers to make sure that they are doing what they're supposed to do everything from using certain technologies that we do to remotely monitor what folks are doing and what our officers are doing to field supervisors to go out in the field and visibly and physically verify that the job is being done and even doing some OJT types of things where you're working with the officers in the field to ensure they clearly understand with the tax or hand are and that they can learn from our supervisor experience to make sure that the client's getting what they're paying for. And then the third thing would be effective and efficient operations on the back end. Making sure that our clients get timely and accurate invoices and that we can handle their business needs in the proper way. A lot of our competitors in many cases focus so much on the security side that they lose sight of some of the basic business things that you need to do. Say what you're going to do and then do it make sure that when you build someone that that bill is accurate and that they can predict when it's going to come out. And so that way we make it that we're easier to do business with and a lot of other folks are

Malcolm Lui: Right. OK. So to recap the three biggest drivers of your growth over the past four years two years one quality one number one quality service. Number two a quality assurance that the people that your people are doing what they need to do. And number three is in effect effective and efficient operations the back office side of things the business side of things the billing the invoicing that works well as well. So those are the three most important factors.

Rudo Robinson: Yeah I would say so yeah definitely

Malcolm Lui: Okay

Rudo Robinson: Definitely one feeds another

Malcolm Lui: Okay. Now can you go a little bit more about quality service. What is it and how do you measure it and how do you improve it.

Rudo Robinson: Quality services has to do with just well it starts with making sure that your officers have a clear understanding of what they're doing so from day one when they're onboard and our officers have to complete the training regimen because in several of the jurisdictions that we function in particularly Maryland and District of Columbia there's no training requirement for security officers particularly unarmed ones as a result whenever we hire our officers from day one they have to complete a training program that we have now. So we start off with a better officer because officers are trained and many of our competitors don't do that. Then as a deal with when an officer gets to their post there's always a supervisor that we don't depend on clients to train our officers we do it. So if I have an officer that's assigned to a site and they go to that location then we have a supervisor there to work with them go over the post stories and instructions for that site and give them on the job training for that location to make sure they have a clear understanding of what's going on. You do those things you're starting off with the right thing kind of reminds me of a story that I've been married for 21 years. I love being married. Love it love it love it love it love it but when years ago when I was taught I went to my dad and I said dad dad you know I think I'm going to marry Jamie which is my wife.

Rudo Robinson: And he goes Yeah you know son he says Well tell me something. He seems like Jamie is a really nice girl. You know your mom and I we really like her a lot. But I want to know is there anything about her that you don't like. No not really because no really. Is there anything about her that you don't like. Because whatever she does that you don't like you need to assume that she's going to do it forever. And if you can accept the fact that she'll do whatever that is forever and be ok with it then yes you should marry. But if you can't then you should. I said Really. He's like yes yes it's a son. Here's what you need to remember. Make sure that you never start off with something that you don't want to end up with. And well obviously I start off with the white one could have been married 21 years but we have that same approach to our business. We don't want to start off with anything we don't want to end up with. So we want to start off with the right officer that has a proper training both before they get to the site and when they get there so that that way they have a fair opportunity to do the job and exceed that client's expectations of quality assurance. And it works.

Malcolm Lui: Yeah it's good strategy here. Your dad is very wise

Rudo Robinson: Yeah he gets. He's a good guy.

Malcolm Lui: Up for number two quality assurance making sure that your people are doing what they're supposed to be doing. How do you keep tabs on that. How do you make sure that they are doing that

Rudo Robinson: Well well it's about setting clear expectations and then inspecting what you expect the setting of the clear expectations of what happens on the front end as far as training onboarding and then training the officers at the site. But then after that you've got to do other things such as having supervisors come out periodically check on these offices throughout the day to make sure that they're where they're supposed to be and that they're fulfilling that mission of that particular site. But then in addition to that we use remote tracking. We use remote patrol tracking systems which actually monitor where officers are going and we have dispatchers and manager on duties that are actually monitoring the activity of those officers remotely 24 hours a day in addition to that our clients can even log in remotely and see where officers are. So they know they're getting what they're paying for the officers know that we can see it in the client seeing it. So they tend to perform better because they know that you're watching. The bottom line is you can be the most upstanding honest person in the whole wide world. But people tend to do things that they shouldn't do if they don't think anyone is watching. If they know people are watching it's a great way to keep the honest honest and that's what we do. We hire great people but we want to keep the honest honest and through having those remote patrol tracking systems having to fill supervisors do those periodic steps in addition to just periodic monitoring as far as checking with the customer to make sure that they're happy with the service. It all combines to be next level as far as quality assurance is concerned. And there are very few companies out here in our industry that do that as well as we did

Malcolm Lui: Right. I can see how that would work really well on making sure

Rudo Robinson: Yeah.

Malcolm Lui: That

Rudo Robinson: That's

Malcolm Lui: The quality is there for the third driver efficient back office operations. Can you share a bit details on how you able to develop

Rudo Robinson: Well

Malcolm Lui: That

Rudo Robinson: Well first we've got a very good. You know our remote tracking system also tracks attendance so we can actually know that the officers are there when they're supposed to be there and when they clock in that it uses G.P.S. on the app so that we know exactly where they are when that happens that happens so that we we know that that clock in Israel we

Malcolm Lui: Okay

Rudo Robinson: Know that that clock out Israel but then our admin team actually make sure that that information is processed and verified converted over to an invoice and sent out in a timely way. So it's two things. The right technology and competent capable billing people to get it done. My people don't make my admin staff they don't make excuses they make things happen.

Malcolm Lui: Awesome

Rudo Robinson: They have a very clear understanding what the expectation is and they do it and it's very big a lot of there is a lot of companies in our industry that lose customers just because they can't

Malcolm Lui: Right.

Rudo Robinson: Get. It's a big deal I can't tell you the number of times that you know I've had accounts that we've even taken over where they'll say hey look you know what. We want to keep the officers that we had but we just need to replace company because our bills aren't accurate or they tell us that those people there when they aren't. But we like the guys. And in those cases sometimes we leave we retain their staff and just implement our system as long as our people of course go through our training and meet our standards and all that.

Malcolm Lui: Right.

Rudo Robinson: But

Malcolm Lui: Now

Rudo Robinson: It's

Malcolm Lui: How

Rudo Robinson: A

Malcolm Lui: Did

Rudo Robinson: Big difference. A lot of people don't think about

Malcolm Lui: Yeah. How are the other companies. How did they respond. And they say yeah we like to hire your security guards. You

Rudo Robinson: Oh well it depends on the circumstance. Now of course it goes contractual limitations to prevent that from happening. Then it's a different story altogether. But sometimes they don't like it and sometimes they appreciate it because they don't have any work for their guys. Although out saying we don't do a lot of retaining existing staff because most of our competitors don't meet our standards now. So we've had plenty of times we found that companies are providing folks that did like I said they don't. For instance in the District of Columbia you can actually get your unarmed security officer license if you're a felon you can get your gun off secure your license if you have a misdemeanor on your record as well. So we found situations where let's say our client wanted us retain the staff we run the background on that officer who is a license officer that was working there and we find out the guy has a criminal record because you can have a criminal record and have your skinny license in D.C.. Well for us our standard is you can have any type of criminal record whatsoever and work for us. So we end up blowing out a lot of people or we may say OK well if you have existing staff you still have to go through our training regiment and meet our standards and they can't pass the training regimen and we had you know we we should be saying no more than we say yes.

Malcolm Lui: Right.

Rudo Robinson: You show me a company that says yes more than they say no. I share a company has very low standards and won't provide the kind of service that customers want on a consistent basis. We will never be that will

Malcolm Lui: Right.

Rudo Robinson: Always be better.

Malcolm Lui: Now can you share how you go about finding new clients for yours security guard services and camera services.

Rudo Robinson: A lot of different things. I mean it's the it's the modern age of course we do a lot of stuff online from a CEO perspective and things of that nature. But then a lot of it's also referrals. You do good work. People tend to refer you to other people. So we develop the kind of relationships with our clients where they're happy with our service and they feel comfortable recommending us other folks. And as a result it grows but between doing great work and getting referrals managing relationship and asking them Do you know anyone else who may need service. Do you know of any other properties that are having problems. Just asking it oftentimes turns in the business they'll say Oh yeah. You know I know such a such as x y z property. They've been looking for a good security company. I'm glad that you mentioned you know. Oh well we got x y z site is being built right now. I know like on a construction and they say oh well you know they heard there's a project coming up and they're about to put copper in the walls. You should call John Doe. That happens a great deal between the referrals and then our traditional online marketing. When we went and we closed a lot of deals to you know when you. It's one of those deals where when you call us from start to finish your business is handled in a professional way that they just don't get other places they just don't get it.

Malcolm Lui: Right.

Rudo Robinson: You know everything from like account management it's concerning when you call our office and you need service you'll initially go to our dispatch manager and that manager and they will collect your information and then direct you immediately to the account manager responsible for your area that account manager is a professional they know what they're doing. They know how to ask the right questions but they also understand business.

Malcolm Lui: Right.

Rudo Robinson: Then they assess your needs and your proposal. That type of thing and do this funny thing called follow up which a lot of people don't do.

Malcolm Lui: Yes.

Rudo Robinson: But so it just from from that whole process we when we went and we answer our phones I met with the client the other day like last week and she told me that she called Five other companies and we were the only ones that actually answered the phone we're

Malcolm Lui: Yeah

Rudo Robinson: The only one answer the phone. Right. I'm like Really. She's like Yeah I think it's great we'll tell you about your speech said Yeah you know I called they the account manager wasn't available at the time. So your dispatcher told me that they would call me back in 15 minutes. Your account manager called me back in 10 minutes but really she says yes. She says I'm still trying to get a hold get a return phone call from her security company that she's currently using. She called last week so

Malcolm Lui: Yeah.

Rudo Robinson: Just by doing those little things.

Malcolm Lui: Yeah.

Rudo Robinson: We went

Malcolm Lui: Well those little things go beyond just a dispatch. I remember when you responded to my invitation for the interview. It was in the evening I got on a six thirty or so

Rudo Robinson: Yes

Malcolm Lui: And I figured

Rudo Robinson: Error.

Malcolm Lui: It's kind of late but he replied me I'm going to call his office and see if he's in there and I got transferred

Rudo Robinson: After.

Malcolm Lui: To you and you picked up the phone I said I think cool awesome

Rudo Robinson: Yeah yeah. We were real big on being responsive. We're real big on you know responding to things and checking on things. You know it's not unusual to get an e-mail from me at 5:00 am offering them. You know there's this funny thing called sleep I don't know what that is I've heard about it before.

Malcolm Lui: Yeah.

Rudo Robinson: I don't get much of it but you know if you're responsive people notice and they appreciate

Malcolm Lui: Some weirdo you mentioned a large part of your business is coming from referrals. Can you share what percentage is coming from referrals and what percentage is coming from other sources of your new business.

Rudo Robinson: What about a half I would say half a referrals

Malcolm Lui: Okay.

Rudo Robinson: We manage that process very aggressively we're always asking

Malcolm Lui: Okay. And what's where for the other half. Where where's the new business coming from

Rudo Robinson: I would say probably about about 25 a 50 feet about 25 percent is from additional work from existing clients. And the other 25 is more traditional marketing type stuff.

Malcolm Lui: Okay.

Rudo Robinson: What

Malcolm Lui: Can

Rudo Robinson: We

Malcolm Lui: You share how you get more work from existing clients.

Rudo Robinson: Really it's just about first and foremost once again providing quality service and making sure those clients are aware of all the areas that we service in all the services that we provide. So whenever I meet with our clients I'll always make sure because I like to in addition to our account managers doing it. I also have regular reviews with all of our clients to make sure that we're not missing anything. The relationships get lost in the gray right. Security is a black and white business either good or it's bad. But the real world is gray. So what usually happens is relationships get lost because of little things that are problems that the client's not talking about and the you're not asking about. And then next thing you know they have some other problem and they throw up all over you and tell you about all these things that they never mentioned before because you didn't take the time to talk to them.

Malcolm Lui: Right.

Rudo Robinson: So

Malcolm Lui: Exactly

Rudo Robinson: My goal is to identify those things when they're gray so that they don't turn black and become a problem

Malcolm Lui: Right. Okay.

Rudo Robinson: That's what we do. But as far as how we get the additional business once again when we meet with clients on a regular basis and check with them we say hey you know by the way don't forget you know we do firewall services if you need them. But what often what or I'll ask what kind of projects do you have their upcoming and they'll say oh well we have such and such and such and such or we have this why is the property particularly on the residential. Community side or the construction side. So what they'll do is they're happy with what you're doing. And then they know that they're starting another project either construction wise or maybe a property management company that knows of another one of their sites having a problem and then they'll just naturally add us because they're so happy with what we're already doing.

Malcolm Lui: Right. Okay. So rude okay. Tell me a bit more about the 25 percent of new business that's not coming from referrals and not coming from your existing clients.

Rudo Robinson: Mostly we do a lot of online marketing like SDL search engine optimization. We do some like Google AdWords type stuff as well. And then some like traditional things like you know. Ads in different publications and things of that nature

Malcolm Lui: Okay do you do anything like say Email marketing direct to potential

Rudo Robinson: Not

Malcolm Lui: Customers.

Rudo Robinson: A whole lot. I hate email. I know you know my guys are always telling me that. I just and. I just I just really don't like you know more.

Malcolm Lui: Okay.

Rudo Robinson: But so it's just now we do send periodic emails to our current clients and give them helpful information. But I'm just not a fan of you know buying lists and sending out a bunch of broadcast e-mails to people because I hate it when I get them. I'm sure it's something we could be doing it but we're going at such a nice clip right now that it's just not necessary

Malcolm Lui: Right. Okay. You know you and I connected by email

Rudo Robinson: I know I check it and that's great. I just don't want to be the guy that sends out all these e-mails saying hey you need security services. I don't know.

Malcolm Lui: All right.

Rudo Robinson: It's

Malcolm Lui: Okay

Rudo Robinson: A it's a and I don't need it. I mean we're growing at a very nice pace and we're consistent. And this next year we're going to grow even more so I really don't need it.

Malcolm Lui: Okay. Now are you doing all this in-house or do you contract out the CEO of the AdWords the advertising and you're any

Rudo Robinson: Yeah

Malcolm Lui: Different journos

Rudo Robinson: In-house in-house because I actually also I do some marketing consulting and business consulting as well myself and so I use I just get our team to use the techniques that I've used over the years. When I first started we first started in business nine years ago I made a lot of mistakes on the marketing in and hired a bunch of quote unquote experts who weren't so expert in what they were doing. So I spent a whole lot of money on things that did not work to the point where I thought about and I realized that one of the problems was that I didn't understand enough about marketing in particular from a Web marketing perspective to do it effectively. So I stopped all my online marketing and I did a whole bunch of research and I realized that I really enjoyed it and I was good. So then I started implementing some of these basic tactics and even some more advanced ones and it started working for us. And so we just started doing an in-house across trained some of our folks on how to do certain things. And it's working and is working

Malcolm Lui: Yeah. And the beauty of it right is that when it's not working you can tell quite quickly

Rudo Robinson: Yes we can yes we can. We know it's just like with most things if you're doing the basic fundamental things right. It works. It's not a miracle. It was not brain surgery it's very very basic. Even when it comes to providing security guard services now are we don't provide Rhodes Scholars right and we don't protect nuclear submarines you know our

Malcolm Lui: Okay.

Rudo Robinson: Guys you know we do a basic job well

Malcolm Lui: Yep.

Rudo Robinson: Real simple. All we do is

Malcolm Lui: Okay

Rudo Robinson: Not a lot of science to it it's just providing people that you know protect people places the things our clients care about you know not that complicated

Malcolm Lui: Yeah. So how many clients did you have say back in 2014 when you were at one point three million. And how many do you have today rounding out the year where you're at about

Rudo Robinson: Well

Malcolm Lui: Four million.

Rudo Robinson: See the interesting thing is is that like we have a combination of ongoing and periodic service. So we have a lot of customers that may only use us for one or two times due to fire watch this. Like for instance if you've got a building that needs fire watch because your fire watches your fire alarm system systems malfunctioning.

Malcolm Lui: Okay

Rudo Robinson: You know you may have that problem now and never have it again for 10 and 20 years you know. So we don't necessarily track it in the way of number of clients

Malcolm Lui: Okay.

Rudo Robinson: Because of the fact that it kind of fluctuates depending on you know how much fire watch we have this month versus next month which you really can't predict because you know either how do you know how many building we're going to have fire alarms go down this

Malcolm Lui: Right

Rudo Robinson: Thing. So we really look at it from an overall volume of business book of business perspective

Malcolm Lui: Ok from a dollar value when you say

Rudo Robinson: Dollar

Malcolm Lui: Pick a business

Rudo Robinson: Value perspective. Yes. How we kind of calculate it

Malcolm Lui: Okay

Rudo Robinson: But at any given time we may have anywhere from 30 to 50 sites that are going on I know that's a wide range. But at any given time though we may have 30 to 50 different locations being serviced at a time.

Malcolm Lui: How many people will you have those sites on average

Rudo Robinson: A lot of our sites are typical sites a one person site.

Malcolm Lui: Like

Rudo Robinson: All right. So it works out but there are occasions where we may need to have more people than that particularly for some of these like events that we may do

Malcolm Lui: You. Right

Rudo Robinson: And then those kind of circumstances then you know you may have five people or you may have a large fire watch for a very large building that may need extra folks. So so we'll we'll do those types of things

Malcolm Lui: Right. Okay

Rudo Robinson: But most of our sites are one person places

Malcolm Lui: Okay. So for 2019 what's the plan. You're at four million now. By the end of this year what's your plan for two thousand thinking what target are you looking for.

Rudo Robinson: Well for 2019. I I'm I feel very good about projecting us to be in at least five million. I think that's a good number. Maybe on the low side we've got a lot of our clients now that we've got a lot of our current clients that are starting to refer us to even more business because we're doing a better even better job at communicating what we do.

Malcolm Lui: Okay

Rudo Robinson: And a lot of our call and so our business should be going along with them.

Malcolm Lui: Ok

Rudo Robinson: Then in addition to that there are some somewhere where we're starting to expand our marketing efforts into some of these suburbs like for instance we're where while optimizing in Washington D.C. We a lot of volume for Washington D.C. but we're just now even though we service a lot of accounts in Virginia. We're just now at the stage we're starting to use our marketing tactics in Virginia

Malcolm Lui: Ok

Rudo Robinson: Just by doing those tactics that we do. We're going to grow our business in that market for sure.

Malcolm Lui: Ok. How will marketing in the suburbs differ from marketing and more of the city environment

Rudo Robinson: Not much doesn't really change that much. You know particular from an online perspective it's the same thing you know. But then from our people to people perspective it's still the same thing. Managing relationships. I like my competitors customers to see me and our people more than they see my competitors

Malcolm Lui: Right. Exactly maintaining

Rudo Robinson: You know

Malcolm Lui: The mindshare

Rudo Robinson: Exactly. If you if we go see a client or we're calling on a client well and everyone's a client as far as I'm concerned they just may not be a client just any may not be paying us just yet. So you know let's say we've got a property that has a competitor there and we're talking to them and they're happy. Well we're still going to keep in touch with that client periodically forever

Malcolm Lui: In

Rudo Robinson: Just to make sure that we're ready and they think about us when they're not so

Malcolm Lui: Right. Right.

Rudo Robinson: Believe. Usually sooner or later they're going to get to the point where they're not so happy

Malcolm Lui: Yeah.

Rudo Robinson: Right. Because they're seeing me more than they're seeing their competitor. Most of our competitors have a set it and forget it approach to doing business. So you're will you do. Congratulations. The officer shows up and then an officer is showing up all the time and they never see anybody else. For us if you're a customer you're going to see us on a regular basis everything from account managers to supervisors. But even if you're not a customer you're going to hear from our account managers and myself regularly not every day you know but at least once a month or so to say Hey just want to see how things are going I still happy and six months of I'm happy you can turn into a quick quick quick turnaround. We can't stand these guys

Malcolm Lui: Yeah. All it takes

Rudo Robinson: And

Malcolm Lui: Is

Rudo Robinson: We're

Malcolm Lui: One screw

Rudo Robinson: There

Malcolm Lui: Up right.

Rudo Robinson: We're ready. So what. Coming

Malcolm Lui: All it takes

Rudo Robinson: In

Malcolm Lui: Is one screw up and they're ready to

Rudo Robinson: All

Malcolm Lui: Change

Rudo Robinson: It takes is one screw up or a certain internal changes oftentimes it may be you know I don't want our clients to be to love our officers. I want our clients to love our organization. The key to doing that is making sure that they see more than our officers. If all they see is our officer their relationship with that officer. So if that officer leaves now they're worried and they're not happy because they love that officer but if they're seeing that officer and they're seeing our field supervisors and they're here from our account managers and they're hearing from me they have a relationship with our organization that transcend that one officer that's there. So if that officer is not there that client still feels comfortable because they have the trust to know that we're still handling things that it's not that big a change and we're going to provide the right person who's the right fit to that location it's a big deal. It's one of the ways that we went.

Malcolm Lui: Yeah definite. And the decision makers right. I mean I think they appreciate the attention from their peers or from the bosses

Rudo Robinson: Yeah

Malcolm Lui: Of the of their

Rudo Robinson: Yeah

Malcolm Lui: Vendors right.

Rudo Robinson: Yeah. They want to know what they're doing. People are doing business. People do business with people

Malcolm Lui: Mastery

Rudo Robinson: So they need to know the people involved.

Malcolm Lui: Yeah. Exactly. For the challenged side of the equation from getting from 4 million to 5 mean from 4 million this year to five million next year what do you foresee are your challenges

Rudo Robinson: Making sure that we keep doing what works. Sometimes when you grow you start to forget about what what got you there in the first place. Now you start to lose sight of things. Just making sure that we're clear on what works what about us. People love and keep doing those things and then maintaining culture when you're growing by 20 percent 30 percent. Those kind of numbers it can put a strain on your culture. So we have to make sure that people understand that are that are everyone within the organization understands our culture. And also understands our mission trust security it's our mission to provide professional dependable security services on time every time. We expect all of our officers to remember and know that mission. Whenever our supervisors go to sites when the first things they ask is What is the mission. And they all should say and they all usually do say to provide professional dependable security services on time every time.

Malcolm Lui: Right

Rudo Robinson: But as you grow it's it can be challenging you know to keep doing those things maintain culture maintain quality. You do those things consistently well when if we don't we won't.

Malcolm Lui: Right. You have other CEOs have expressed similar priorities on the mission and the culture as well as they grow. And seeing that as a challenge right because as you get bigger

Rudo Robinson: It's a big challenge.

Malcolm Lui: It's harder to keep in touch with all your people. Right.

Rudo Robinson: It is. It is. It is

Malcolm Lui: Now how about marketing and sales challenges. What's the biggest challenge on those fronts.

Rudo Robinson: You know it's interesting. We don't really have any. I don't really. What we do work so well that we turn down more business than we accept assisting

Malcolm Lui: Ok

Rudo Robinson: In there is because there's certain we only want to do certain types of jobs right. I know that it's very important to know who your customer is. It's very important also understand what what type of jobs you want to do and don't So for instance you know if you want security for you know a housing project a low income housing project that has a lot of like drug activity and things of that nature then we're probably not right for you. Grocery stores you get robbed a lot. We're really not right for you a nightclub type of environment where there's a bunch alcohol being served and you want us to toss people around. That's not what we do. You know we we that we don't have officers that fit that mold nor do we want to. And that's just not our mark. For us what we do is primarily medium to high end type of environments or the construction. So we're not going to do you know you're rocking your hip hop or heavy metal concert but we'll do the conference for your banker association you know or we'll do. Seminars or conferences for pharmaceutical companies. That's the type of clients that we deal with or even on like the hotel and we're not going to be the security that's protecting our hotel that's got you know drug dealers and prostitutes walking around in the rented out by the hour.

Malcolm Lui: Right. OK

Rudo Robinson: We will do locations like you know we do business at the Ritz Carlton in the Hilton and several westerns. Those are the type of clients that fit the mold that we want. Not to say that there's anything wrong with using doing high project housing projects or any of those types of things. That's just not what we do.

Malcolm Lui: Right

Rudo Robinson: We don't want to lose sight of what we do for money

Malcolm Lui: Right. Okay.

Rudo Robinson: So you can you can you can have a multimillion dollar contract if it doesn't fit within our scope then we don't do it

Malcolm Lui: Right. Yeah. In your answer you escape me right now. Dovetails really well with my last two questions that I have for you. Who are your ideal clients and what's the best way for them to get in touch with you.

Rudo Robinson: Ok. Our ideal clients are businesses or business owners that want to protect. They want polished professional officers to protect the people places and things that they care about. In environments where they're concerned about property crime more than violent crime you concerned about preventing theft. You're concerned about preventing property crime vandalism things of that nature where you're coming for sure. How to get in touch with us. Well of course they can always give us a call at 1 8 8 8 2 4 1 8 1 8 3 and then they just press 1 and that'll connect him with our 24 7 manager on duty who will assist them from there. They can also visit our Web site which is protected by trust that com and they can fill out an online book form and they can do it that way as well they can also send us an email which is that info at T S S guard dot com. That's I info. At. T as in Tom s as in Sam S as in Sam then G you a aga. Not com. Pick your way we answer all the time.

Malcolm Lui: Yeah and I know that to be true first hand.

Rudo Robinson: Yet 24/7 365 days a year always

Malcolm Lui: All right I'm going

Rudo Robinson: Response

Malcolm Lui: To send you an e-mail at 2 a.m. and see if you reply

Rudo Robinson: Yeah do it you'll be surprised but fortunately also everything's not dependent completely on me because if this organization was dependent solely on me for its survival and success Yeah. We wouldn't do too well

Malcolm Lui: Yeah.

Rudo Robinson: Yeah we'd have problems

Malcolm Lui: Yes.

Rudo Robinson: But fortunately we have the infrastructure in place to be responsive. And then we have leadership in place in addition to myself to make sure that everything's being done we inspect what we expect and trust but verify everything that happens within organization

Malcolm Lui: Thanks for joining us today. RITO and sharing how you accelerate your company's high value sales

Rudo Robinson: Thank you so much this has been fine thanks for the time and attention sir.

Malcolm Lui: We've been speaking with Rudo Robinson, the CEO of Trust Security Services, about his company's rapid growth. For interviews with other fast growing high value sales companies, or to learn how we can accelerate your firm's high value sales through automation, visit Eversprint.com.

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