Our Best Advice Q&A series rolls on with Jason Lutz, director of brand ambassadors for Resideo and Mission 500 chairman. He reveals the best advice he’s ever heard, gives a few pointers to security industry newcomers and names the people to whom others in the sector should always listen.
Security Sales & Integration: What’s the best piece of advice you’ve ever received?
Jason Lutz: In my 30-plus years in the security industry, I have been blessed to learn from and be mentored by some of the best. I’ve had lots of those friends share great advice, but the advice to live by came from SSI Hall of Famer Ben Cornett.
Ben shared early on in my career that everyone wears a sign, a simple sign that says, “make me feel special.” You must open your eyes and read the sign. I try to use that in every meeting, every sales call and every interaction. I see them, I care for them, I understand their needs and can help them.
Too many times, in life we get focused on “me” or “I.” If you just focus on the person(s) you are with at that moment in time, everything else will fall into place. Just read the sign!
SSI: What advice would you give to those looking to achieve success in the security industry?
Lutz: When I hire or spend time with a newcomer to the security space, I lead with two pieces of advice: first and foremost, “Do what you say you’re going to do when you say you’re going to do it.” Sometimes that doesn’t always work and it’s okay. You just need to follow up to say that you are still looking for an answer or working on the project.
Second, give back, join industry groups, get on committees, volunteer with non-profits and go out and make a difference.
SSI: If you could point to one person in the security industry and tell up and comers, make sure to listen to what they have to say. Who would you pick and why?
Lutz: This one is hard to name one person as three people come to mind when I think of influencers that people should listen too.
Kevin Stone from Doyle and the current Electronic Security Association chairman always impress me. He is 100% willing to help anyone and is a steady voice of the industry. Second is Tracy Larson at WeSuite, who is a bright light in our industry, willing to help anyone, never says no and has the heart to give back.
Last, and certainly not least, is my wife Stephanie Lutz, key account manager at Axis Communications. She has demonstrated the tenacity of a lion as she has maneuvered many changes to her role and the industry over the last 20 years. Every day she makes me a better salesperson and industry leader.
Click here to check out the entire Best Advice series!
