Contents FEATURES 22 | Post's Script for Success Through three generations, Southern California's family-run Post Alarm has set a high bar in security, COVER STORY service and growth. Present leaders discuss a formula predicated on expert installation, monitoring and guard response. By Scott Goldfi ne 28 | Residential Dealers Broaden Horizons Home security systems installers are experiencing a post-pandemic push, but like COVID-19 itself the recovery remains ongoing. SSI's 2021 Home Automation Deep Dive also shows companies expanding their off erings while dealing with the encroachment of DIY competition. By Tricia Parks 22 40 | Working the WFH Trend As a consequence of the pandemic, millions of Americans continue to work from home (WFH). This presents a huge opportunity for residential security dealers/integrators to sell not only security but also home automation and communications solutions into this market. By the Editors of Security Sales & Integration 44 | How Wellness Can Off er Your Business a Booster Shot A recent study illustrates why wellness-related technologies represents a new opportunity for residential security dealers to apply their expertise in this emerging IoT arena. By Jason Knott 48 | School of Smart Locks The key to residential access control it turns out may not involve a key at all. Find out how intelligence at the door is an all-around smart option. By Erin Harrington November 2021 Vol. 43 | No. 11 The Smart Home Issue 28 SMARTS & PARTS 54 | Tech Talk Ensuring proper tools selection. By Bob Dolph 56 | IT Intelligence Securing the IoT. By Ken Whelan 54 EXECUTIVE DECISIONS 58 | Monitoring Matters Do you know your company's true worth? By Morgan Hertel 60 | Big Idea RMR alternatives. By Ron Davis View extended versions of SSI columns online at securitysales.com/columns 2 Security Sales & Integration NOVEMBER 2021 48 securitysales.comhttp://www.securitysales.com/columns http://www.securitysales.com