Strategic Selling: Unlocking Growth by Converting CapEx to OpEx

Strategic Selling: Unlocking Growth by Converting CapEx to OpEx

Author: Chad Lingafelt, Tony Hokanson, Lars Johnston January 15, 2026 Duration: 1:03:23

In the first official deep dive of 2026, the Unlocked Podcast team explores a game-changing sales strategy: shifting high-ticket security solutions from Capital Expenditures (CapEx) to Operating Expenses (OpEx). Chad from Loc-Doc Security, Tony from Assured Security, and Lars from Calgary Lock & Safe break down why large, six-figure proposals often stall in today’s economic climate.


The hosts explain that while security and key systems are vital, they often fall to the bottom of a client's priority list when competing with HVAC repairs or parking lot maintenance for limited capital budgets. By converting a large project into a digestible operating expense, facility managers can often bypass complex investment committees and use their own autonomous budgets to say "yes" faster. Lars shares a massive real-world example of a $700,000 rekey project that was successfully closed by spreading it over a five-year operational forecast. Tune in to learn how to tailor your sales approach to match how your customers actually want to spend their money.


Tune into Unlocked Podcast for a grounded, cross-border conversation about what it really takes to build a company meant to last. You’ll hear from three practicing business owners, each running their own operations from distinct locations-North Carolina, Minnesota, and Alberta, Canada. They don’t deal in abstract theory; instead, they draw directly from their own evolving playbooks, setbacks, and hard-won victories. The dialogue in this podcast revolves around practical strategies and philosophical shifts necessary for creating enterprises that can thrive beyond a single owner’s tenure. Episodes delve into the nuanced decisions around leadership transition, cultivating a resilient company culture, and implementing systems that ensure stability through market changes. It’s a candid exchange between peers who are in the trenches themselves, offering listeners a rare, ongoing case study from multiple industries and perspectives. If you’re steering a business and thinking about its legacy, this series provides a thoughtful, actionable companion for the long journey ahead.
Author: Language: English Episodes: 76

Unlocked Podcast
Podcast Episodes
ISC West Takeaways [not-audio_url] [/not-audio_url]

Duration: 58:05
Join Tony, Chad, and Lars as they recap their experiences at the ISC West Expo, the largest security expo. They discuss their top takeaways, observations on industry trends, and the best and worst of what they encountere…
Breaking Into A New Market [not-audio_url] [/not-audio_url]

Duration: 54:52
Want to expand your business? In this episode of Unlocked, Tony, Chad, and Lars discuss strategies for successfully breaking into new markets. From geographic expansion to acquisitions, they share their experiences and i…
Customer Service Excellence [not-audio_url] [/not-audio_url]

Duration: 51:00
Elevate your customer service game! Join Tony, Chad, and Lars on Unlocked as they dive into the strategies and best practices for providing exceptional customer service. From building strong relationships to handling dif…
The Power of Peer Groups [not-audio_url] [/not-audio_url]

Duration: 34:10
Unlock the power of collaboration! In this episode of Unlocked, Tony, Chad, and Lars discuss the benefits of peer groups for business owners and entrepreneurs. They share their personal experiences with peer groups, the…
The Power of Continuous Learning [not-audio_url] [/not-audio_url]

Duration: 35:27
Never stop growing! In this episode of Unlocked, Tony, Chad, and Lars explore the importance of continuous learning for personal and professional development. They discuss the benefits of reading, seeking out new experie…
Beyond Setbacks: Turning Mistakes into Stepping Stones [not-audio_url] [/not-audio_url]

Duration: 43:51
Mistakes happen, but it's how you respond that defines your journey. Join Tony, Chad, and Lars on Unlocked as they delve into the power of perspective when dealing with setbacks. Learn how to reframe failures, extract va…
Failing Forward: Turning Mistakes into Opportunities [not-audio_url] [/not-audio_url]

Duration: 28:22
Ever made a mistake that felt like a major setback? In this episode of Unlocked, Tony, Chad, and Lars share their biggest failures in business and how those experiences became valuable lessons. Learn how to embrace your…
Beyond the Price Tag: Building Value and Profitability [not-audio_url] [/not-audio_url]

Duration: 28:26
Ready to unlock a new level of success in your locksmith business? Join Tony, Chad, and Lars on Unlocked as they explore the crucial connection between pricing and value. Learn how to position yourself as an expert, buil…
Turning Lots of Locks into Money [not-audio_url] [/not-audio_url]

Duration: 36:37
Are you a locksmith looking to unlock greater profits? In this episode of Unlocked, Tony, Chad, and Lars dive deep into the world of pricing strategies, specifically tailored to the locksmith industry. Discover the secre…
Mastering Delegation: Empowering Your Team for Growth [not-audio_url] [/not-audio_url]

Duration: 54:52
In episode 16 of The Unlock Podcast, hosts Lars Johnston, Tony Hokanson, and Chad Lingafelt discuss the art of delegation and why it's a critical skill for leaders. Discover practical tips and strategies for delegating t…