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
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