Eleven Key Steps to Starting Your Locksmith Business

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Eleven Key Steps to Starting Your Lock Service Business By David Calvin Copyright 2015 Find David’s other books and his

lock rekeying DVD and small tool set at www.a-bestlocksmith.com

Here are some David’s books at Amazon Books that will help you should you decide to further your interests in locksmithing. As always, if you learn from David, you can email or call him. 1. The Dollar-A-Minute Locksmith — Part-Time and Full Time Income

Servicing House Locks

2. The Residential Lock Repair Coach 3. The Simple Commercial Locksmith 4. Drilling Open and Bypassing Locks — Tips and Tricks

5. David Calvin’s Locksmith Bundle

6. The Basics of Lock Cylinder Keying 7. Servicing and Replacing Commercial Door Closers

8. Vandal Proofing Commercial Doors for Profit 9. Tent-Making Preachers Locksmithing for Extra Income

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10. Skyrocket Your Sales by Throwing Google Overboard 11. The Locksmith’s Commercial Glass Door Deadbolt Repair Coach

If this book has been helpful to you, and if it has been a good value, please leave a review at the place where you purchased it. If I can make it better, email me at [email protected]. If you need to call me, my number is at the end of the book! I am always glad to help a new locksmith!

Introduction You are interested in starting a lock servicing business, and you want plain, simple facts about how to begin. This summary book is going to tell you what you need to think about and do prior to beginning your business. I have been servicing locks since 1988. I make full-time income working only part-time hours. I keep my business very simple and focused. I do not offer automotive, safe, alarm, or hard-wired, electronic access products. My focus is on commercial mechanical door hardware and residential lock re-keying and repair. Lock work is a dark art. Most of the techniques and secrets of locksmithing have been closely guarded until only recently. Since the advent of the internet, most of these techniques and secrets have become public. I have released much of this information on the internet in blogs, websites, and through books I have sold at Amazon Books.

Step 1 - Explore the different areas of lock servicing and decide which ones you would you like to offer. Automotive Lock Servicing Automotive

lock

service

includes

the

following:

1. Opening cars with keys locked inside. Sometimes, the keys will be locked in the passenger compartment or the trunk. (This can be a stand-alone service.)

2. Making ignition, door, and trunk keys. People lose and break keys and need them replaced. Sometimes, they buy vehicles that are missing door and trunk keys. Others buy used steering columns and need a key made for the ignition lock only. Some of these keys have transponders in them

that talk to the car. Older models may not have transponders. Some people need a duplicate key made, others want key fobs programmed. 3. Replacing broken ignition, door, and trunk locks. Over time, these locks wear out.

Most Everybody owns a car. If they lose their ignition keys or get locked out, they are going to need your services. There have been times when used car dealerships have had all of their car keys stolen. I do not offer automotive key-making services, but there have been times when my only phone calls for the day were for auto key making. On those days, I made nothing. IfI had taken the auto key making requests, I would have made $1,000. If you offer auto key making and servicing, you will need to take classes. I will discuss this later in the book. You may also have to be specifically licensed to offer this service. Who will hire you? Car dealerships, individuals, and auto clubs. You will also need to work around the clock and on

weekends if you do work for the auto clubs. In order to offer car keying services, you will need equipment for cutting keys by code, both standard and milled, key programming equipment, automotive-related hand tools, and many different types of key blanks and fobs. The buy-in for this aspect of lock work is the most expensive.

Safe Lock Servicing Safe lock servicing includes the following: 1. Changing electronic and manual safe combinations for homes and businesses.

2. Drilling locks safes open, either because of lost combinations or because the safe is broken.

3. Replacing safe locks, manual or electronic.

4. Installing and/or bolting safes to floors. 5. Moving safes.

If you are going to offer safe lock services, you will need to take classes and, in some states, be licensed by your state’s appropriate agency.

Who will call you? Business and individuals. You will also get calls from safe manufacturers whose safes break under warranty.

You will need high-speed drills, cial carbide and diamond drill drill jigs to help you align your points, books on drill points and

spebits, drill com-

bination change instructions, scopes, metal punches, and repair kits. Being a

welder is a plus, but not necessary. I will tell you where to get your education later in the book.

Residential Lock Servicing Residential lock servicing includes the following: 1. Re-keying homes. 2. Installing replacement locks. 3. Boring doors for modernization or deadbolt installations.

4. Master-keying locks for apartments or rental houses. 5. Installing door viewers. 6. Advising homeowners about security precautions. 7. Installing stand-alone pushbutton locks on appropriate doors.

This 1s the easiest aspect of ing. A locksmith who has tice can re-key a four door little as thirty minutes. My

lock servicsome prachome in as charges for

this service are a $50 service call and $15 per lock. A house with four doors,

two locks per door, will bring me $170. Most of that is profit. For this service, you will need a .003 pin kit, a follower kit, a Kwikset cylinder removal tool, a Kwikset reset cradle, standard screw drivers, a key machine (nice, but optional), shims, and key blanks. I sell this kit at www.abestlocksmith.com. You may also need an A-1 jig in the event you need to enlarge the hole on a door to accept a newer, standard-sized lock.

This can be learned at home or through a class.

Commercial Lock Servicing Commercial lock servicing includes the following:

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1. Re-keying exterior and interior doors (mostly exterior) 2. Installing and repairing new panic bars, levers, and glass door locks. . Installing deadbolts. . Installing door viewers. . Impressioning small locks on cash drawers and cabinets. 6. Installing pushbutton locks. 7. Master-keying.

This is another simple service you can offer, though more complicated than residential service. In most applications, when a lock malfunctions, you can replace the lock. Parts can be purchased for panic bars and glass storefront doors.

You will need everything listed in the residential lock service section above, as well as some other items. You will need a standard code key machine, a key duplicator, key blanks common to your service area, Allen wrenches, a

cordless drill, bits (metal and concrete), lock cylinders (rim, mortise, and keyin-knob), and standard hand tools like vice-grips, pliers, and drivers.

Electronic Access and Burglar Alarms Electronic Access and Burglar Alarm services include the following: 1. Installing hard-wired card, fob,

or pin access readers and locking devices, such as magnetic locks and electric strikes. 2. Electronic lock and reader integration into existing systems. 3. Installing burglar alarms in homes and businesses. 4. Maintenance and repair of systems.

Some states require licensing and certification for those installing electronic access and burglar alarm systems. I will reference education later in this book.

This is a very involved aspect of lock servicing. There are many companies devoted to this aspect alone.

Miscellaneous Focus You can offer security services to clients that focus on as few as one or more items. Some of the things I will list are incredible products that can be sold from business to business by people who are trained to install the particular security item. These services and items can be sold by a salesperson and installed by a technician. 1. The Exit Security bar. This is item is made by www.exitsecurity.com. You can buy it through just about any locksmith supply house. It is bar that secures side and rear doors. It is cost effective and virtually burglar proof. To date, I have never seen one compromised. 2. The Ring Bolt. This is made by www.exitsecurity.com. This is made for personal protection,

and mounts on the inside of the door. It resists 800 lbs. of force and is designed to prevent home invasions when people are at home. These can be sold from door to door. Apartment complexes are prime targets. Buy them in bulk from Exit Security. Call them at the number provided on their site. . Car openings. Add this to your emergency roadside business. Offer battery jumps, car opening, gasoline, and tire changes, and you have a winner. . Door viewers. You can make a business out of door viewers. You can sell small ones or the large, commercial grade door scopes. Find them at one of the distributors listed in this book or find them online. . Aluminum door servicing. Most store fronts have aluminum doors, door closers, and

either Dorr-O-Matic panic bars or Adams-Rite locks. You can make a business out of repairs and door closer servicing.

6. Door closers. Adjust and replacement. 7. Vandal-proofing businesses by installing Exit Security Bars, latch guards, door viewers. 8. Sell and install Detex exit alarms on business doors. Easy, quick, and profitable. If you have dreams of a huge, do-itall security service company, you are in the minority. If you can have such a business, then you are one in a million. Most locksmiths limit themselves to automotive, commercial, and residential lock servicing. Many focus on just automotive, some on commercial, some on residential. Some locksmiths only offer safe services. Remember that you can add services as you go.

Step 2 - Familiarize yourself with the aspects

of each type of service at home, on the internet. If you are new to locksmithing, you can get a simple preview of about any type of locksmith service there is by going to the internet. Yes, you can do a web search for “Drilling safes” or “Making a key for 2010 Ford Explorer.” If you haven’t done that yet, do so. There are anumber of online education sites that offer courses in locksmithing. Elite CEU offers classes on just about any phase of locksmithing that may interest you. Below is the list of classes youcan take. No, Iam not being paid to offer this, nor am I in any way affiliated with Elite CEU. The first listing of courses is for basic locksmithing. 1. Introduction to locksmithing, Elite CEU. You can see this course at

http://www.eliteceu.com/ CourseCatalogue.aspx. The price for this course can be found on their website. This

course is designed for locksmiths and those wanting to get into locksmithing. It will step you through what a locksmith is, what he does, how he becomes one. It also discusses tools and ethics, and talks about the proper steps in lock keying.

This course, $50 at the time of this book, will also give you continuing education credits in certain states. . Ten Tips to Becoming a Successful Locksmith, Elite

CEU. This course will help you become a more profitable and successful locksmith. It will help you learn how to price your services, learn about your competition, learn to keep accurate records, learn advertising ideas, etc. Course cost at the

time of this writing is $25.00. . Panic and Exit Hardware Solutions, Elite CEU. Schools, churches, and businesses all

use panic devices to comply with life safety codes. This course will show what 1s avail-

able and how itis used.

It will

show you concealed vertical rods and overhead door closers.

This is a $50 course. 4. Aluminum Door Service and Repair Series, Elite CEU. This course looks at aluminum storefront doors and teaches

you about pivots, locks and latches, hinges, the works. This course comes in four different parts and costs $50 per part.

Servicing aluminum doors can be its own field, and there is lots of money to be made in just servicing these. 5. David Calvin’s Residential Lock

keying course on DVD. This

kit is only $139 and teaches you all you need to know about residential lock service. This

is where you start. Master this and the commercial side becomes easier. Call David or go to a-bestlocksmith.com.

Here are some automotive key making courses from Elite CEU.

1. Automotive Key Generation, Elite CEU. This is a series of eight lessons on making keys for various makes and models

of cars. Each course is $25. If you are interested in this phase of lock work, taking these courses will give you a good understanding of what you will be doing. 2. Tips and Tricks of Automotive Locksmithing, Elite CEU. This

five-part series, $25 each, shows real world scenarios involving auto servicing. Here

is

an

electronic

access

courses

from Elite CEU.

1. Access Control for Beginners, Elite CEU. This class was designed for locksmiths wanting to break into this industry. This four-hour course, $100, covers

terms and some tools, and gives you an idea of what you'll be getting into.

Step 3 —- Take an actual, hands-on class. Lockmasters offers some good, onsite classes. They are not cheap and you’re probably going to have pay for your meals and a hotel room. I have listed some of the more pertinent ones here. Just know that a class is aclass. They can teach you the basics, but there will be more to learn in the field and in continuing education. If you’re going to get into the profession, make Lockmasters a part of your startup. 1.

Professional Locksmithing,

Lock-

masters

http://www.lsieducation.com/ courses/pro_locksmith.html Their course listing shows the following objectives:

Identifying keys by manufacture, design, and type rekey pin tumbler style locking systems, service and maintenance for pin tumbler style locking systems, door preparation and lock installation, hand file keys to known depth and space data, general use and calibra-

tion of key duplicating and originating machines employment of several lock by-pass techniques to include: picking, 1impressioning, bumping and tool specific by-pass, master key system creation and implementation, understanding of high security lock systems , install and service utility style cam locks. Subject covered: Key blank identification, lock identification, hand filing, Rekeying, door preparation and drilling, lock installation, lock functions, lock picking, lock Impressioning, master keying, small format interchangeable cores (BEST), ASSA high security locks, mortise lock tear down and servicing, disc lock installation and picking (Utility cam locks), Kaba Unican mechanical pushbutton locks, key Duplicators code cutting equipment and software. 2. Automotive Opening, Lockmasters. http://www.lsieducation.com/ courses/auto_opening.html This is a short, six-hour class.

3. Electronic and Mechanical Lock Servicing. Lockmasters.

Safe

http://www.lsieducation.com/ courses/mechanical safe lock.html

This is a five-day safe lock servicing course. 4. Professional Lockmasters.

Safe Lock

Opening,

http://www.lsieducation.com/ courses/basic_safe.html Learn how damage.

to open

any safe without

5. Lockmaster also offers a comprehensive class listing that will teach you how to make keys for automobiles. Go to http://www.lsieducation.com/ courses/index.html for a complete listing of available classes. By taking these classes, you will learn the basics of the lock service sector you want to offer to clients. Also, by taking the classes, you will be able to learn the exact tools and locks you need in order to begin.

Remember, you can start small and build. If the automotive sector looks too big and expensive, try starting with residential and light commercial locksmithing. If you want to start small, you can purchase my book. The first three books below also tell you which tools you will need. (I recently added the expanded list at the top of your book — check the website, aS more are being added. One on lock picking and one on the popular Falcon 1690 panic bars.) 1. The Dollar-A-Minute Locksmith — Part-time or Full-Time Income

Servicing House Locks. This is available at Amazon Books for $9.99. 2. The Simple Commercial Locksmith. This book teaches you real-life locksmithing scenarios. $9.99 at Amazon Books. 3. The Basics of Locks Cylinder ReKeying. $2.99 at Amazon Books.

Step 4 - Take a homestudy course Here is a list of courses you can take at

This would be cheaper than attending a ten-day course in Kentucky. I learned this way. Explore the links below to get an idea of how home-study courses work. home.

dis The Locksmith Video School. http:// www.locksmithvideoschool. com/

. Penn Foster. http://

www.pennfoster.edu/ programs-and-degrees/skilledtrades/locksmith-careerdiploma

. Ashworth College. http:// www.ashworthcollege.edu/ career-diplomas/locksmithing . Foley Belsaw. I took this one years ago. http://www.foleybelsaw.com/ . David Calvin’s DVD course at his website.

Step 5 - Shop for tools If you followed steps two and three, you will know which tools you need. I would highly recommend taking the

Lockmaster courses because you will have an up-to-date listing of what’s new in the industry. However, be warned that there are a lot of gimmicky tools out there on the market. Here is a listing of companies I recommend for your tool and lock hardware purchases: 1. McDonald Dash Locksmith Supply. http:// www.mcdonalddash.com/ They sell for cheaper than anybody most of the time. You will need an account. 2. US Lock. Give them a call to set up an account. http:// www.uslock.com/ 3. IDN-Armstrong has a decent line of LSDA products. http:// hardware.idn-inc.com/ locations/idn-armstrong/ (I no longer sell tools unless you really want them from me - you can get them online cheap enough.) If you are going to start with only residential and light commercial lock servicing, go to www.a-bestlocksmith.com and contact me about purchasing a no-frills, basic

service kit. I will sell you the same one I use every day in my business. If you buy the service kit, I will offer you the key duplicator of your choice at my cost plus 3% to cover the credit card fee. I reserve the right to cancel this offer, or refuse it, for any reason. If you are interested, call me. Check out the Rytan duplicator. That’s what I use every day —ten years later, it’s still going strong! In the event you decided against taking the classes, you will not know what tools you will need. The most expensive tools and parts you will buy will be for automotive locksmithing. If you wish to get into this field, you will need to take classes. The same goes for safe work. If you pursue a career in general locksmithing, you can get by witha car opening kit and general lock re-keying tools. Your greatest expense will be a key duplicator. If you get into more commercial lock work, I would advise getting the Framon code machine.

Step 6 —- Get your locksmith license You may live in a state that doesn’t require a locksmith license. It would be futile to list those states here. You can find out about your state’s licensing requirements by calling one of these places in your state. These would not be Federal agencies. Do a web search. 1. Department of Commerce and Insurance. 2. The Secretary of State. 3. Department of Revenue.

If you have no luck, consider calling ALOA (Associated Locksmiths of America). They can tell you about your state’s requirements and help you with any educational opportunities. http:// www.aloa.org/education/aloaeducation.html

Some states use ALOA for their licensing programs. Personally, I think this is a grave injustice against locksmiths. But that’s just my opinion. However,

you need to go to their website and get to know them. You may want to take some of their regionally offered classes. Contact them if you have any problem finding out how to comply with your state’s requirements for licensing.

Step 7 - Comply with state business laws You will have to register as a business with your state, county, and city. Contact your city courthouse officials and ask them what is required of you when starting a new business. In Tennessee, where I live, I can register online with the Tennessee Department of Revenue. It is fast and easy; and the people there are the best people I have ever worked with. Be sure to find out if your city also requires a city license. You can find that out at your county courthouse.

Since you will be collecting sales taxes, you will be paying those taxes to your state revenue office. Be sure to ask them what you are supposed to tax. For

example, in Tennessee, we collect sales tax on tangible personal property only. That means we charge sales tax on cut keys, autos, free-standing safe work, and locks we put into the hands of those who buy them from us. However, if we install the locks, we are improving real estate, and that is not sales taxable. That doesn’t mean we do not pay sales tax on the locks we have shipped to us from out-of-state. We do. IfI buy a lock for $10 and install it for $100, I pay the state taxes that cover my cost of the item I installed. Be sure to get your state’s requirements in writing.

Step 8 - Choose your area and advertise your business 1. Decide on your service area. The more customers per square mile, the less wear and tear you will put on your vehicle and on yourself. It has been said that it takes 25,000 people to support a locksmith. I would guess

that, today, there are more locksmiths than there are blocks of 25,000 people. If you liveina rural setting, you may want to encompass a fifty-mile radius. If you are in a major city, you will not need such a large service area.

. Come up with a name. Don’t try to be creative. Use your name — John Doe’s Lock Service. People spend tons of money trying to get that exotic name they think people will remember. Usually, people remember your name. So, try to brand yourself through your own name. . There are a number of ways to advertise your business. But I suggest you get Jay Conrad

Levinson’s Guerilla Marketing from Amazon Books. I used his first edition twenty-seven years

ago and landed a $100,000 account by spending only $500. Yes, that was a lucky throw of the dice! But his book will help you devise an advertising strat-

egy. It will also show you how to spend your money wisely. As a matter of fact, lam going to buy his fourth edition after I finish this book. 4. Pay people to put your name

and number in their phone. I do this. As far asI can tell, Iam the first. Iadvertise the concept that, if they have my number in their phone contact list, followed by “Ten Off:, I will give them ten percent off their service call for life. 5.

See David new

book

at Amazon,

Sky Rocket Your Sales by Throwing Google Overboard. I listed it at the top of the book. This book is designed for small business advertising. Be careful about people who call you and offer to get your business listing in first place on the internet. There are scams out there. If it sounds too good to be true, it is almost always a scam. Call YP.com and see what they are offering in the way of websites. I personally avoid HIBU.

Pay-per-click? Too expensive for people just starting who have limited resources. If you go this route, be ready to pay $50 per every customer you land. Just read Joy Conrad Levinson before making any decisions. Pll stop here. Jay Conrad Levinson. Get the book; you'll be glad you did.

Step 9 -Set up an

accounting system/ money issues Accounting

Iam a single locksmith; and I believe in simplicity. I have twelve folders in my file. They are labeled January through December. Every invoice for advertising, phone, internet, postage, lock hardware purchases, etc., goes into the file the month the invoice was issued. That works for me. It takes me six hours in January to tally everything up. If you want to be a large locksmith, with employees, hire an accountant. Sit with her and she will tell you what

you need to do in order to be in compliance with state and federal regulations. She will also tell you about deductions and how to keep them legal. You can let her do all your work, or let her do your year-end taxes. Either way, she will tell you what she needs.

Locksmith Flat-Rate Book

Ido not use this. However, if you want to provide some framework to your pricing structure, order the Locksmith Flat-Rate book from The National Locksmith. That website address is http:// www.thenationallocksmith.com/ public.asp?page=stri,jp-frm-1

Step 10 —- Decide on a service vehicle The more services you offer, the more space youre going to need. I focus on residential and commercial lock service. I drive an unmarked, two-door Ford Focus. Everything except for a few items hides in my trunk. I hear that, on the west coast, every locksmith has learned to travel light. I once heard of a locksmith in New York City who carried his whole operation in a tote and used the subway to make his calls.

When deciding on a vehicle, determine your service area. I drive 100 - 200 miles every day. I need the Ford Focus and its 38 miles per gallon.

Determine your operational radius, the number of services you offer, affordability, and economy. I cannot do this for you. Take time to visit the Ford, Nissan, and Toyota dealerships. Some locksmiths do not letter their vehicles. I don’t. Some of my clients do not want anybody seeing a locksmith’s vehicle at their home or business. Think this one through before you letter up. A lettered van is a good advertisement; but it can also be a liability. I am the odd man out here. I like stealth.

Step 11 - Get insurance Good insurance isn’t expensive. Ispend

$550 per year on two million dollars’ worth of liability coverage. If you’re going to do lock work, you'll need the insurance. To date, I haven’t had any claims. Check around. Be aware that some of the people you work for will want to be certificate holders on your insurance policy. Your insurance company will charge you for this. Be sure to ask about it.

Summary The single most important thing you need to do, if you are considering performing lock work for profit, is getting an education. I think Lockmasters is the answer. The second most important thing is getting equipped with tools. It is always good to have some products to sell; but I keep a minimum on hand because US Lock 1s good about getting my purchases to me in one day. As I tell all of the people who buy my books, and I have sold many, feel free to call me with any question. You can reach me at 615-308-6794.

Or, better, email me at

[email protected]. If you are interested in getting the same lock kit I use, plus a key machine at my cost )plus 3%), goto my Tool Kits page. Also, would you please leave a review for me? Goto Amazon Books and leave a review on the page where you bought this book. This will help me tremendously. Thanks!

Now, check out my other books. Especially the “Repair Coach” series. You can use these books to research your customer’s problem before you show up to do the job! 1. The Dollar-A-Minute Locksmith — Part-Time and Full Time Income

Servicing House Locks 2. The Residential Lock Repair Coach 3. The Simple Commercial Locksmith 4. Drilling Open and Bypassing Locks — Tips and Tricks 5. David Calvin’s Locksmith Bundle

6. The Basics of Lock Cylinder Keying 7. Servicing and Replacing Commercial Door Closers 8. Vandal Proofing Commercial Doors for Profit 9. Tent-Making Preachers Locksmithing for Extra Income

—-

10. Skyrocket Your Sales by Throwing Google Overboard 11.

The Locksmith’s Commercial Glass

Door Deadbolt Repair Coach