Your complete product knowledge, talk tracks, objection playbook, and drill system — built for the field, not the classroom.
You need to know these panels cold. A customer who thinks you're reading spec sheets will not buy. Know which panel goes where, when to step up, and why PowerG is your winning card on larger homes.
Know every model, its sweet spot, and when NOT to use it.
| Panel | Best For | Key Differentiator | Sensor Protocol | Zones |
|---|---|---|---|---|
| IQ Panel 4 | Residential, standard home 1,500–4,000 sq ft | 7" HD touchscreen, built-in Zigbee, Z-Wave, Wi-Fi, 4G LTE cellular | S-Line (319.5MHz), PowerG, Legacy 319.5 | 128 |
| IQ Panel 4 PowerG | Large homes, thick walls, long range needed | Dedicated PowerG radio — 2km range, AES-128 encrypted | PowerG primary + S-Line | 128 |
| IQ Hub | Apartment, condo, smaller footprint, price-sensitive | Smaller form factor, same Alarm.com cloud, lower MSRP | PowerG + S-Line | 64 |
| IQ Panel 2+ | Upgrade from older system, legacy sensor retention | Accepts DSC PowerSeries sensors, broad legacy support | 319.5MHz, PowerG add-on | 128 |
| IQ4 NS | Multi-family, commercial lite, network-first deployments | Network Switch integration, PoE capable, IT-grade | PowerG + S-Line | 128 |
Run this mentally on every customer, every time.
Video is where you make or break the deal. Understand when to go wireless vs POE, when to add a CSVR, and how to spec the right camera for every location. These questions qualify the job before a tech ever shows up.
| Model | Type | Best Use | Key Feature |
|---|---|---|---|
| ADC-V522IR | Indoor Fixed | Living room, nursery, interior hallway | 1080p, IR night vision, two-way audio, motion detection |
| ADC-V723 | Outdoor Dome | Entry points, garage, covered porch | 1080p, weatherproof, wide-angle, varifocal lens |
| ADC-V724 | Outdoor Bullet | Driveway, long-range approaches, parking areas | 1080p, motorized zoom, IR up to 100ft, IP66 |
| ADC-V841 | Outdoor HD Pro | Premium installs, HOA-facing, gate areas | 4MP, motorized varifocal, intelligent video analytics |
| ADC-VDB770 | Video Doorbell | Front door, primary entry | 1080p, HDR, two-way audio, package detection, motion zones |
| ADC-FL500W | Floodlight Cam | Garage approach, side gate, backyard | 1080p cam + integrated 2,500 lumen floodlights, motion trigger |
Wireless cameras are a starting point — not a finish line. When Wi-Fi fails, signal drops, or a property scales past 4 cameras, you need to know how to spec the cable, the switch, and the camera. This is what separates a professional install from a DIY setup that gets call-backs.
These are the conditions that kill wireless camera reliability. When you identify any one of these on a site walk, POE becomes the spec — not the upsell.
Customers don't know what POE means. They don't need to. Translate it into outcomes.
The switch is the backbone of any POE camera system. Size it right on day one — undersizing means a return trip.
| Camera Count | Switch Size | POE Budget | Recommended Tier | Notes |
|---|---|---|---|---|
| 2–4 cameras | 8-port POE switch | 65–120W total | Unmanaged / plug-and-play | Entry residential. Netgear GS308P or equivalent. Simple, no configuration required. |
| 4–8 cameras | 8–16 port POE switch | 120–250W total | Unmanaged with adequate POE budget | Most common residential install. Verify per-port budget — budget switches choke at full load. |
| 8–16 cameras | 16–24 port managed POE switch | 250–400W total | Managed switch recommended | Large custom home / light commercial. TP-Link TL-SG1218P, Ubiquiti UniFi range. VLAN capability. |
| 16+ cameras | 24–48 port managed POE switch | 400W+ / dual PSU | Commercial-grade managed | Full commercial spec. Cisco SG series, Ubiquiti UniFi 24-port POE. Requires IT-aware install team. |
When a customer has a $2M+ custom home, a ranch property, or a multi-structure estate, the camera conversation shifts from residential to commercial-lite. Know these products.
This is your mental framework for any estate or large custom home site walk. Run through every zone before you quote.
| Product | Type | Use Case | Key Spec | Notes |
|---|---|---|---|---|
| TP-Link TL-POE10R | POE Extender | Single remote camera beyond 100m | Extends up to 100m additional | Simple plug-and-play. Needs POE input from main switch. No configuration. |
| Ubiquiti ETH-SP-G2 | Surge Protector | Inter-building Ethernet runs | Gigabit, grounded protection | Install on both ends of any run between buildings. Non-negotiable on exposed runs. |
| TP-Link TL-SG108PE | 8-port POE Switch | 4–6 camera residential install | 64W POE budget, 8 ports | Best value unmanaged POE switch for mid-range residential. Plug-and-play. |
| TP-Link TL-SG1218MPE | 16-port Managed POE | 8–14 camera large home | 250W POE budget, VLAN | Step up for large custom homes. Managed allows VLAN isolation and per-port power control. |
| Ubiquiti UniFi USW-Pro-24-POE | 24-port Managed POE | Commercial / estate | 400W POE budget, Layer 3 | Full commercial managed switch. Requires UniFi controller setup. IT-aware install team required. |
| Ubiquiti UniFi USW-Flex-Mini | 5-port Mini Switch (POE-in) | Remote location 2–3 cameras | Powered by upstream POE, no local power required | Ideal for detached garage or casita — run one cable, power the mini switch off the cable, short runs to cameras. |
| Single-Mode Fiber + Media Converters | Fiber Run | Detached structure over 200 ft or lightning-risk area | Essentially unlimited distance | TP-Link MC200CM or equivalent. Eliminates lightning path between buildings. Recommend on any high-value property with detached structures. |
Floodlight cameras are one of the easiest upsells in the lineup — but also one of the most dangerous installs if you don't ask the right pre-sell questions. A switch-loop location with no neutral wire will stop your tech cold on install day.
Ask these BEFORE the tech rolls. Every one of these is a potential install-day problem.
Life safety devices are the most legally significant and emotionally powerful products you sell. Know the placement rules, know the insurance angles, and know how to have this conversation without making it a fear pitch.
Water damage is the #1 homeowners insurance claim in the country. Your customer has a 98% chance of having at least three locations in their home that should have a sensor. This is the easiest close in the environmental category when you know where to look.
Alarm.com is your secret weapon against Ring, SimpliSafe, and every DIY system out there. Don't sell monitoring. Sell the ecosystem. Smart locks, cameras, energy, automation, notifications — one app, one platform, one experience.
| Feature | Basic | Gold | Platinum |
|---|---|---|---|
| Intrusion Monitoring | ✅ | ✅ | ✅ |
| Remote Arm/Disarm | ✅ | ✅ | ✅ |
| Activity History | ✅ | ✅ | ✅ |
| Smart Home (Locks/Lights) | Basic | Full | Full |
| Live Video Streaming | ❌ | ✅ | ✅ |
| Video Clip History (30 days) | ❌ | ✅ | ✅ |
| Video Analytics (person/vehicle/animal) | ❌ | Limited | ✅ Full |
| Geo-Services (auto arm/disarm by location) | ❌ | ✅ | ✅ |
| Energy Management | ❌ | Limited | ✅ Full |
| Two-Way Voice Monitoring | ❌ | Optional add | Included |
Monitoring is your recurring revenue and your product promise. Know what differentiates professional monitoring from a self-monitored app — and know how to make it real for a customer who's never had it before.
Your pitch isn't the same from a front door as it is from a phone, a customer's kitchen, or a retail counter. Know your channel. Own your process.
You don't overcome objections by arguing. You reframe them. These aren't scripts to memorize — they're frameworks to internalize so you respond naturally and confidently when it matters.
Test your product knowledge, talk tracks, and objection responses. 200+ questions across all 10 modules.
Full access to all sales training modules plus drill activity tracking, team notes, and the complete portal credential sheet. Use this view to certify reps and track training progress.
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| Login Username | Password | Tier | Access Level | Allowed Roles at Login |
|---|---|---|---|---|
| ssu2024 | admin2024 | Sales Rep | All 10 training modules + Drills | Outside Sales, Inside Sales, In-Home Consultant, Branch / Retail |
| manager2024 | mgrpass2024 | Manager | All modules + Drills + Manager Panel | Manager (auto-selected) |
| admin2024 | AAAsecure! | System Admin | Full access — all modules, Manager Panel, Admin Panel | System Admin (auto-selected) |
| Feature / Module | Sales Rep | Manager | Admin |
|---|---|---|---|
| All 10 Training Modules | ✓ | ✓ | ✓ |
| Knowledge Drills (200+ Q's) | ✓ | ✓ | ✓ |
| Role-Filtered Sales Process Module | ✓ | ✓ | ✓ |
| Manager Panel (credentials + activity) | ✕ | ✓ | ✓ |
| Admin Panel (full config + user table) | ✕ | ✕ | ✓ |
| Drill Activity Log | ✕ | ✓ | ✓ |
| Portal Notes / Manager Memo | ✕ | ✓ | ✓ |
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Complete portal configuration, full credential table, access tier management, and portal metadata. This pane is only visible to System Admin login. Do not leave this screen unattended on a shared device.
All credentials for AAA Smart Security Sales Training Portal — Mountain West Group. Last updated: 2026.
| # | Username | Password | Tier | Roles Available | Portal Access |
|---|---|---|---|---|---|
| 1 | ssu2024 | admin2024 | Sales Rep | Outside Sales · Inside Sales · In-Home Consultant · Branch / Retail | Modules 1–10 · All Drills |
| 2 | manager2024 | mgrpass2024 | Manager | Manager (locked — no role selection required) | Modules 1–10 · All Drills · Manager Panel |
| 3 | admin2024 | AAAsecure! | System Admin | System Admin (locked — no role selection required) | Full Access — all modules, Manager Panel, Admin Panel |