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Selling Security Across Generations: A Dealer’s Guide to Building Trust in a Changing Market

Security needs haven’t changed, but the way customers buy has.

From Baby Boomers who value long-standing relationships to Gen Z buyers who expect instant mobile control, every generation approaches alarm systems differently.

In this five-part series, we explore what motivates each group, how they view security, and the sales strategies that resonate best. Whether you’re building loyalty with legacy customers or connecting with the next wave of digital-first buyers, understanding who’s on the other side of the conversation can make all the difference.

“Who’s Buying Security?” Understanding the Generations Behind the Sale.

• Part 1: Baby Boomers: Trust and Reliability Still Matter Most
• Part 2: Generation X: The Pragmatic Protectors Who Value Control Without Chaos
• Part 3: Millennials: The Tech-Driven Realists Who Expect Transparency and Convenience
• Part 4: Generation Z: Digital Natives Who Want Fast, Frictionless, and Authentic Experiences
• Bridging the Generations: How to Create a Sales Strategy That Connects Them All

Time’s Up for Telephone Lines: Why Alarm Dealers Should Be Upgrading Remaining POTS Accounts

If you still have customers with alarm panels communicating over traditional phone lines, it’s time to move them now. The FCC has unanimously approved new measures that make it faster and easier for phone companies to retire copper networks. That means those POTS lines your systems rely on could be discontinued with little warning, leaving your customers unprotected and your company fielding calls you don’t want to get.

Moving Central Stations? Let’s Make It a Transition, not a Headache

If you’re thinking about moving your accounts to a new central station, you already know it’s not a simple decision. It’s not just about porting data; it’s about trust, communication, and making sure the company on the other end treats your customers the same way you do.

At ESC Central, we understand that this process can feel overwhelming. That’s why we don’t just take your accounts. We walk with you through every step of the transition.