5 Questions That Tell You If a Security Salesperson Is Honest
TL;DR
Honest reps welcome these five questions and answer them in plain English. Bad reps need you to not ask. Each question maps directly to a contract clause that costs real money. If any one of the five gets a dodge, an "I'll get back to you," or a "don't worry about that," the contract is the problem — not the question.
The 5 questions
Q1. What does it cost me to cancel at month 12, in dollars?
Why it matters: This is the single highest-leverage question. It forces the rep to combine the ETF formula, the monthly rate, and the math. The dollar answer instantly tells you the structure.
Honest answer pattern:
"Your monthly rate is $44.99, your contract is 36 months, the ETF is 75% of remaining payments. So at month 12 you'd have 24 months left, times $44.99, times 0.75 — about $810."
Dodge patterns:
- "We almost never have to charge it"
- "Let me check with my manager"
- "It's prorated based on a number of factors"
If the rep cannot do the math live, they either do not know the contract or do not want you to know.
Q2. Is the equipment owned outright, or financed through a separate loan?
Why it matters: "Free equipment" almost always hides a 36-60 month consumer loan from a third-party lender (Citizens Pay, Fortiva). That loan survives cancellation of the monitoring service. This is the structure that creates surprise $2,000+ bills after people cancel.
Honest answer pattern:
"It's financed over 60 months at 0% APR through Citizens Pay. You'll sign a separate Consumer Financing Agreement at install. The loan continues even if you cancel monitoring. Total equipment cost is $2,279, paid as $38/mo on top of the $60 monitoring."
Dodge patterns:
- "It's just included" (often is not)
- "Free with the contract" (free with the loan, more accurately)
- "There's only one paper to sign" (usually two contracts)
If the rep says "just one signature," check the paperwork at install for a second contract titled "Consumer Financing Agreement" or "Equipment Financing Agreement."
Q3. Is the contract auto-renewing, and what is the cancellation notice window?
Why it matters: Most security contracts auto-renew unless you give 30-60 day written notice. Miss the window by one day and you are locked in for another full term. Email cancellation is often deemed invalid; certified mail with return receipt is required.
Honest answer pattern:
"Yes, it auto-renews for 36 months unless you cancel. You need to send written notice via certified mail to [address] no fewer than 60 days before the end of the term. The address is on page 4 of the contract."
Dodge patterns:
- "Just give us a call" (verbal cancellation rarely binds)
- "It's flexible after the initial term"
- "Most people don't worry about that"
The notice address must be in the contract. If it is not, the contract may have a notice-period defect.
Q4. What is the annual rate escalator percentage?
Why it matters: A 3% annual rate escalator on a $50/mo plan means $58/mo by year 5 — about $200 in additional cost over a typical contract. Often negotiable to 0%, but only if you ask before signing.
Honest answer pattern:
"Standard contract has a 3% annual escalator capped at one increase per year. I can sometimes get that down to 0% on a 36-month commitment — let me check."
Dodge patterns:
- "Only if our costs go up" (an uncapped escalator is the red flag)
- "We don't usually use it"
- The rep does not know
Negotiate this. The escalator is typically the cheapest concession a rep can make; they will give it up to close.
Q5. Is the monitoring center UL-listed, and what is its name?
Why it matters: UL-listed and Five Diamond certified monitoring centers are the industry standard for genuine 24/7 redundant response. Many smaller pro-install brands outsource to a small handful of national centers (Rapid Response, COPS Monitoring, Centra-Comm). If the rep cannot name the center, that is meaningful.
Honest answer pattern:
"Our monitoring is provided by Rapid Response Monitoring out of Syracuse, NY. They are UL-listed and Five Diamond certified, with redundant centers in Corona, CA. Operators are CSAA-certified and average 14 seconds to dispatch."
Dodge patterns:
- "Our network of certified centers"
- "It is all professionally monitored, that is what matters"
- The rep cannot name the center
You are paying for response. The response comes from the monitoring center, not the brand on the yard sign.
What to do with the answers
If you got plain-English answers to all five: this is an honest contract. The rest of the decision is about price and fit.
If you got dodges on one or two: ask for the answers in writing within 24 hours. A real deal survives that delay.
If you got dodges on three or more: walk. The contract is the dodge.