Welcome to Entry & Exit — the Owned and Operated series for builders in security & life-safety. Hosts Stephen Olmon and Collin Trimble lay out exactly how they’re scaling Alarm Masters past eight figures after buying it at ~$2M revenue — growing to $6M+ in ~24 months through 4 tuck-ins and a 50/50 mix of organic and inorganic growth, with 50%+ RMR growth in Year 1.
From face-to-face selling to buying RMR accounts and mining your install base, this episode is a step-by-step operating manual you can copy.
✨ What You’ll Learn
- The 3 revenue pillars (Install, Service, RMR) — and how to think about target margins
- Why fire-alarm monitoring is the best land → expand wedge (opens doors to 5 scopes: cameras, access, fire, intercom, PA)
- The coffee/taco drop: a $5 in-person touch that creates pipeline and stickiness
- The metric that matters: 7–10 face-to-face meetings = ~90% win rate (vs. <7 = steep drop)
- Buying RMR the right way (typical RMR multiples and how to turn one contract into projects, service & managed services)
- Building a B2B sales process around relationship & information: BANT, anchor pricing, and sequencing meetings
🔗 Connect
Stephen Olmon — http://x.com/stephenolmon
Collin Trimble — https://x.com/TXAlarmGuy
John Wilson — https://x.com/WilsonCompanies
Owned and Operated — https://www.ownedandoperated.com/
Owned and Operated
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