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

New Episodes Every Wednesday!

Subscribe For More

Welcome to Entry & Exit — the new Owned and Operated series for builders in the security & life-safety world. Hosts Stephen Olmon and Collin Trimble share how they grew Alarm Masters from under $2M to ~3× revenue, including +50% RMR growth in Year 1.

From recurring revenue (RMR) to acquisitions and organic growth, this episode breaks down what it really takes to scale a security business — and eventually position it for a successful exit.

✨ What You’ll Learn
-The 3 revenue pillars (Install, Service, RMR) and target margins
- Why buying monitoring accounts opens doors to 5 scopes (cameras, access, fire, intercom, PA)
- The coffee/taco drop strategy that keeps customers sticky & cross-sold
- How Alarm Masters went from 1st deal → 4 acquisitions → $6M+ in just 2 years
- Lessons on hiring, ops leadership, and competing with the national giants
- What buyers look for when evaluating your business (RMR %, retention, service cadence)

🔗 Connect
Stephen Olmon

Collin Trimble 

Owned and Operated

New Episodes Every Wednesday!

Subscribe For More