The RTO Show: "Let's talk Rent to Own"

Send us Fan Mail

Taking over a rent-to-own store as a new general manager is one of the most challenging transitions in the RTO industry — and most new GMs walk in without a real playbook. In this episode, Pete Shau and Danny draw from their combined experience across more than a dozen rent-to-own store takeovers to give new and aspiring RTO store managers the honest, practical advice nobody sat down and gave them.

This episode was inspired by a real listener — Vinny Safey, a new GM at Buddy's Home Furnishings in Tampa, Florida — and the advice Pete and Danny deliver is the kind that only comes from years of managing RTO store operations, leading multi-unit rent-to-own teams, and learning hard lessons in real stores with real stakes.

They cover the mistakes that sink new GMs in the first two weeks — including why walking in guns blazing, dismissing what came before you, and making immediate procedural changes is one of the fastest ways to lose your team before you've even earned their trust. Instead, Pete and Danny lay out a step-by-step approach to the new GM takeover: how to evaluate your staff, conduct one-on-one employee meetings, complete a full inventory audit, check your delivery vehicles, tackle delinquent accounts, and become the face of your rent-to-own location in the community.

They dig into the importance of RTO store culture, daily coaching, positive reinforcement, and holding employees accountable without creating a toxic work environment — especially when managing millennials and Gen Z employees who expect transparency and respect in return for their effort. They also make the case for why new GMs should start recruiting immediately, even when fully staffed, and why building your bench is just as important as fixing today's problems.

The episode closes with three fundamentals every new rent-to-own GM needs to master — prioritization, time management, and training — shared through a real email exchange with RTO Trainer Jay Roberts, and a personal story about the DM who shaped Pete's entire management philosophy through brutally honest feedback.

If you're stepping into your first GM role, taking over a struggling RTO store, or mentoring someone who is — this episode belongs at the top of your list.

Support the show

Join The RTO Newsletter: https://bit.ly/RTOPODnewsletter

Subscribe on Apple: https://apple.co/4wpbUqF

Subscribe on Spotify: https://bit.ly/RTOPODspotify

Learn More About Sponsorship: https://bit.ly/RTOPODsponsor

Send us Fan Mail

The rent-to-own industry has always been built on relationships — but the place where those relationships now start has changed dramatically. In this episode, Pete Shau and Danny break down exactly how RTO stores and operators can stop leaving customers on the table by ignoring the most powerful and trackable tool available in rent-to-own digital marketing today: social media.

This isn't a surface-level conversation about posting a few deals on Facebook. Pete and Danny go deep on platform strategy, content philosophy, and the mindset shift every RTO operator needs to make to compete in the digital age. From TikTok and Instagram Reels to email newsletters and web lead conversion, this episode maps out the full digital marketing funnel for rent-to-own businesses of every size — and why your rent-to-own website strategy needs to function as your new digital showroom.

They break down which platforms reach which generations and why targeting only one is leaving money on the table when four generations are actively buying right now. They talk about why entertainment, not promotion, is the key to building rent-to-own brand awareness, why hashtags and trending challenges matter more than most RTO operators realize, and how grassroots marketing and digital marketing work best when used together — not in place of each other.

Pete and Danny also tackle one of the most overlooked pieces of the puzzle: response time. Whether it's a comment on a reel, a Facebook message, or a rent-to-own web lead, the speed at which your team responds is now a direct factor in whether you close the sale. They even make the case for a position most RTO companies haven't considered yet — a dedicated social media manager — and explain why closing web leads, not just foot traffic, is where rent-to-own customer acquisition is heading.

Drawing from their own experience building the Rent King video content strategy from the ground up — camera shy and all — Pete and Danny offer an honest look at what it actually takes to get started, get better, and drive real RTO store growth through content marketing. If your store is still relying only on mailers and door knocking, this episode is your wake-up call.

Support the show

Join The RTO Newsletter: https://bit.ly/RTOPODnewsletter

Subscribe on Apple: https://apple.co/4wpbUqF

Subscribe on Spotify: https://bit.ly/RTOPODspotify

Learn More About Sponsorship: https://bit.ly/RTOPODsponsor

Send us Fan Mail

You've made the call to replace. Now comes the harder part — finding the right person to fill that seat. In this episode, Pete Shau and Danny pull back the curtain on how two veteran RTO district managers actually conduct interviews, and why most hiring managers are asking the wrong questions.

With nearly 30 years of combined experience conducting interviews, attending job fairs, and building teams across multiple locations, Pete and Danny lay out 10 interview questions designed to cut through the rehearsed answers and get to who's really sitting across from you. These aren't surface-level questions — they're conversation starters engineered to reveal core values, work style, stress tolerance, and long-term fit.

The episode goes beyond just the questions themselves. Pete and Danny dig into the how — how to make a nervous candidate comfortable enough to be honest, how to push past the politically correct answers, when to role-play on the spot, and what a candidate isn't saying that might matter just as much as what they are.

Danny also introduces what he calls the Triangle of Success — one of the most revealing and disarming questions he asks every candidate, regardless of the position. It's simple, philosophical, and tells you more about how to motivate and retain someone than almost anything else in the interview.

The episode closes with three bonus tips that Pete and Danny swear by — including one simple test they use at the end of every interview that instantly reveals whether the person sitting in front of you has the integrity to be trusted with your store.

Whether you're a store manager hiring your first account manager or a district manager building out a bench, this episode is the hiring playbook the RTO industry doesn't talk about enough.

Support the show

Join The RTO Newsletter: https://bit.ly/RTOPODnewsletter

Subscribe on Apple: https://apple.co/4wpbUqF

Subscribe on Spotify: https://bit.ly/RTOPODspotify

Learn More About Sponsorship: https://bit.ly/RTOPODsponsor

Send us Fan Mail

Nobody talks about this part. The long hours, the missed recitals, the stress you carry home without realizing it, the relationships that bend — and sometimes break — under the weight of a demanding career in rent-to-own. In this episode, Pete Shau and Danny get real and personal about what life in the RTO industry actually costs you outside of the store.

This topic was suggested by a listener — Rick McCaffrey, a local store manager — and it clearly hit a nerve. Between the two of them, Pete and Danny bring nearly 30 years of lived experience to a conversation that most people in the industry think about but rarely say out loud.

Pete opens up about missed milestones with his daughters, a marriage that didn't survive the demands of the business, and the hard-earned wisdom that balance isn't optional — it's survival. Danny reflects on 17 years with his wife Melissa, what it took to make it work, and the one agreement they made that changed everything about how he shows up at home.

Together they dig into the unique pressure points that RTO professionals face — the hours that bleed past store closing, the stress that follows you into dinner, the friendships forged in the trenches of this industry, and the community of customers who become a second family whether you planned for it or not. They also tackle the physical and mental toll that rarely gets discussed: what happens to you when the job demands everything you've got.

This isn't a doom-and-gloom episode. It's an honest, grounded conversation about how to protect what matters most while still giving everything to a career you love. If you've ever snapped at your kids on a bad sales day, missed a family event for a floor push, or found yourself mentally at the store while sitting at the dinner table — this one's for you.

Support the show

Join The RTO Newsletter: https://bit.ly/RTOPODnewsletter

Subscribe on Apple: https://apple.co/4wpbUqF

Subscribe on Spotify: https://bit.ly/RTOPODspotify

Learn More About Sponsorship: https://bit.ly/RTOPODsponsor

Send us Fan Mail

Growing a rent-to-own customer base isn't just about getting people through the door — it's about what happens before, during, and long after that first visit. In this episode, Pete Shau and Danny deliver a practical, no-fluff playbook built from nearly three decades of combined RTO experience that every store manager, account manager, and district manager needs to hear.

The seven tips they cover span the full customer journey — from the culture you build inside your store, to how you show up in your community, to the digital presence that younger customers are judging you on before they ever walk in. Some of these tips will feel like common sense. Others might make you rethink how your team is operating right now.

But here's the one thing Pete and Danny make crystal clear: you can execute the first six tips perfectly and still not grow — if you're dropping the ball on tip number seven.

Whether you're running a single location or overseeing multiple stores, this episode will have you looking at your numbers, your team, and your process differently by the time it's over.

Support the show

Join The RTO Newsletter: https://bit.ly/RTOPODnewsletter

Subscribe on Apple: https://apple.co/4wpbUqF

Subscribe on Spotify: https://bit.ly/RTOPODspotify

Learn More About Sponsorship: https://bit.ly/RTOPODsponsor

Send us Fan Mail

The hosts agree: there's no universal time frame. Some decisions are clear within a week. Others take 90 days or two years. The key distinction Danny draws is "will do" vs. "won't do" — a training issue can be fixed; an attitude problem usually can't. Pete's approach leans on data and documentation, while Danny leads with instinct and energy. Both agree: always follow your gut.

The Brady Rule — Veteran vs. Rookie

Inspired by a conversation with Mike Skehan, a 15-year Buddy's Home Furnishings division manager overseeing 43 stores, Pete and Danny tackle the classic dilemma: do you stay loyal to the reliable veteran, or bring in the high-potential rookie? Their take — keep the rookie on the bench as motivation for your existing team, and never be afraid to make the tough call when the business demands it.

Lean vs. Green: Who Do You Hire?

The episode introduces the "lean vs. green" framework — experienced RTO hires who come with old habits versus brand-new employees who are a blank slate. Both have tradeoffs. The lean hire is quicker to accountability; the green hire takes longer to develop but can be shaped exactly how you need. Best recruiting sources for green talent: Walmart, Target, and call centers — environments that already develop time management, quota awareness, and people skills.

Bench or Cut? Handling Burnout

Sometimes retain-or-replace isn't about performance — it's about burnout. Pete and Danny discuss the nuance of stepping a GM back without losing them entirely, using a sports analogy: do you bench the player or cut them from the team? The answer depends on loyalty, tenure, and whether the person stepping in is outperforming the one who stepped out.

The Bottom Line

Every retain-or-replace decision is situational. Document performance, have honest conversations, avoid blindsiding people — and at the end of the day, trust your gut. Pete and Danny invite listeners to share their own take and vote on the topic via email.

Support the show

Join The RTO Newsletter: https://bit.ly/RTOPODnewsletter

Subscribe on Apple: https://apple.co/4wpbUqF

Subscribe on Spotify: https://bit.ly/RTOPODspotify

Learn More About Sponsorship: https://bit.ly/RTOPODsponsor

Send us Fan Mail

In this fired-up episode, Pete Shau and Danny challenge every rent-to-own operator, store manager, and district manager to tear off the mental ceiling they've placed on their own potential. Inspired by Dan Fisher, Pat Hartman, and Ray Adams of Magic Rentals and their legendary Two Million Dollar Club session at RTO World 2022, Pete and Danny break down what it actually takes to stop thinking like a million-dollar store and start building like a two-million-dollar one.

Belief Is the Foundation

The number one fundamental: you have to believe it's possible. Too many RTO managers cap their store's potential before the work even begins — blaming demographics, geography, or market size. Pete and Danny argue that the right mindset, paired with the right manager, can transform any location.

The Fundamentals of a Two-Million-Dollar Store

• Belief & hunger — without it, growth stops before it starts
• Customer rapport — being the face of your store, in person and online
• Leadership development — stop doing everything yourself; train people to manage, not just execute
• Store culture — buy-in has to happen every single day, from delivery techs to the GM
• Working Genius — pairing complementary personalities (planner + executioner, sales-minded + credit-minded) builds the strongest store teams
• Training your replacement — the key to moving up is developing someone to fill your shoes

Managing vs. Doing

One of the episode's sharpest insights: most RTO store managers know how to do the job — but not how to manage through it. Drawing from Dale Carnegie's How to Win Friends and Influence People, Pete and Danny discuss how honest feedback, accountability, and teaching others to lead is what separates good stores from great ones.

No Cap — In Every Sense

Pete closes with a personal commitment: his New Port Richey store, run by manager Chris, is going for two million dollars in 2023. The episode ends with a challenge to every listener — hold them accountable, set your own goals, and remember: the cap you place on yourself is the only one that matters.

Support the show

Join The RTO Newsletter: https://bit.ly/RTOPODnewsletter

Subscribe on Apple: https://apple.co/4wpbUqF

Subscribe on Spotify: https://bit.ly/RTOPODspotify

Learn More About Sponsorship: https://bit.ly/RTOPODsponsor

Send us Fan Mail

RTO World 2022 Recap: Hello, Indy!

The RTO Show Podcast | Hosted by Pete Shau & Danny

In this lively recap, Pete Shau and Danny take listeners inside RTO World 2022, the rent-to-own industry's premier annual conference held August 10–12 in Indianapolis, Indiana. From educational sessions and leadership panels to rooftop ballrooms and bike cab rides through downtown Indy, this episode captures the energy and community that makes RTO unlike any other industry.

A Last-Minute Presentation That Delivered

Pete and Danny co-facilitated a session on managing in a post-pandemic world alongside Chrissy Livey of Impact RTO. Despite just three days to prepare, the session drew strong feedback — including praise from a 28-year industry veteran. The biggest lesson: be genuine, know your material, and speak from the heart.

Industry Highlights

• Chris Cale Sr. received the RTO Lifetime Achievement Award, presented by his son Chris Cale Jr., president of Trib
• Paul Mativier (VP of Impact RTO, President of FRDA) teased a future podcast appearance
• The Two Million Dollar Club session with Magic's team reframed what's possible for RTO store revenue
• Workforce wages, generational management, and vendor relationships dominated the conversation

What's Next

The FRDA meeting in Tampa and deeper dives into APRO, FRDA, and the Trib buying group are on the horizon.

Support the show

Join The RTO Newsletter: https://bit.ly/RTOPODnewsletter

Subscribe on Apple: https://apple.co/4wpbUqF

Subscribe on Spotify: https://bit.ly/RTOPODspotify

Learn More About Sponsorship: https://bit.ly/RTOPODsponsor

Send us Fan Mail

In this foundational episode of The RTO Show Podcast, hosts Pete Shau and Danny break down everything you need to know about the rent-to-own (RTO) industry — from how rental agreements work to the real-world benefits that set RTO apart from traditional retail. Whether you're a first-time customer curious about rent-to-own, an industry newcomer, or a seasoned RTO professional looking to sharpen your customer education skills, this episode is your go-to guide.

What Is Rent-to-Own? The Basics Explained

Pete and Danny open with the fundamentals: rent-to-own is a flexible retail model that bridges the gap between cash buyers and credit-based financing. Customers can access furniture, appliances, electronics, and more — with no credit check, no loan, and no long-term financial obligation. RTO agreements are structured around weekly, bi-weekly, semi-monthly, or monthly payment terms ranging from 6 to 24 months.

Understanding Your RTO Agreement: 3 Key Parts

The episode walks listeners through the three components of a standard rent-to-own agreement:

1. Full-Term Payments — Complete all scheduled payments and you own the product outright.
2. Same-as-Cash Option — Pay off the retail value within a set window (typically 3–12 months) and avoid additional costs.
3. Early Purchase Option (EPO) — Buy out your agreement after the same-as-cash period at a discounted rate — less than the full-term total, more than the same-as-cash price.

Top Benefits of Rent-to-Own

Pete and Danny highlight why millions of Americans choose RTO over big-box retail:

• No credit check — RTO doesn't impact your credit score or interfere with mortgage or loan applications
• Free delivery and assembly — included with no hidden fees
• Service and repairs included — normal wear and tear is covered at no extra charge
• Loaner products — if your item needs service, most RTO stores provide a loaner so you're never without
• Pre-leased (pre-loved) merchandise — quality refurbished products at significant discounts, still covered under service agreements
• Flexible payment options — upgrade, downgrade, or terminate your agreement at any time
• Same-day or next-day delivery — no 4–6 week wait times like traditional retailers

The RTO Community Difference

One of the episode's standout themes is the relationship-driven culture of the rent-to-own industry. Unlike impersonal big-box retail, RTO stores are staffed by community members who build long-term customer relationships, participate in local events, sponsor schools and little leagues, and genuinely invest in the neighborhoods they serve.

Industry Growth & Real Numbers

The hosts cite compelling industry data: the RTO market has grown from approximately 4.8 million customers a decade ago to an estimated 9 million customers today — a testament to the value and accessibility the industry provides.

Pete & Danny's RTO Origin Stories

The episode wraps with personal stories from both hosts about how they stumbled into the rent-to-own industry — and never left. Their combined 29 years of experience spans store management, multi-unit operations, and customer development, giving the podcast an authentic, insider perspective.

Support the show

Join The RTO Newsletter: https://bit.ly/RTOPODnewsletter

Subscribe on Apple: https://apple.co/4wpbUqF

Subscribe on Spotify: https://bit.ly/RTOPODspotify

Learn More About Sponsorship: https://bit.ly/RTOPODsponsor

Send us Fan Mail

Welcome to The RTO Show.

I'm Pete Shau, and if you've spent any time in the rent-to-own industry — whether you're behind the counter, running a store, managing multiple locations, or leading from the home office — then you already know: this business gets in your blood.

I've spent over 20 years in this industry. From store management at Rent-A-Center to multi-unit operations at Rent King and Buddy's Home Furnishings, I've lived the day-to-day grind, the leadership challenges, and the moments that remind you why RTO is unlike any other business out there. And in August of 2022, I decided it was time to build something for the people who feel the same way.

That's what The RTO Show is — a front-row seat to the rent-to-own industry.

Every episode, we're bringing you real conversations with industry leaders, operators, vendors, and innovators. We'll dig into what's working, what's changing, and what you need to know to lead better and grow stronger. From legislative updates and product spotlights to the stories behind the businesses that are shaping RTO's future — if it matters in this industry, we're talking about it.

This isn't just a podcast. It's a community. And it starts right here.

So whether you're a seasoned vet or brand new to the industry — welcome to The RTO Show. Let's talk rent-to-own.

Support the show

Join The RTO Newsletter: https://bit.ly/RTOPODnewsletter

Subscribe on Apple: https://apple.co/4wpbUqF

Subscribe on Spotify: https://bit.ly/RTOPODspotify

Learn More About Sponsorship: https://bit.ly/RTOPODsponsor