Hosts Stephen Olmon and Collin Trimble get practical and tactical on winning new logos in security & life-safety. They break down how to niche your ICP, keep your message consistent, split lead vs. sales process, and get multithreaded so you close more deals—without wasting budget on broad, unfocused marketing. From anchor pricing and social proof snapshots to CRM must-haves, this is the field guide to predictable pipeline and higher close rates.

✨ What You’ll Learn

• Niche to win: How vertical focus (e.g., K-12 & universities) sharpens messaging, improves ops, and raises credibility.
• ICP, not guesswork: Turn real customer interviews into a usable Ideal Customer Profile that drives copy, offers, and outreach.
• Lead vs. Sales process: Why separating them boosts qualification, reduces time vampires, and increases conversions.
• Multithreading that matters: Get beyond one facility manager to influencers and power—so you don’t lose single-threaded deals.

💼Shoutout to Avoca AI!

Looking to train your call center and improve technician performance? Avoca AI helps teams identify issues, improve call quality, and drive results from start to finish.

🔗 Schedule a demo

💼 Extra Special Thanks to Service Scalers!

We’ve been partnering with Service Scalers to maximize our Local Service Ads (LSAs) and optimize our Google My Business profiles, and the results have been incredible. With hundreds of thousands in sales and 900+ calls in a single week, GMBs are now our top-performing organic lead channel.

Want to learn how Service Scalers can do the same for you?

🔗Check Them Out Here

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• Stephen Olmon
  
  
• Collin Trimble
• MORE Entry & Exit
  
  
• Owned and Operated — https://www.ownedandoperated.com/

Owned and Operated

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Welcome to Entry & Exit — the Owned and Operated series for builders in security & life-safety. Hosts Stephen Olmon and Collin Trimble break down how to make your company sale-ready long before you sell: architecting a team that’s bigger than the owner, shifting from one-time installs to recurring revenue, and building a repeatable sales + service engine that PE buyers love. From SDR/AE/SE role design to skills-based routing and an estimation playbook, this is a practical blueprint for predictable growth and a stronger exit.

✨ What You’ll Learn

• Design for exit early: reduce key-man risk, diversify revenue, and make the business run without you.
• RMR as the growth engine: why we sell cloud/subscription solutions by default—and when to walk from non-subscription deals.
• Cash vs. contracts (hybrid): trading some upfront GP for higher enterprise value via contracted recurring revenue.
• Sales org that scales: split roles (SDR → AE → Solutions Engineer) so AEs spend time in front of customers.

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Stephen Olmon
Collin Trimble


Owned and Operated

Owned and Operated

New Episodes Every Wednesday!

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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!

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