Four Ways to Improve RMR
Taylor Sears is back. A few months after his Dealer Spotlight, the COO of Silent Guard and Davis Heat and Air joins Jake Voll for a working session on the four levers any dealer can pull to grow recurring revenue and the profit underneath it.
In this conversation, Taylor and Jake walk through those levers, talk through where most dealers are leaving money on the table on each one, and what to actually do about it on Monday morning. You'll learn about...
✅ Lever 1, raise prices: why "the next best day past yesterday is today," and how small surgical increases every year sidestep the ADT-style sticker shock that runs customers off
✅ The hassle premium: anything that's a hassle, people will pay extra to make go away, but only if the value shows up first
✅ Lever 2, grow your existing base: minimize attrition by doing things nobody else does, including auditing every customer's first-call-answer rate and replacing dead numbers before they cost a real alarm response
✅ Why Silent Guard sells a Quality Assurance Program instead of a "maintenance agreement," runs it at 60-65% margin, and builds in incentives that pull customers back every time the tech changes (3G to 4G to LTE to whatever's next)
✅ How a 10-year smoke detector lifespan becomes a forced sales touchpoint most dealers ignore
✅ Lever 3, find more customers, the right ones: start with your top 100 RMR report, then hunt centers of influence like libraries, health departments, and school districts instead of fishing for lions in the Florida Everglades
✅ Lever 4, increase value per transaction: Silent Guard's residential business went from losing $8 per labor hour in 2024 to making $15 in 2025 after adjusting labor rates, a $27 per hour swing on the same work
✅ Why a small alarm install in a Kentucky candle factory office grew into a $400,000 project once the customer expanded their distribution, and why being already-on-site beats being the lowest bid
✅ The apartment complex that adds 5-10 mobile credentials to its account every month with zero sales effort, and why that compounding is the entire point of recurring revenue
✅ Wallet share: how to spot a customer where you have the alarm contract but a competitor has the fire, video, or access, and why every gap is a door for someone else to walk through
✅ "What gets measured gets managed": the daily 5pm report Taylor uses to know exactly where his RMR sits, and why he texted his cell number to the live audience to keep the conversation going
Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak
In this conversation, Taylor and Jake walk through those levers, talk through where most dealers are leaving money on the table on each one, and what to actually do about it on Monday morning. You'll learn about...
✅ Lever 1, raise prices: why "the next best day past yesterday is today," and how small surgical increases every year sidestep the ADT-style sticker shock that runs customers off
✅ The hassle premium: anything that's a hassle, people will pay extra to make go away, but only if the value shows up first
✅ Lever 2, grow your existing base: minimize attrition by doing things nobody else does, including auditing every customer's first-call-answer rate and replacing dead numbers before they cost a real alarm response
✅ Why Silent Guard sells a Quality Assurance Program instead of a "maintenance agreement," runs it at 60-65% margin, and builds in incentives that pull customers back every time the tech changes (3G to 4G to LTE to whatever's next)
✅ How a 10-year smoke detector lifespan becomes a forced sales touchpoint most dealers ignore
✅ Lever 3, find more customers, the right ones: start with your top 100 RMR report, then hunt centers of influence like libraries, health departments, and school districts instead of fishing for lions in the Florida Everglades
✅ Lever 4, increase value per transaction: Silent Guard's residential business went from losing $8 per labor hour in 2024 to making $15 in 2025 after adjusting labor rates, a $27 per hour swing on the same work
✅ Why a small alarm install in a Kentucky candle factory office grew into a $400,000 project once the customer expanded their distribution, and why being already-on-site beats being the lowest bid
✅ The apartment complex that adds 5-10 mobile credentials to its account every month with zero sales effort, and why that compounding is the entire point of recurring revenue
✅ Wallet share: how to spot a customer where you have the alarm contract but a competitor has the fire, video, or access, and why every gap is a door for someone else to walk through
✅ "What gets measured gets managed": the daily 5pm report Taylor uses to know exactly where his RMR sits, and why he texted his cell number to the live audience to keep the conversation going
Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak
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