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

Pete Shau
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The RTO Show Podcast is the podcast for the rent-to-own industry, hosted by Pete Shau, an industry insider with more than 20 years of experience in RTO operations, sales, leadership, marketing, and store growth.  Each episode brings candid conversations, practical insights, and real stories from the people shaping the RTO community, including operators, vendors, association leaders, store teams, industry veterans, and innovators helping move rent-to-own forward.  Pete’s conversations are built for seasoned veterans, newcomers, owners, managers, vendors, and anyone who wants to learn from the shared experiences, hard-earned lessons, and fresh perspectives inside the rent-to-own industry.  From lead generation, lead management, customer behavior, store traffic, door swings, sales process, collections, training, recruitment, and leadership development to technology, CRM integration, mobile-first shopping, Google ranking, Facebook ads, video marketing, advocacy, APRO, TRIB Group, RTO World, LegCon, and the future of the rent-to-own business model, The RTO Show helps listeners understand what is really happening in RTO.  If you work in RTO, serve the RTO industry, or want to better understand the people, challenges, trends, and opportunities behind rent-to-own, The RTO Show Podcast is your insider’s guide to the industry’s pulse.  Join The RTO Newsletter: https://bit.ly/RTOPODnewsletter Learn More About Sponsorship: https://bit.ly/RTOPODsponsor

  1. 1d ago

    Tectonic CEO Dusty Gulleson on Leading RTO Teams Without Micromanaging

    Send us Fan Mail Half of new platform rollouts fail, and the software is rarely the reason. Dusty Gulleson, CEO of Tectonic, joins Pete Shau to explain why so many RTO dealers buy a CRM, POS system, or routing app their teams never use, and what to do before you sign the next contract. Dusty built a 100-person technology company over 27 years with no outside capital and a team that tends to stay for more than a decade. He walks through his people, processes, and platforms order of operations, how to read a vendor pitch before you ask a single question, why the red light in your reports usually points somewhere other than the real problem, and how decentralized leadership and a fair approach to mistakes keep good people in the building even when a competitor offers more money. It is an outside perspective that lands squarely on the operational challenges rent-to-own operators deal with every day. Subscribe to The RTO Show Podcast wherever you listen, and join the newsletter at rtoshowpodcast.com for the industry conversations that do not make it onto the show. What You'll Learn Why leadership, and rarely the tool, is the reason a new platform sits unusedWhat to listen for in a vendor pitch before you ask any questionsHow one-on-one interviews and a scored survey tell you what your stores actually needA way to hold people accountable for big mistakes without shaming them out the doorWhy a healthy work environment keeps employees when a competitor offers 50 cents moreGuest Dusty Gulleson is the CEO of Tectonic, a vertically integrated technology company he founded 27 years ago that now serves roughly 400 clients across strategy, digital, managed IT and security, higher education software, and AI and automation. He has grown the company to 100 people with no outside capital. FlyWheel RTOA premier supplier to the RTO industry, providing high quality brand-name products.Disclaimer: This post contains affiliate links. If you make a purchase, I may receive a commission at no extra cost to 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

  2. Sep 7

    RTO World 2026 Highlights: Hello West Palm Beach!

    Send us Fan Mail If you think rent-to-own is just a transaction, RTO World 2026 proves it is a full ecosystem built on relationships, standards, and real community impact. Pete Shau is in West Palm Beach with Charles Smitherman, CEO of APRO, for a candid recap of the event. They cover why networking is a competitive advantage for operators and vendors, what the APRO Legal Summit revealed about TCPA, texting, and shifting state laws, and why the Generative Knowledge Initiative matters now that AI and search engines are already explaining rent-to-own to customers, journalists, and policymakers. You will also hear about the Women's Forum, the Tissett Talk, vendor speed dating, the scholarship silent auction, a passing of the torch at the hot show, and an $80,000 giveback that put mattresses and furniture in the hands of young adults leaving foster care. Then Charles previews RTO World 2027 in Cleveland, including an experience party at the Rock and Roll Hall of Fame. Subscribe, share this with someone in RTO, and join The RTO Newsletter at thertoshowpodcast.com. What You'll Learn Why networking at RTO World is a real business advantage and how to use itHow TCPA and texting rules create risk for stores that market by phoneWhat the Generative Knowledge Initiative means for how AI describes rent-to-ownWhy tire and wheel, shed, and franchise operators belong at RTO World tooHow the APRO Charitable Foundation funds scholarships and disaster reliefGuest Charles Smitherman, PhD, JD, MSt, CAE, is CEO of APRO, the national trade association for the rent-to-own industry, and a co-author of The Rent to Own Revolution. He leads APRO's legislative monitoring, best-practice development, and AI readiness efforts. Tools, Frameworks, or Strategies Mentioned Protecting the Transaction Legal Summit: APRO's annual session on legislation, consumer protections, and best practices, now in its third year and aimed at building a self-regulating industry.TCPA and Do Not Call best practices: Guidance APRO is releasing on telephone, texting, and marketing compliance under the Telephone Consumer Protection Act.Generative Knowledge Initiative: APRO's effort to publish accurate, industry-authored content so AI and search engines describe rent-to-own correctly. Resources at rtohq.org/AI include the GEO toolkit, AI best practices, and an AI implementation playbook.RTO 101 Knowledge Base: APRO's digitized industry history, research, and customer and employee stories built for an AI-driven world.Vendor speed dating: Four-minute rotations that give service providers and new vendors face time with operators before the expo.APRO Charitable Foundation: Scholarship fund (about $1.3 million awarded to date) and disaster relief for RTO families. Donate at rtohq.org.LEAP program: APRO's on-demand education library for members.Recorded education sessions: All RTO World 2026 breakouts were professionally recorded and are available on demand to APRO members.FlyWheel RTOA premier supplier to the RTO industry, providing high quality brand-name products.Disclaimer: This post contains affiliate links. If you make a purchase, I may receive a commission at no extra cost to 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

    RTO World 2026 Highlights: Hello West Palm Beach!

  3. Aug 31

    How Self-Awareness Turns Good Sellers Into Great Ones

    Send us Fan Mail Charisma is the quiet force that can make an average pitch land and a perfect pitch fall flat. Pete sits down with Arky Jones from Australia to unpack why some people seem to “read the room” instantly, how emotional intelligence shows up in tiny nonverbal cues, and what sales leaders can do to coach those skills without turning their teams into robots. If you’ve ever watched a rep with less product knowledge outperform the expert, this conversation puts language and structure around what you’re seeing. We go deep on self-awareness as a skill you can build, not a trait you’re born with. Arky shares his 1% principle for steady improvement, the control versus no-control filter that reduces stress, and the idea that personality is a mirror, not a box. That difference matters in real workplaces: personality assessments can help hiring, training, and communication, but only if they stay a tool rather than a label that steals agency. We also talk about when to retake a personality test during periods of change, and how tracking patterns over time can make leadership development more intentional. The second half gets practical with behavior change: neuroplasticity, manual overrides when old defaults creep in, and a grounded take on stoicism as a toolbox option for managing pressure. Arky explains blind spots as outdated protection, plus one of the most damaging workplace patterns, holding others to standards you won’t hold yourself to. If you want better rent-to-own sales training, stronger team communication, and a clearer way to coach people as individuals, you’ll take a lot from this one. Subscribe, share this with a manager or rep who cares about growth, and leave a review with the biggest blind spot you’re working on right now. 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

  4. Aug 27

    The RTO Show LIVE at RTO WORLD 2026

    Send us Fan Mail We’re recording live from RTO World 2026 and we get honest about what actually drives growth in rent-to-own: culture, clear language, and telling our story before someone else tells it for us. With Charles Smitherman from APRO and Adam Sutton from RR Tire Express, we connect the dots between franchise culture, AI search, and the real-world customer value of lease-to-own done right.  • why RTO World matters for education, relationships, and industry momentum  • what the Heritage Award represents and why recognition hits different when RTO is your day job and your mission  • how RR Tire Express earns Culture 100-level results and what DX3 means in practice  • building a value-driven culture in a “me-first” social media world  • using language like “team member” to reinforce responsibility and belonging  • leading culture change with repetition, encouragement, and operational standards  • “fail fast” as a practical mindset for teams trying new ideas without fear  • the 2026 RTO landscape, online shifts, and why competition can expand the market  • subscription thinking, product as a service, and why experience keeps customers coming back  • APRO’s updated best practices, ethics focus, and the goal of being self-regulating  • the four core truths and why repeating them helps customers, lawmakers, and AI engines get the transaction right  • GEO toolkits, prompts, and resources members can use to improve marketing and compliance messaging  • lessons from the New York ELSA Act fight and why proactive advocacy depends on clear definitions  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

  5. Aug 17

    How To Make Your Grand Opening Pay Off Big!

    Send us Fan Mail A grand opening can be the moment your store becomes “the new place in town” or the day you spend a lot of money and barely get noticed. We sit down with Vince, VP of franchising at RR Tire Express, to get practical about what actually moves the needle when you’re launching a new location: how to ramp faster, how to avoid a shaky first impression, and how to build trust with people who have never heard of your brand. We dig into the real purpose of a soft opening vs a grand opening, and why the win is not just installs or same-day revenue. Vince explains the metrics that matter, like how full your registration box gets, how your team performs under pressure, and whether you see a clear uplift week over week after the event. We also talk timing, including the sweet spot for scheduling, why certain hours work better than others, and how early you should start promoting without burning out your audience. Then we get tactical with a franchise grand opening marketing mix that fits real budgets: digital marketing ROI through PPC, Facebook, SEO, and geofencing, plus old-school flyering and business-to-business outreach that still outperforms when it’s done consistently. You’ll also hear how giveaways, food trucks, signage, and a simple customer flow help you “preach the program” and turn foot traffic into leads you can follow up with for months. If you’re opening a rent-to-own store, a tire and wheel store, or any new retail location, this is a field-tested playbook. Subscribe, share this with a friend who’s about to launch, and leave a review with your best grand opening idea: what’s the one tactic you swear by? 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

  6. Aug 10

    What If Training Is Really About Trust

    Send us Fan Mail Training sounds simple until you watch a new hire freeze the first time the phone rings or a customer brings a messy, real-life problem to the counter. Nick Robinson from RNR Tire Express joins me to get honest about what actually builds confident teams in rent-to-own: a people-first culture, patient repetition, and leaders who are willing to stay in the gap until someone is truly ready. We dig into what franchise training looks like from both angles, from my role as a franchise training specialist to Nick’s boots-on-the-ground operations approach and his work building vendor relationships. Along the way we talk about mentorship, why culture is the real engine of performance, and how “pour into people” becomes a practical training strategy, not just a nice phrase. If you care about customer service in RTO, onboarding new staff, or building a team that can handle pressure without turning into robots, this conversation is built for you. We also get tactical about tools that work: role play that mirrors real scenarios, slowing down the pace so people do not burn out, and running “proofs” so training is more than box-checking. We talk about why collections is really account management, why one-offs are guaranteed, and why it takes months, not days, to truly understand rent-to-own terms, processes, and judgment calls. We close by sharing failures we learned from, because those lessons often train better than any script. Subscribe, share this with a leader who trains others, and leave a review if it helps you build a stronger RTO team. What is the hardest part of training where you work? 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

  7. Aug 3

    AI Is Rewriting Rent-to-Own Marketing Now

    Send us Fan Mail Google search is quietly turning into a no-click world, and rent-to-own marketing feels the impact first. When AI Overviews answer the question on the results page, fewer shoppers ever land on an RTO website, which means the old playbook of “rank and convert” stops working the way it used to. We sit down with Ryan Krass of WoW Brands to unpack what’s changing, why it changed so fast, and how rent-to-own dealers can stay visible when the buyer journey starts inside AI. We connect the dots between macroeconomics and consumer search behavior, including how gas price shocks and inflation reduce discretionary spend and push customers to trade down. That shift shows up in real keyword demand: cheap appliances, used washer and dryer, washer repair, furniture payment plans, same-day delivery, and other “do more with less” phrases. We also talk about buy now pay later growth and what it pulls away from traditional RTO, plus where VRTO and VLTO models may struggle when the pickup and refurbishment reality hits. Then we get practical: what it means to “feed the machine” with clean, structured data, accurate inventory, strong product pages, and clear availability. Ryan lays out his five pillars for AI visibility and local SEO: relevance, proximity, trust, clarity, and authority, with a blunt takeaway that reviews are the trust proxy AI uses to decide who gets recommended. Subscribe, share this with a dealer who needs it, and leave a rating and review so more operators can find the show. 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

  8. Jul 27

    Great Rent To Own Stores Are Built On Relationships

    Send us Fan Mail Everyone offers “easy payments” now, so why do some rent-to-own stores keep growing while others stall out? I sat down with Phil Hamer from Buddy’s Home Furnishings to get real about RTO operations, from the habits that win on the showroom floor to the behind-the-scenes systems that protect collections, staffing, and customer retention. Phil walks through his 24-year journey from starting on the truck to leading corporate operations, and what he learned along the way about mentors, competitive drive, and developing people who can carry the business forward. We also break down how Gen Z shopping behavior is changing the game: fewer walk-ins, more online and phone orders, and a “subscription” mindset that makes lease-to-own a natural fit if we explain it clearly. That shift impacts everything from product flow to how we train teams to communicate with confidence. We go deep on recruiting, too, including why evergreen job ads can backfire, how to use tools like Indeed messaging as a two-way CRM, and how simple text reminders can cut interview ghosting. From there, we zoom out to customer acquisition: guerrilla marketing still works, handshake cards still matter, referrals can double a store’s reach, and community events build the kind of trust big-box payment programs can’t match. We close with a practical look at AI in rent-to-own, why reporting dashboards may be the best starting point, and where the human relationship still can’t be replaced. If you care about rent-to-own leadership, collections, sales training, marketing strategy, and the future of the RTO industry, hit subscribe, share this with a manager on your team, and leave a review with your biggest takeaway. 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

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About

The RTO Show Podcast is the podcast for the rent-to-own industry, hosted by Pete Shau, an industry insider with more than 20 years of experience in RTO operations, sales, leadership, marketing, and store growth.  Each episode brings candid conversations, practical insights, and real stories from the people shaping the RTO community, including operators, vendors, association leaders, store teams, industry veterans, and innovators helping move rent-to-own forward.  Pete’s conversations are built for seasoned veterans, newcomers, owners, managers, vendors, and anyone who wants to learn from the shared experiences, hard-earned lessons, and fresh perspectives inside the rent-to-own industry.  From lead generation, lead management, customer behavior, store traffic, door swings, sales process, collections, training, recruitment, and leadership development to technology, CRM integration, mobile-first shopping, Google ranking, Facebook ads, video marketing, advocacy, APRO, TRIB Group, RTO World, LegCon, and the future of the rent-to-own business model, The RTO Show helps listeners understand what is really happening in RTO.  If you work in RTO, serve the RTO industry, or want to better understand the people, challenges, trends, and opportunities behind rent-to-own, The RTO Show Podcast is your insider’s guide to the industry’s pulse.  Join The RTO Newsletter: https://bit.ly/RTOPODnewsletter Learn More About Sponsorship: https://bit.ly/RTOPODsponsor

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