The Landscaper's Guide to Modern Sales & Marketing – Details, episodes & analysis

Some folks think keeping a landscape healthy just means dumping more fertilizer and cranking up the sprinklers. But that’s like throwing steak on the grill without seasoning—it’s not gonna turn out the way you hoped. That’s why at NALP’s Elevate conference in Charlotte, NC, Jack Jostes caught up with Dr. Eric Brown, a PhD agronomist from Massey Services, to talk about what really makes plants thrive (hint: it’s not just luck).

Dr. Brown has spent years researching how to get big results with fewer inputs—which means less waste, healthier plants, and more money in your pocket. He shares the five key principles every landscaper should follow, from choosing the right plants for the right place to managing soil health, water, and pest control the right way. If you’ve ever struggled with dead spots, disease, or plants that just won’t take, this episode will help you fix those problems at the root.

Standing right there on the trade show floor, Dr. Brown breaks down how to bridge the gap between research and real-world landscaping so you can explain plant health to your customers without making their eyes glaze over. Whether you're running a landscaping business or just want to grow healthier plants, this episode is packed with easy-to-apply insights that’ll make your landscapes look better and last longer.

Want your landscapes to stay green and keep more green in your wallet? Tune in now for expert advice you won’t hear anywhere else.

🔍 Here’s what you’ll take away:

• 🌱 The 5 Secrets to a Thriving Landscape: Why soil, water, and plant selection matter more than you think.
• 💧 Less Fertilizer, Better Growth: How to feed your plants smarter (and stop wasting money on unnecessary treatments).
• 👨‍🌾 What the Heck Does an Agronomist Do?: Why Massey Services has a scientist on staff and how it benefits landscapers.

Watch now and start applying real agronomic science to your landscaping! 🎧 

Show Notes:

Watch the full episode + see the transcript at: landscapersguide.com/podcast

Tell us where to send your beef jerky: landscapersguide.com/toolbox

📅 Join Us at our Upcoming Events! 

Want to connect in person? Check out where Jack is speaking next: landscapersguide.com/events 

👨‍🌾 Connect with Dr. Eric Brown on LinkedIn: linkedin.com/in/eric-a-brown-266208b9

🌱 Massey Services – Expert Landscape & Pest Management: masseyservices.com

Most landscapers think they have a handle on their numbers—until cash flow problems, unexpected equipment costs, or skyrocketing overtime smack them in the face. In this episode of The Landscaper’s Guide, Jack Jostes talks with Steven Bach from Bach Business Partners (BBP) about the financial traps that cost landscapers money every single year—and how to avoid them.

One of the biggest mistakes? Confusing sales with revenue. Just because you landed a contract doesn’t mean that money is in your pocket. Steven shares how landscapers can track revenue correctly, avoid cash flow surprises, and set realistic financial targets that actually mean something.

Then, they dig into equipment pricing. Are you factoring in work days the right way? Or are you overpricing jobs and scaring off customers—or worse, underpricing and bleeding profits? Steven explains how to stop guessing and start charging accurately so your business stays competitive and profitable.

And let’s talk labor. Overtime can eat into your margins fast, but the real problem? Most landscapers lie to themselves about how much they’re actually running. Steven breaks down a simple way to track and plan for it—so you’re not caught off guard when payroll rolls around.

Watch the FULL episode to dig deeper into:

• 💰 Sales vs. Revenue Reality Check: Why closing a sale doesn’t mean the money is yours yet.
• 🚜 Pricing Equipment the Right Way: How to calculate costs without overpricing your work.
• ⏳ Overtime Planning Done Right: Avoid the common mistake that drains your profits.

Watch now and take control of your financial future—before your numbers control you! 📺 

Show Notes:

Watch the full episode + see the transcript at: landscapersguide.com/podcast

Tell us where to send your beef jerky: landscapersguide.com/toolbox

🎤 Catch Jack at upcoming industry events: landscapersguide.com/events 

💼 Learn more about Bach Business Partners: www.linkedin.com/in/steven-bach-7a20554

👤 Connect with Steven Bach on LinkedIn: www.bachbusinesspartners.com 

Ever wonder how to turn a seasonal lawn care business into a thriving operation? In this episode of The Landscaper’s Guide, Jack Jostes chats with Clint Baxter, owner of Green Seasons Lawn and Tree Service. Live from Elevate 2024, Clint shares how he’s grown from a 200-customer buyout to serving over 2,000 loyal clients.

Clint reveals his strategies for tackling the highs and lows of seasonality. From managing marketing budgets to preparing for the big spring rush, he’s got tips every lawn care pro can use. And if you’re curious about expanding into new services like pest control, Clint explains how he’s making it work without overcomplicating things.

This episode dives into the power of local SEO and how a solid website can keep leads flowing year-round. Clint’s story proves that even during the slow months, smart marketing and strong customer connections can make all the difference.

Curious how Clint handles price increases, loyal customers, and growing his services? Press play to hear how you can elevate your lawn care or landscaping business—no matter the season!

Listen now to learn more about:

• 🌱 Seasonal Growth Hacks: How Clint budgets for marketing and maximizes the busy spring months.
• 🔍 SEO That Works: Why ranking above competitors isn’t just about Google—it’s about strategy.
• 🚀 Expanding Services: The BIG opportunities in pest control and cross-selling to current customers.

Don’t miss this episode! Get practical tips and strategies to keep your business growing strong. 💡 

Show Notes:

Watch the full episode + see the transcript at: landscapersguide.com/podcast

Tell us where to send your beef jerky: landscapersguide.com/toolbox

🌳 Learn more about Green Seasons Lawn Care: greenseasonslawns.com

🎟️ Check out our upcoming events: landscapersguide.com/events

If you run a snow and landscape company or any small business for that matter, it's absolutely essential that, you, the owner have a strong grasp on your finances, on your cash flow, and on your profitability. It can totally feel overwhelming. I know it was for me as I was growing and that's why I interviewed Christeen Era on today's podcast, the author of Profit First for Lawn Care and Landscape Businesses. 

Christeen's going to share actionable insights on cash flow management, pricing, marketing budgets, and a whole lot more.

Check out Part 2 of this interview, available as an audio-only podcast!
Spotify: https://open.spotify.com/episode/3n7SCvVXcwEtuIQ3DIx6Tt?si=TTDYBpA0TBezMYPKba1Agw
Apple Podcasts: https://podcasts.apple.com/us/podcast/intro-to-profit-first-for-lawn-care-and-landscape/id1503255039?i=1000604604105

Watch the full episode + see the transcript at: https://landscapersguide.com/intro-to-profit-first-for-lawn-care-and-landscape-businesses-with-christeen-era/

If you're listening to this before March 21st, join me on Christeen's webinar series where I'll be presenting the Tree of Good Fortune: The Landscapers Guide to Modern Sales & Marketing and doing some live Q&A with Christeen. Check that out at https://landscapersguide.com/events

Video produced by Ramblin Jackson, The Snow & Landscape Marketing Agency

Ramblin Jackson
(303) 544-2125
https://ramblinjackson.com/

Landscape company owners and business people all over the country are talking about culture, how to create a culture. In today's interview with Jim Martin, we share how he's grown beyond just success into significance through creating scholarships for the employees of his company. 

Check out today's interview to learn more about how he did that and the one thing Jim always carries with him when he goes whitewater rafting all over the world.

Watch the full episode + see the transcript at: https://landscapersguide.com/podcast/

With only a few weeks until spring officially starts. I wanted to ask some of the top sales and marketing and operations experts in the green industry, what's your number one tip to get ready for spring in 2023? 

Check out today's episode, I'm going to interview some people about sales, marketing, recruiting for office positions with LinkedIn and personality assessments, and a whole lot more!

Watch the full episode + see the transcript at: https://landscapersguide.com/podcast/

We’re in the Time To Thrive and we have three key, NEW ideas  that you must learn THIS SPRING to kick the year off strong while retaining as many employees as possible, learn more at WinTheSpring.com

When it comes to commercial snow removal, which is better, self-performing or working with trade partners? If you go the trade partner route, how do you recruit new subcontractors to your company when nearly everyone with that business model is trying to find them? 

Check out today's episode to hear directly from the co-founder of a now $25 million commercial snow and landscape company about how they've grown and an interesting mindset around competition that he believes has been a key to his success.

Watch the full episode + see the transcript at: https://landscapersguide.com/podcast/

Save your seat for Win The Spring, a half-day virtual workshop where you’ll learn new ideas to kick the year off strong while retaining as many employees as possible. WinTheSpring.com

How can you turn your competition into a referral source? Find out in today's interview with Scott Parker from Parker Landscape Design. Plus, find out which of Scott's pets escaped from his dorm in college and what it ate. It's pretty scary. Find out in the episode!

Watch the full episode + see the transcript at: https://landscapersguide.com/podcast/

Subscribe to the podcast at https://landscapersguide.com/podcast/ and I will send you our top three sales and marketing podcasts to help you grow your business right away!

Automate your sales process, retain key employees, save hours from each landscape project by finding, estimating, and obtaining landscape materials more efficiently. Those are three key areas of your business that if you made even a small improvement would have a big impact on the whole year. 

That's why I'm excited to announce that on Thursday, March 9th, I'm hosting a half day virtual event called Win The Spring, in partnership with Team Engine and LandscapeHub. Check out today's episode where I'm going to give a sneak preview of what you'll learn at the event, including:

•  An interview directly from each of the speakers who share valuable tips about how to retain employees and how to source your materials more efficiently. 
• I'm going to share some examples of how you can get better results faster from your sales process. 
• Plus, Joe from LandscapeHub is going to show you how to make an old-fashioned.

Watch the full episode + see the transcript at: https://landscapersguide.com/podcast/

Check out WinTheSpring.com 

Do you ever find yourself struggling to get an appointment on the calendar with a potential customer? Do you find yourself emailing back and forth or playing phone tag to find that weeks go by and you still haven't met with them, or worse, you have a sea of sticky notes to follow up with and now the leads are cold and people are frustrated? 

Check out this episode where one of my clients, Kristoffer Nylander, from Alpine Gardens presents a case study about what happened when they started using online scheduling for their first appointment and charging for it, including: what happened to their revenue, morale and efficiency.

Watch the full episode + see the transcript at: https://landscapersguide.com/podcast/

Learn more about how to design your sales process, how to automate things and how to use video in your sales process at ramblinjackson.com