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 

How do increasing interest rates impact the green industry? Who is your Hell Yes Customer, and how might that change in 2023 over the past? 

In today’s podcast, I interview Jim Westover, President of LandOpt, about how changes in the economy are impacting the green industry + how to prepare. 

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

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

Register for the LandOpt event at: landopt.com

How is customer experience different from customer service? Find out in today's episode, where I interviewed Clifton Muckenfuss the founder and CEO of Building Raving Fans, including:

• How to make sure that each of your customers knows all of the services your company offers, hence they can buy them from you, which will maximize their average customer lifetime value.
• How to implement an excellent customer experience using automation, therefore it doesn't cost a ton of time and money.

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

The Tree of Good Fortune audiobook is now live on Audible and the book is available on Amazon!

If you run a snow and landscape business and want to know which marketing you should focus on first to get the best results without wasting your time and money on marketing that doesn't work, then check out today's podcast episode where I'm going to share a sample chapter from The Tree of Good Fortune: The Landscaper's Guide to Modern Sales and Marketing Audiobook.

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

Get the audiobook at: https://adbl.co/3ZwxyZu

What does it take to create AWARD-WINNING landscape designs that prioritize sustainability? In this episode, join Jack Jostes at Elevate 2024 as he catches up with Ryan Snyder, General Manager of GreenWeaver Landscapes. Together, they dive into how Ryan’s team is redefining landscaping in southeastern Pennsylvania—and racking up national awards for it.

GreenWeaver recently snagged a Silver and Bronze award for their incredible residential design-build projects. These accolades highlight their unique ecological approach: using native plants, managing stormwater, and prioritizing sustainability to craft landscapes that are both beautiful and responsible.

Ryan dives into the story behind their award-winning projects, including a tough hillside design that overcame client challenges and steep access issues. With a focus on ecological landscaping, GreenWeaver is proving you can create show-stopping landscapes while doing right by the environment—and still WIN BIG.

Curious how they market these wins to attract top clients AND employees? Ryan reveals how to leverage awards, craft killer submissions, and use sustainability to set your business apart from the competition.

Watch the FULL episode to learn:

• 🌿 Ecological Landscaping in Action: How GreenWeaver blends sustainability with award-winning designs.
• 🏆 Winning Strategies for Awards: Tips for tackling tough projects and standing out in competitions.
• 📣 Marketing Your Achievements: Use awards to attract clients, grow your team, and build your brand.

🎧 Don’t miss this inspiring conversation with Ryan Snyder! Hit play to learn how ecological landscaping can set YOUR business apart.

Show Notes:

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

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

🤝 Connect with Ryan Snyder: www.linkedin.com/in/ryan-snyder-71b968163

🌎 Learn more about GreenWeaver Landscapes: green-weaver.com 

Do you ever wonder if you should pay for Facebook advertising while you wait for your website to be launched? Or how do you get started with direct mail? Should you open another office in a different city just for the local SEO benefit of ranking in Google Maps? 

If you wonder about these things, you're not alone. Check out today's episode where I'm going to answer those questions plus several top other sales and marketing questions that landscape company owners just like you ask me all the time.

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

 Grab a free copy of my book The Tree of Good Fortune: The Landscaper's Guide to Modern Sales & Marketing at treeofgoodfortune.com

Robots are taking over the world and replacing the need for humans doing your job, right? 

Maybe they'll replace some jobs, but how could robots help you attract new snow and landscape employees and extend the career of some of your more seasoned staff? 

In today's podcast, I interview Ryan Hebel, a snow and landscape contractor who shares, who clears sidewalks better? Humans with small tractors or robots? And how do robots impact employee recruiting and retention?

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

Go to treeofgoodfortune.com to get a copy of my book The Tree of Good Fortune, the Landscapers Guide to Modern Sales.

What's the close rate at your landscape company, and how does it compare to your competition? What's your marketing budget, and how does it compare to snow and landscape industry standards? Which marketing is working the best for snow and landscape companies in 2022? Check out today’s episode to find out, we surveyed over 160 snow and Landscape companies, and in today's episode, I'm excited to share some of the highlights of the 2022 Landscaper’s Sales Survey, including:

• Tips for increasing your close rate
• How to improve your sales and marketing
• Questions that you can ask with your sales, marketing, and operations leaders in your company to have a productive conversation that'll help you prepare for next year.

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

Get the fully branded infographic at landscapersguide.com/survey

If you grow your landscape company from the ground up, chances are you're going to reach a point where you're maxed out. Either you or your team are going to have too many customers. Quality will suffer. And even though you're working a million hours a week, your profit margins and mental health are simply unsustainable. 

In today's podcast, Andy McDuff from Landscape America shares how he reached a point where he needed to let nearly 200 customers go. Check out today's conversation to hear how Andy did that respectfully, including:

• How to double your client's average annual spend without necessarily doubling your prices
• How to let clients go without being a jerk
• How sales training can impact your operations team, not just your sales team.

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

Go to https://landscapersguide.com/toolbox and we will ship you the Landscapers Marketing toolbox. 

Related Podcasts:

How To Prioritize Your Best (and WORST) Clients with the STACK System https://ramblinjackson.com/how-to-stack-your-best-and-worst-clients/

80/20 Snow Business: Fewer Clients, Same Employees, More Profit https://landscapersguide.com/podcast/80-20-snow-business/ 

With supply chain challenges and even just in general, finding plant materials for your landscape projects can take a lot of time. But today's podcast guest has created an online marketplace that saves both landscape contractors and suppliers a ton of time and money. 

Check out today's podcast interview with LandscapeHub to see how the green industry is evolving in a digital direction, including:

• How their product integrates with other business softwares in the green industry and proposal processes
•  How you can use digital media and social media to build and maintain your business relationships

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

Do you ever “lose on price” to some chuck-in-a-truck, fly-by-night, Karen-in-a-Lebaron, Stan-in-A-Van, the low-ball contractor that you KNOW is cutting corners in their proposal to who SHOULD be your client? 

Check out today’s episode, where a highly successful commercial landscape contractor Jim Turcan shares his BEST sales secrets to prevent this from happening, including:

• The key to rewriting your client’s RFP
• How to get the low-ball contractor to detail out their proposal like yours
• How to level the playing field to enter a healthy level of competition instead of unethical corner-cutting!

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

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

A lot of my landscape design clients are very creative people. And today's guest, Jon LeDuc, is not only really great at landscape design, he's also a talented singer songwriter in a duo called AztroGrizz. 

Check out today's episode, we're going to talk about how he has a legitimate, successful band, a business, and babies. He's a busy guy. This is a great conversation because Jon talks about how he's able to balance all of the time, and the benefit that it actually has to his company. If you run a landscape company, check out today's interview.

Full transcript at: https://landscapersguide.com/podcast/

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

There are many design build firms out there, but what is design manage, and could it work for you?

In today’s podcast, I interview Josh Gillow, the host of the Outerspaces Podcast, who has been in the outdoor living business for over 25 years. Josh grew from doing a design build model into a design manage model. He’s much happier now, and shares what’s he’s learned with other landscape professionals in coaching programs, his podcast, and more. 

Check out today’s podcast to hear: 

• how to grow your business during bear markets, 
• how to handle sales conversations with clients now that interest rates have made money more expensive
• And what does it mean to be a marketing company that also does landscaping 

Full transcript at: https://landscapersguide.com/podcast/

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

What if you were in the middle of a huge landscape installation or construction project when a hurricane or other natural disaster came and devastated all the work you'd done? You say that you got half of the project installed so far, but your client says otherwise. Now, imagine having professional drone videos and photography taken just before the storm, proving exactly what you had completed. How would that change things?

In today's podcast, I interview Andrew Kobza from Professional Drone Solutions. He works with landscape and construction companies on a wide variety of services, not only drone photos and videos, but mapping and so much more. Check out today's conversation to see how you can use drones for not only sales and marketing imagery, but also project management, documentation, and even employee training and retention!

Full transcript and more episodes at: https://landscapersguide.com/podcast/

The words we use with our potential customers in our proposals, in our marketing materials, and absolutely when we're speaking with them, have a huge impact on how they feel about us, which is everything to do with their decision to work with us. 

Chances are you're using some language that may be turning people away from working with you. Check out today's podcast to learn seven key phrases to avoid in your sales and some things that you can replace them with that make people want to work with you.

Full transcript, more episodes, and videos at https://landscapersguide.com/podcast/

Schedule a 15-minute marketing brainstorm call at landscapersguide.com/brainstorm

Water: it’s not just life-sustaining—it’s landscape-defining. In this episode of The Landscaper’s Guide, dive into the heart of water conservation and its growing influence on the green industry. With states across the U.S. facing new challenges, how can landscapers adapt and thrive in an era of shrinking water rights and evolving policies?

Meet Jacob Stankich, COO of Fisk Lawnscapes and a key member of Colorado's Urban Landscape Water Conservation Task Force. From his early landscaping days in Florida to leading innovative projects in Colorado Springs, Jacob brings a wealth of expertise on building resilient landscapes in drought-prone environments.

This episode will unpack the latest water-saving strategies, like using native grasses and high-tech irrigation systems, and explore how these changes are already reshaping both residential and commercial projects. Curious about what “non-functional grass” really means—or why the future of landscaping might rely on cold-hardy Bermuda grass? You won’t want to miss this episode.

Plus, explore the opportunities these shifts create for landscape companies. Change might feel like a challenge, but Jacob explains how proactive companies can stay ahead of the curve and create beautiful, sustainable designs that clients will love.

Watch the full episode to explore:

• 🌱 Innovative Grass Alternatives: Discover how native grasses and experimental varieties like Bermuda are changing the game for water-efficient landscapes.
• 💧 Irrigation Efficiency Tips: Learn actionable ways to save water and boost profitability with smarter systems and modern controllers.
• 🚀 Future-Proofing Your Business: Gain insights on adapting to evolving water policies and using these changes to your advantage.

Don’t miss this deep dive into the future of sustainable landscaping! Hit play and learn how to lead your business into a water-conscious tomorrow. 🎧

Show Notes:

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

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

🌲 Check out Fisk Lawnscapes: www.fisklawnscapes.com

🤝 Get Connected with Jacob Stankich: www.linkedin.com/in/jacob-stankich-744306141

Fall is in full swing and it's prime time to close leads that are in your pipeline that maybe didn't convert all the way to a customer during the spring and summer. Many of your customers, your current customers, may not know just how much landscaping you can get done for them over the fall and winter.

In today's podcast, I'm going to share with you seven marketing tactics that you can execute this fall to have a great end of the year, and also start the year off strong.

Full transcript and more episodes at: https://landscapersguide.com/podcast/

Schedule a 15-minute marketing brainstorm call with our marketing team: https://landscapersguide.com/brainstorm/

Last week, I invited three of my top clients to present in the What's Working Now Competition at our third annual Landscaper’s Summit. They shared really valuable presentations on sales, marketing, and recruiting. 

In today's podcast, I'm going to share a couple clips from the first two presentations, including:

• The full talk from the winner of the What's Working Now Competition
• How To Create A High School Landscape Apprenticeship 
• How To Write Your Client’s Commercial RFP

Full transcript at: https://landscapersguide.com/podcast/

More episodes, videos, show transcripts at https://landscapersguide.com/podcast/

Check out the Summit replay at: https://landscapersummit.com/

What do landscaping college students look for when they're evaluating potential employers? Could you expand your landscape company with a seed store? How can you quickly calculate what price you need to charge your customer to reach your target gross profit margin, and how to increase upsells with options based proposals?

Check out today’s episode where I share valuable conversations I had with interesting people at the 2022 Elevate Show by the NALP.

More episodes, videos, and show transcripts at https://landscapersguide.com/podcast/

Check out our upcoming events at: https://landscapersguide.com/events/

Hey, are you coming to the Landscaper Summit on Thursday, October 6th? Early bird tickets end on Friday, September 30th. If you catch this after that, there are still advance tickets. 

Still on the fence about coming? Check out today's podcast episode to:

• See real video clips from my clients about what they'll be sharing in the What's Working Now contest. 
• Hear directly from our leadership speaker
• And find out which landscape softwares are going to be on the panel, so you can interact directly with them and figure out which software is truly best for your landscape company.

More episodes and full transcript at https://landscapersguide.com/podcast/

Grab your tickets at: https://landscapersummit.com/

How does your sales close rate stack up to your competition? Does it vary regionally and by service and number of employees? Are you spending less or more than your competition on marketing? 

Check out today's podcast to see just exactly what you'll learn from the 2022 landscapers sales survey!

More episodes and Full transcript at: https://landscapersguide.com/podcast/

Complete the survey to help grow the snow and landscape industry and receive a discount promo code for the Summit! https://landscapersummit.com/survey

Hey, do you eat meat?  Do you want to win a Traeger grill? 

Check out today's episode to see how you can, plus I'm going to share with you my maple pork loin roast recipe.

Full transcript & more episodes: https://landscapersguide.com/podcast/

 Be sure to stop by booth 1128 if you're going to Elevate! https://landscapersguide.com/elevate/

The snow business is no doubt competitive, but could your competitors actually help you grow your business? 

Check out today's interview with the president of a multimillion dollar snow and landscape company Elizabeth Bonadonna from Busy Beaver in New York, including:

• How she learned to build strategic partnerships with people she once viewed as competitors.
•  Elizabeth shares why attending SIMA events, going to networking groups, and talking with people who have been in business longer than you that have a bigger company and being open-minded to new ideas is essential to growing your business. 
• Watch through to the end to see what software Elizabeth uses, what she likes and dislikes, and which software she and I use in common.
  
  

Check out landscapersguide.com/events to learn more about our upcoming events!

Full transcript at: https://landscapersguide.com/podcast/

More episodes, videos, show transcripts at https://landscapersguide.com/podcast/

Do you ever wish your clients could share their ideas about their design-build projects with you more efficiently? If you're generating a high volume of residential design-build leads and spending a lot of time qualifying them to get to the ones who are a good fit for you, you're not alone.

Throughout my book and this podcast, we've shared a lot of different ways that you can use your website and sales process to qualify leads before they even talk to you, check out today’s episode where I interview Jeff Wraley the founder of Groundwork for another new idea that we haven't talked about before, including:

• How can you make sure that you're spending as much time with qualified leads as possible and as little time with unqualified leads?
• Groundwork, a video-based sales system for landscape design-build contractors and other residential trade businesses.
• An interesting conversation about the impact of having a pricing page on your website.

Full transcript at: https://landscapersguide.com/podcast/

More episodes, videos, show transcripts at https://landscapersguide.com/podcast/

If you want even more sales and marketing ideas and you like to eat beef jerky, please visit landscapersguide.com/toolbox!

Do you have a clearly defined Hell Yes customer? You better, because it is the key to a thriving organization fueled by sales and marketing that's aligned with operations. You've probably heard me talk about a Hell Yes customer a million times on this podcast and throughout my book. But what about a Hell No customer?

Check out today’s episode where I'm going to share with you some footage from my How to Get the Owner Out of Sales Workshop, including:

• Two guests in the audience made a surprising strategic partnership as a result of getting clear on what they don't want
• How to identify your Hell No customer
• The importance of defining your Hell Yes Customer 

Full transcript at: https://landscapersguide.com/podcast/

Check out landscapersguide.com/events to see us at the NALP ELEVATE Show. We're booth number 1128!

If you’ve ever experienced depression… Why, you just might be a human being AND today’s episode shares some ways to manage it. 

Today’s episode is especially relevant for business owners -- and what our guest 

Wayne Herring, calls business builders. 

Check it out for some: 

• Insights into what kind of depression do successful business people experience -- and why does it happen when things seem to be going well? 
• Why everyone needs something to look forward to 
• And, watch till the end to get some thoughtful, free gifts shipped to you in the mail from our guest 

More episodes, videos, show transcripts at https://landscapersguide.com/podcast/

Register to The Landscaper’s Modern Sales and Marketing SUMMIT https://landscapersguide.com/events/

Connect with Wayne: wayne.herring@businessbuildercamp.com

What if the future of your business was sitting in a classroom or working on a small family farm right now? In this episode of The Landscaper’s Guide, host Jack Jostes interviews Jason Davis—a farmer, educator, and lifelong advocate for agricultural education. Jason shares his unique perspective on blending teaching, farming, and building connections with the next generation.

Jason runs a farm specializing in high-value crops like mums, sweet corn, and cut flowers. He explains how Facebook helps him sell directly to local customers and why creating display-ready plants can boost revenue. If you’re looking for ways to grow your customer base and stand out, this episode offers some fresh ideas!

The conversation also dives into attracting young talent to the snow and landscape industry. From partnering with local schools to offering internships, Jason provides simple strategies for building a reliable talent pipeline. Whether you’re struggling to find new hires or want to grow your team, this episode will get you thinking in new ways.

With lessons on marketing, leadership, and forging meaningful connections, this episode is a must-listen for snow and landscape business owners ready to grow and innovate.

Watch the full episode to explore:

• 🐝 Life on the Farm: How Jason balances bees, mums, sweet corn, and more with his full-time teaching role.
• 🌱 Connecting with the Next Generation: Strategies for building a talent pipeline through youth outreach and education.
• 💡 Marketing to Local Customers: How Facebook helps Jason sell directly to individuals and small wholesalers.

🎧 Hit play now to discover how Jason’s passion for agriculture is shaping the future of the green industry!

Show Notes:

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

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

🌱 University of Mount Olive: www.umo.edu 

📲 Connect with Jason Here: www.facebook.com/profile.php?id=622183542 

📧 Email Jason Directly: rdavis@umo.edu 

Is your office and sales staff overwhelmed with unqualified leads? Well, what if you had a video that you sent to each customer that not only pre-qualified them, but helped you get the budget faster and close more sales? 

Check out today’s episode where I interview a very successful landscape company owner Jason Turpin who's using video throughout his website, including:

• His story of how he went from having to do sales on every Saturday and Sunday and working 100 hours a week to replacing what he says is actually the time and cost of two full-time people by using video. 
• How he does it.
• How much he spends on it, and some of his process. 

If you're curious about video, using it for your business, we offer video as a service at Ramblin Jackson, check out Ramblinjackson.com/video to learn more about the way that we can help you with it!

Full transcript at: https://landscapersguide.com/podcast/

More episodes, videos, show transcripts at https://landscapersguide.com/podcast/

As the leader of your company your overall mindset, attitude and outlook, have a huge impact on everyone in your organization and ultimately your profitability and success. But as a human being how do you manage the stress of marital and relationship challenges, health issues, dogs, what if your dog gets sick?, all this stuff in addition to running the company.

Check out today’s episode where I interview Justin King who’s worked in the green industry since the late 1980’s. Justin shares:

• How he’s developed a warrior mindset that has increased his employee loyalty and helped him persevere through the most challenging times. 
• He shares some really personal challenges that he's experienced both in his business and in his personal life
• How do you get through it? 

How do you manage the stress of running a business send me an email at Jack@ramblinjackson.com

Full transcript at: https://landscapersguide.com/podcast/

More episodes, videos, show transcripts at https://landscapersguide.com/podcast/

Many of the best employees at your landscape company will come from… the best employees at your landscape company!

While many new team members will definitely find you online and get referred by your current employees -- how can you proactively find them? 

Check out today’s episode where I interview a Tommy Cole from McFarlin Stanford, a professional recruiter for the green industry, who shares tips for:

• how to create a cash referral bonus program - including how much he recommends paying per employee 
• how to build relationships in your employees’ communities
• which positions make sense to recruit using Linkedin 
• and, what to look for when hiring an outsourced professional recruiter.

See the full video interview, transcript, and more at https://landscapersguide.com/tips-for-attracting-landscape-employees-with-outbound-recruiting/

Connect with Tommy Cole
McFarlin Stanford: https://mcfarlinstanford.com/ 

https://www.linkedin.com/in/tommy-cole-91b89310/

See more of the Landscaper’s Guide at https://landscapersguide.com/podcast/ 

Have you ever struggled with taking excellence so far in the direction of perfection that it's at the expense of your mental health, or the profits of your company, or relationships with the people that you work with? As a creative landscape design professional, I'm sure that you personally experience this challenge in your own work, leading your team, producing landscapes for your clients. 

Check out today's interview where I talk with with one of my college professors, Stephen Hudson who's a professor of theater arts at Marquette University, including:

• What is the difference between excellence and perfection
• How to strike the balance between perfection and excellence
• How to manage creative people 

Full transcript at: https://landscapersguide.com/podcast/

More episodes, videos, show transcripts at https://landscapersguide.com/podcast/

If you'd like to learn more about the standards that we've set at Ramblin Jackson to produce consistently excellent digital marketing and sales machines for our landscape clients that regularly produce hell yes customers, you've got to check out our book The Tree of Good Fortune: The Landscaper's Guide to Modern Sales and Marketing. https://treeofgoodfortune.com/

Is direct mail dead? Or is it alive and thriving? 

Find out why Chris Holthouser Vice President and Director of Design at Outdoor Craftsmen in Boulder County, Colorado is increasing his budget for direct mail postcards during a recession, including:

• How he's using precise targeting to get in front of their Hell Yes Customers
• The postcard strategy he is using to keep the company top of mind
• Ideas and strategies for effective direct mail marketing

See full transcript at: https://landscapersguide.com/how-direct-mail-can-help-you-target-your-hell-yes-customer/ 

More episodes, videos, show transcripts at http://www.landscapersguide.com/podcast/

Go to landscapersguide.com/toolbox to learn how we do direct mail at Ramblin Jackson.

Have you had a hard time bridging the gap between snow events for your snow removal and landscape crews? 

Check out today's interview where I talk with Mark DuBois a landscaper who invested in real estate so he could keep his staff employed year round in between snow events, doing home repair on his properties, including:

• How real estate has opened a lot of opportunities, not only for himself, but his people
• His retention strategy
• Profit-sharing pros and cons

Full transcript at: https://landscapersguide.com/podcast/

More episodes, videos, show transcripts at https://landscapersguide.com/podcast/

We were at the SIMA Snow Symposium and I recorded my talk Attract and Sell Your Hell Yes Customers. So if you do landscaping and snow removal and you'd like to get a copy of that recording, send me an email jack@ramblinjackson.com, just say symposium recording and I'll send you a recording!

As rampant inflation storms the world, every small business, and human for that matter is feeling it. But as someone once told me, despite a recession, the grass will grow and the snow will blow. People will still buy lawn and landscape, snow services, and landscaping. But when it comes to landscaping, they may buy smaller projects. 

They may choose to do things in phases over a longer period of time than they would've before. And even during a recession, you'll still need to qualify budgets with prospective customers. And I have a prediction that businesses that don't share pricing information online will become extinct.

In today's podcast, I'll share how to brand your sales process so you get the budget each and every time, in a way that saves your customer and you a ton of time, including:

• A clip from my presentation of the Tree of Good Fortune at the 2022 iLandscape Conference in Illinois. 
• An interview with one of my client’s employees and how we got the owner out of the sales process entirely.
• Tips on how to be transparent with pricing and budgeting

See the full transcript at https://landscapersguide.com/podcast/

More episodes, videos, show transcripts at https://landscapersguide.com/podcast/

Schedule a 15-minute marketing brainstorm phone call at https://landscapersguide.com/brainstorm/

Do you ever have some weeks that go really well, and then some weeks that just are a total disaster? 

I've found that the key to really winning the week is having an exceptional plan. In today's podcast, I'm going to share with you how I learned to plan my week, including:

• Some of the books that I've read
• Some of the people that I've worked with on this
• Why do I start with paper first?

See full transcript at: landscapersguide.com/podcast/

More episodes, videos, show transcripts at landscapersguide.com/podcast/

Download my weekly planning template that I print out every week. I've enhanced this over the last 14 years, and I believe it's a key to my success, and I want to share it with you so you can have an exceptional week! https://bit.ly/3Hyx6BG

For quite a while, we've had a boom economy. There's been enormous demand for landscaping. The stay-at-home thing the last couple years with COVID had even increased the demand for landscaping. But what happens during an economic downturn? How do you prepare for that?

In today's podcast, we hear from one of my clients Jeffrey Riddle the owner of Alterra Landscape Design who shares a surprising perspective on marketing, including:

• Why is marketing important during an economic downturn? 
• How to be prepared for an economic downturn
• The Importance of reviews and the power of video

More episodes, videos, show transcripts at https://landscapersguide.com/podcast/

Get a copy of The Tree of Good Fortune book: https://treeofgoodfortune.com/

What's your reason for running your business or working in whatever position you're in? Business is hard and having a personal ‘why’ that's deeply and truly meaningful to you is a must if you're going to make it. 

In today's episode, we hear from Kenny Nguyen the owner of Peakview Outdoor Living in Colorado, who shares the challenges he went through building a career after being incarcerated when he was 18 years old, including:

• The most inspiring thing he read from a book that changed his entire mindset about how he thinks of winning and going for it in business.
• His personal “Why” that motivates him more than anything 
• How his “Why” helps him power through and persevere through the most challenging aspects of growing his landscape company.

See the full transcript at:
https://landscapersguide.com/podcast/

More episodes, videos, show transcripts at https://landscapersguide.com/podcast/

Are you ready to hear how one basement meeting sparked the creation of an industry-defining association? In this episode of The Landscaper's Guide, Jack Jostes chats with Rick Kier, one of the founding members of the Snow and Ice Management Association (SIMA). Rick shares the captivating story of how eight determined individuals came together in Erie, Pennsylvania, with a vision that would eventually grow into an organization with thousands of members.

Rick takes us back to his roots, starting his snow business at just 11 years old and building a career that spanned over four decades. He reflects on the hard work, the lessons learned, and the grit that carried him through the highs and lows of the industry.

One key takeaway? The dangers of being the lowest bidder and why true value goes far beyond just price. Through Rick’s extensive experience, listeners will learn about common mistakes contractors make and how to sidestep them.

Rick also shares practical advice on building lasting client relationships and standing out by delivering quality and trust instead of just chasing the lowest bid. Tune in to gain insight and avoid years of trial and error as you grow your own snow and landscape business.

Watch the full episode to explore: 

• 🛠 The Founding of SIMA: How one basement meeting sparked the creation of an association that now boasts thousands of members.
• 🚜 Rick’s Entrepreneurial Journey: From starting his snow business at 11 years old to building a successful career spanning four decades.
• 💡 Bidding and Value: Why being the lowest bidder can hurt your business and how to stand out by delivering true value to clients.

🎧 Hit play to gain valuable insights and learn how to grow your snow and landscape business with advice from a true industry veteran!

Show Notes:

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

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

🔗 Connect with Rick Kier: www.linkedin.com/in/rick-kier-08921424 

💼 Learn About Forge Ahead Consulting: www.rickkier.com 

Are you using assessments, surveys or indexes to figure out which people on your team would be the best fit to be promoted, and into which positions?

It is springtime and if you want to learn how to manage your landscape team with Kolbe Assessments check out today’s interview with Kolbe Certified Growth Consultant and Green Industry veteran Jason Cupp, including:

• What is the Kolbe assessment
• How Instinct is different from personality and Instinct Commonalities Within Entrepreneurs
• How the Kolbe Index differs from tools like DISC, Myers-Briggs, and other personality assessments. 

See full transcript at:  http://landscapersguide.com/how-to-manage-your-landscape-team-with-kolbe-assessments/

More episodes, videos, show transcripts at https://landscapersguide.com/podcast/

Get the toolbook: https://landscapersguide.com/toolbox/

If you work in snow and ice management check out today's interview with Martin Tirado, the CEO of SIMA, the Snow & Ice Management Association, including:

• What to expect at the 25th Annual Snow and Ice Symposium coming up in June in Milwaukee
• How you can push back against insurance claims by having the right documentation
• How to leverage SIMA to increase training resources for staff

See full transcript at: https://landscapersguide.com/make-the-most-of-your-sima-membership-25th-snow-symposiu-preview/

More episodes, videos, show transcripts at https://landscapersguide.com/podcast/

Check out https://landscapersguide.com/sima/ for upcoming webinars and events for snow and ice. 

Learn more about SIMA https://www.sima.org/

People buy residential landscape services because they want to have a beautiful space for experiences with their friends and family. What’s the best way to share experiences with people before they even buy them? 

In today’s episode, Landscape Architecture owner Joe Haneur shares how he uses photos to sell experiences, including:

• Technology behind the sales process Joe Heneur created over the last twenty-five years
• The ups and downs of growing a bigger team
• How a small adjustment in your sales process can not only massively increase your sales, but also significantly improve your personal lifestyle by giving hours and hours each week back to you by spending LESS time with unqualified leads. 

See full transcript at:  http://landscapersguide.com/be-grateful-for-what-you-have-and-charge-what-youre-worth/

More episodes, videos, and transcripts at https://landscapersguide.com/podcast/

Register for my upcoming sales workshops at: https://landscapersguide.com/events/