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

In today’s episode, Jack sits down with Jeff Riddle, founder of Alterra Landscape Design in Dallas, to talk about what it really takes to keep a landscape company growing—even when the market softens. Jeff shares how Dallas is seeing more competition than ever before, why lead volume has dipped, and the surprising reasons many landscape firms are feeling anxious even in a still-healthy market. Yet instead of cutting back, Jeff explains why Alterra has intentionally increased marketing investment, upgraded their website, and leaned into long-term branding strategies.

You’ll also hear how video, reviews, deep content, and boots-on-the-ground storytelling help Alterra stand out in a market with 75% more competitors than two decades ago. From navigating AI-driven search to using ChatGPT for content creation, Jeff offers practical, real-world lessons landscape companies can apply right now.

You’ll Learn:

• Why cutting marketing in a downturn is a costly mistake
• How long-term marketing investments “harvest” results years later
• What landscape companies need to know about AI-driven search
• Why deep content, reviews, and video outperform competitors
• How Alterra creates steady demand in an oversaturated market

Connect With Today's Guest:
 🌳 Alterra Landscape Design: https://alterradesignllc.com/
👤 Connect with Jeffery Riddle: https://www.linkedin.com/in/jefferyriddle/
🏢 Company Instagram: https://www.instagram.com/alterradesignllc/
📘 Company Facebook: https://www.facebook.com/rockmygarden

🎧 Watch the full episode + read the transcript: https://landscapersguide.com/podcast/
🥓 Tell us where to send your beef jerky: https://landscapersguide.com/toolbox
📅 See upcoming live and virtual events:
https://landscapersguide.com/events

In this episode of The Landscaper’s Guide, Jack Jostes interviews Stacey Hinson, Director of Sales at Snow Systems, one of the nation’s leading commercial snow removal companies. Stacey shares her inspiring journey from starting as an office manager to selling over $50 million in commercial snow contracts while helping grow Snow Systems from a Chicago-based operation to a national service provider in 44 states.

You’ll hear how Stacey earned credibility as one of the few female sales leaders in the snow industry, how she leads with honesty and communication, and why building long-term client relationships beats chasing new bids every winter. This episode is a must-listen for snow and landscape business owners looking to strengthen sales, trust, and retention.

You’ll Learn:

• How Stacey built trust in a male-dominated industry
• Why honesty and communication close more long-term contracts
• The sales principles behind $50 million in snow revenue
• How Snow Systems scaled from local to national operations
• Tips for retaining customers year after year

Guest Contact:
🌳 Snow Systems: https://www.snowsystems.com
👤 Connect with Stacey Hinson: https://www.linkedin.com/in/stacey-hinson-39440957
📧 stacey.hinson@snowsystems.com
📞 (847) 808-7800
🏢 Instagram: https://www.instagram.com/snow_systems_nationwide/
📘 Facebook: https://www.facebook.com/snowsystems

 🎧 Watch the full episode + read the transcript: https://landscapersguide.com/podcast/
🥓 Tell us where to send your beef jerky: https://landscapersguide.com/toolbox
📅 See upcoming live and virtual events: https://landscapersguide.com/events

What keeps a landscape company strong after six decades, and what has to change to keep growing?

In this episode of The Landscaper’s Guide, Jack Jostes visits Grand Rapids to talk with Jeremy Miller, owner of Miller Landscape, as the company approaches 60 years in business. Jeremy shares how a family-first culture, EOS, and clear roles helped the team move past a revenue plateau and build a scalable company where people can grow without burning out.

You’ll discover:

• How “Do What We Say We Will Do” shows up in hiring, operations, and customer experience
• Why EOS, role clarity, and a smaller leadership team reduced conflict and improved accountability
• The scorecard metrics Miller Landscape watches weekly, including Google Reviews, and why reviews now drive buying decisions
• How a 10-year VTO to $20M, plus a focus on time, guides decisions and protects family life

Whether you are running a $2M shop or building past $10M, you will hear practical ways to scale profitably while keeping your team and family front and center.

Show Notes:

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

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

Check out Miller Landscape: https://www.millerlandscape.com/

See upcoming live and virtual events: https://landscapersguide.com/events

In today’s podcast episode, Jack Jostes discusses the challenges of recruiting employees with Terry Shaffer of Summit Lawn & Landscape and how Ramblin Jackson helped Terry improve his employee interview attendance rate and fill his staff using strategies from Ramblin Jackson's Ultimate Recruiting Package. 

Listen to the full episode to hear: 

• The importance of pre-qualifying potential employees to save time & resources
• How to streamline the recruitment process through website updates & better job descriptions  
• The benefits of using Team Engine, a recruiting software that helps manage applicants and improve engagement. 
• Why it’s important to try new technologies to improve your recruiting efforts

Show Notes:

Register for the webinar: Real Recruiting Case Studies: What’s Working NOW for Landscapers: https://landscapersguide.com/real-recruiting-case-studies-what-works-for-landscapers-now/

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

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

Book your free 15 min Marketing Brainstorm: https://landscapersguide.com/brainstorm

In this week’s podcast episode, Jack Jostes discusses the importance of identifying your Hell Yes Customer for your snow and landscape company. 

Listen to the full episode to: 

• Understand who your Hell Yes Customer is and why they should choose your company over others 
• Download the Hell Yes Customer  worksheet to help you clarify your target customer and offers 
• Hear examples of unique selling positions that can set your company apart from the competition
• Understand the importance of alignment among team members in defining your Hell Yes  Customer

Show Notes:

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

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

Book your Free 15-Minute Brainstorm Call: https://landscapersguide.com/brainstorm

Listen to The Landscaper's Guide to Sales and Marketing in the New Economy: https://landscapersguide.com/the-landscapers-guide-to-sales-and-marketing-in-a-normal-economy/

Download your Hell Yes Customer Worksheet Here

In this podcast episode, Jack Jostes interviews Mike Callahan, CEO and founder of Simple Growth, about the five key hurdles that landscape companies face on their path to $10 million in revenue. 

They uncover those 5 hurdles and share tips for overcoming them. Listen to the full episode to hear:

• How a scorecard can help you retain A Players on your team
• A simple concept called the Big Three
• How to create simple, scalable service offerings
• The significance of financial clarity
• How to incentivize employees based on productivity & profitability

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

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

Connect with Mike Callahan on LinkedIn: https://www.linkedin.com/in/simeplegrowth/

Check out Simple Growth online: https://www.simplegrowthsystems.com/

How to Automate Your Landscaping Sales Process & Avoid Business Owner Burnout: https://landscapersguide.com/how-to-automate-your-landscaping-sales-process-and-avoid-business-owner-burnout/ 

Today Jack Jostes takes you behind the scenes of his annual Elk Hunting Experience in the mountains of Colorado with one of his clients. Even if you’re not a hunter, check out today's podcast to hear a story of adventure and four wheel drive in the high country of Colorado. The holidays are quickly approaching, and he also gives a gift suggestion that every outdoor enthusiast will appreciate and enjoy.

Listen to today’s episode to discover:

• The exciting story of Jack’s successful cow elk harvest
• How an annual goal can motivate you throughout the year to do your best work
• Why you should always be prepared to bargain (especially when you’re low on gasoline)
• A lesson in why it’s important to keep going, even when you want to quit
• Jack’s most useful and favorite piece of outdoor equipment that every outdoor enthusiast needs in their backpack

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

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

Schedule your free 15-minute Marketing Brainstorm Call: https://landscapersguide.com/brainstorm

Join us for our upcoming webinar: Brand Your Sales Process to Get the Owner OUT of Sales: https://landscapersguide.com/events

The results are in…and in this episode of The Landscaper's Guide Podcast, Jack Jostes discusses the highlights of the 2023 Snow & Landscape Sales Survey. The survey, which interviewed nearly 200 companies in the snow and landscape industry, covers topics such as sales close rates, marketing budgets, and the most effective marketing strategies.

Watch today’s episode to gain more insight on how landscape companies across the United States are growing their business and use these results to create a marketing plan that will help you accelerate your company growth in 2024.

In this episode, you’ll discover: 

• The number one marketing strategy used by landscapers across the country
• The connection between your annual marketing budget and annual revenue
• How much other landscape companies in your region are spending on marketing
• The biggest challenge for landscape company owners reported in 2023 

Watch the full episode + see the transcript at: https://landscapersguide.com/results-from-the-2023-snow-and-landscape-sales-survey/

Download the results of the Snow & Landscape Sales Survey: https://landscapersguide.com/survey

Book your free 15 minute Brainstorm: https://landscapersguide.com/brainstorm 

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

In today’s podcast episode, Jack Jostes features Andrew Hardison as the winner of this year’s “What’s Working Now” contest from the 2023 Landscaper’s Summit.  Andrew challenges the belief that working 80 hours a week is necessary for success and shares his strategies for taking control of your time and serving customers more effectively. 

During his (hilarious & fun) presentation, Andrew shares the importance of: 

• trusting your team
• being selective with projects & choosing Hell Yes Customers 
• charging for initial consultations 
• investing in a professionally designed website
• continuously learning and growing to be a better leader 

Purchase a digital replay of the 2023 Landscaper’s Summit: http://landscapersummit.com

Join us for an upcoming virtual webinar: https://landscapersguide.com/events

Watch the full episode + see the transcript at: https://landscapersguide.com/how-to-take-control-of-your-time-to-serve-customers/ 

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

In this episode of the Landscaper's Guide Podcast, and in honor of Halloween, Jack Jostes discusses 7 things that may be scaring potential customers away from working with your snow & landscape company. 

WARNING: if you don’t like terrible puns and dad jokes…do not watch today’s episode.

Today Jack talks about how: 

• Old, low-quality website photos make your company look outdated
• Lack of response to negative Google reviews is bad for your online reputation
• Fake reviews on Facebook mislead prospects who are researching your brand (and what to do about them)
• Unprofessional social media content can spook potential customers
• Effective SEO for top Google rankings helps you get seen & hired by more Hell Yes Customers

Watch the full episode + see the transcript at: https://landscapersguide.com/7-ways-your-marketing-is-spooking-away-potential-landscape-customers-this-halloween/ 

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

Book your free 15 minute Brainstorm call here: https://landscapersguide.com/brainstorm