How a Landscaper Sold at 30x EBITDA with Annual Contracts

In this episode of The Buyer & Seller Podcast, Lucas and Luna break down how a small landscaping company in Northern Virginia sold at 30 times EBITDA—nearly double the industry standard—by converting 90% of its one-off clients to annual contracts. They walk through the owner's strategy: starting with a simple fall cleanup offer, then layering in spring aeration, mosquito control, and holiday lighting. They also discuss how the business built route density in a six-mile radius, used a CRM to track renewal rates, and ultimately attracted a strategic buyer—a regional outdoor services roll-up. The hosts explain why recurring revenue matters even in seasonal industries, and how small operational tweaks can dramatically multiply a company's valuation. If you're a business owner thinking about an exit, this episode offers a concrete playbook for building predictability into a lumpy business. #Landscaping #BusinessSale #EBITDA #RecurringRevenue #AnnualContracts #Valuation #ExitStrategy #SmallBusiness #BusinessBroker #RouteDensity #CRM #StrategicBuyer #SeasonalBusiness #FexingoBusiness #BusinessPodcast #BuyerAndSeller #PrivateSale #NorthernVirginia Keep every episode free: buymeacoffee.com/fexingo