The Landscaper's Guide to Modern Sales & Marketing

 In this episode of The Landscaper’s Guide, Jack Jostes travels to Wickenburg, Arizona to interview Aaron Wolfe, second-generation owner of Wickenburg Landscape. Aaron shares how his family business has grown over 45 years by focusing on service quality, strong systems, and building lasting relationships with clients and employees.Aaron discusses why they narrowed their service area to improve quality control, how they use social media and educational content to build trust, and why charging for consultations transformed their sales process. He also shares how remote team members in the Philippines support their operations and how customer appreciation dinners and outdoor cooking experiences have become part of their brand experience.You’ll Learn:How shrinking your service area — not expanding it — can triple your revenueHow a paid consultation process filters out bad-fit customers and protects your timeThe cooking dinner strategy that turns outdoor kitchen clients into referral machinesHow remote employees in the Philippines handle bookkeeping, estimating, and admin — even in a town of 12,000Connect With Today’s Guest:🌳 Wickenburg Landscape: https://wickenburglandscape.com/ 👤 Connect with Aaron Wolfe: https://www.linkedin.com/in/aaron-wolfe-5a449331/ 📸 Wickenburg Landscape on Facebook: https://www.facebook.com/people/Wickenburg-Landscape/100090996053832/ 🏢Wickenburg Landscape on Instagram: https://www.instagram.com/wickenburglandscape/Schedule a 15-Minute Marketing Brainstorm with the Ramblin Jackson strategy team https://landscapersguide.com/brainstorm/Get Started With The Landscaper’s Guide:🎧 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

If you’re the owner of a landscape company and still stuck in the day-to-day sales process, this episode is for you. In this solo episode, Jack Jostes shares insights from a recent presentation on how to brand your sales process so you can delegate, scale, and create more freedom in your business.You’ll learn how to communicate your process clearly, qualify leads faster, and avoid wasting time on unqualified prospects. Jack breaks down practical strategies to help you build a repeatable system that improves your close rate while giving you back your time.You’ll Learn:How to brand your sales process to attract better clientsWhy a 15-minute qualification call can save hours of wasted timeHow to handle sales objections using testimonials and videoThe “buyers are buyers” concept and how to apply itHow to delegate sales and create a scalable systemConnect With Jack Jostes and Ramblin Jackson:🌳 Ramblin Jackson: https://ramblinjackson.com/👤 Connect with Jack Jostes: https://www.linkedin.com/in/jackjostes/📸 Jack Jostes on Instagram: https://www.instagram.com/jackjostes/🏢Ramlin Jackson on Instagram: https://www.instagram.com/ramblinjackson/Schedule a 15-Minute Marketing Brainstorm with the Ramblin Jackson strategy team https://landscapersguide.com/brainstorm/Get Started With The Landscaper’s Guide:🎧 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

Justin White, CEO of K&D Landscaping, joins Jack Jostes to share how he helped grow his family’s business from $1M to over $20M—and why the fundamentals of business still matter more than ever. From building a strong team culture to leveraging Google reviews as a competitive advantage, Justin breaks down what it really takes to scale a landscape company in today’s market.They also dive deep into the future of landscaping, including autonomous mowing, AI-powered decision-making, and how technology is reshaping operations, hiring, and leadership. Justin shares real-world insights from being in the “messy middle” of innovation—and what landscape business owners should focus on right now to stay ahead without getting distracted.You’ll Learn:How K&D Landscaping scaled from $1M to $20M+ using fundamentals and systemsWhy Google reviews are critical for recruiting and sales growthWhat’s working (and not working) with autonomous mowing technologyHow AI is transforming operations, reporting, and decision-makingHow to balance innovation with proven business fundamentalsConnect With Today’s Guest:🌳 K&D Landscaping, Inc.: https://kndlandscaping.com/👤 Connect with Justin White: https://www.linkedin.com/in/justin-white-%E2%98%85-35b7a210b/📸Justin White on Instagram: https://www.instagram.com/justinwhiteceo/Get Started With The Landscaper’s Guide:🎧 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 sits down with Joshua Gillow—landscape industry veteran, coach, and author of The Core 10 Sales Playbook. Joshua shares how he went from working in a family garden center to building and leading successful landscape businesses, and ultimately helping contractors across the country improve their sales systems.You’ll hear practical strategies to increase your close rate, communicate more effectively with clients, and break free from competing on price alone. Joshua explains how to transition from craftsman to professional, why most contractors struggle with sales conversations, and how better systems and expectations can help you scale your business while reclaiming your time.You’ll Learn:Why selling outcomes—not features—dramatically increases your close rateHow to use the “so that” framework to connect emotionally with clientsThe key differences between a craftsman mindset and a professional business ownerWhy setting expectations early prevents costly mistakes and wasted timeHow improving your discovery process can double your closing rateConnect With Today’s Guest:🌳 Joshua Gillow: https://yes.express/👤 Connect with Joshua Gillow: https://www.linkedin.com/in/joshua-gillow-04ba89a7/📸 Joshua Gillow on Instagram: https://www.instagram.com/iamjoshuagillow/🏢 Podcast: https://salesmadesimplepodcast.com/📚 Get the Book – The Core 10 Sales Playbook:📖 On Amazon: https://www.amazon.com/dp/B0GJQYJ7SH 🎧 On Audible: https://www.audible.com/pd/B0GM2CYYCC Get Started With The Landscaper’s Guide:🎧 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 shares powerful clips from a live webinar on email marketing for landscape and snow business owners. If you’ve ever spent thousands on marketing but struggled to convert leads into real revenue, this episode will show you what’s missing—and how to fix it fast.You’ll hear real-world results from contractors who implemented simple email strategies and generated hundreds of thousands of dollars in new business. Jack breaks down why most companies fail to follow up, how email can solve that problem, and the exact types of emails you can start sending this week to win more jobs without adding more to your plate.You’ll Learn:Why the company that follows up wins the sale every timeThe highest ROI email most landscapers never sendHow simple email tweaks can increase conversions dramaticallyProven email types that generate immediate responses and salesWhy “done beats perfect” in your marketing strategyConnect With Jack Jostes and Ramblin Jackson:🌳 Ramblin Jackson: https://ramblinjackson.com/👤 Connect with Jack Jostes: https://www.linkedin.com/in/jackjostes/📸 Jack Jostes on Instagram: https://www.instagram.com/jackjostes/🏢 Ramblin Jackson on Instagram: https://www.instagram.com/ramblinjackson/👍 Ramblin Jackson on Facebook: https://www.facebook.com/RamblinJackson/Schedule a 15-Minute Marketing Brainstorm with the Ramblin Jackson strategy team https://landscapersguide.com/brainstorm/ Get Started With The Landscaper’s Guide:🎧 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

Join Jack Jostes for a practical, hands-on session designed specifically for landscape business owners and sales professionals ready to leverage AI in their sales process.If you’ve been feeling overwhelmed by AI—or unsure how tools like ChatGPT can actually help you close more deals—this webinar will give you clear, actionable direction.Jack Jostes breaks down practical ways to use ChatGPT to:Write effective client follow-up emails that build trust and keep deals movingPrepare for sales calls with greater confidence and clarityOrganize and capture key insights after meetingsThis session cuts through the noise and focuses on real-world applications you can implement immediately.No tech jargon—just proven prompts and strategies you can copy, customize, and start using right away.👉 Register or learn more:https://landscapersguide.com/introduction-to-ai-for-landscape-sales-professionals/

Is AI really killing Google—or is that just noise? In this episode, Jack Jostes, CEO of Ramblin Jackson, breaks down what’s actually happening in search and what it means for landscape and snow business owners. Drawing from real data and insights from his upcoming book, Jack explains why Google is still dominating—and how AI is changing the way customers find your business.You’ll hear what’s actually shifting with AI Overviews, why click-through rates are dropping, and how the businesses winning today are the ones showing up inside AI-generated answers. If you want to understand how to stay visible, generate leads, and future-proof your marketing, this episode will give you clarity and direction.You’ll Learn:Why AI is not killing Google—and what the data really showsHow AI Overviews are changing click-through rates and visibilityWhat signals AI uses to recommend local businessesWhy tracking “AI rankings” is a waste of timeHow the Foundational Four drives visibility in both SEO and AIConnect With Jack Jostes and Ramblin Jackson:🌳 Ramblin Jackson: https://ramblinjackson.com/👤 Connect with Jack Jostes: https://www.linkedin.com/in/jackjostes/📸 Jack Jostes on Instagram: https://www.instagram.com/jackjostes/🏢 Ramblin Jackson on Instagram: https://www.instagram.com/ramblinjackson/👍 Ramblin Jackson on Facebook: https://www.facebook.com/RamblinJackson/Get Started With The Landscaper’s Guide:🎧 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 Podcast, Jack Jostes sits down with returning guest Scott Callenius, CEO of Forever Green Landscape Services in West Palm Beach, Florida. Scott shares how his company has evolved from a small operation into a highly structured, system-driven business with a growing team, virtual assistants, and advanced workflows.Scott breaks down how hiring the right people, building systems, and embracing AI tools have helped him reclaim his time, improve client communication, and scale more efficiently. He also shares insights on where the landscaping industry is heading—from private equity shifts to new opportunities in enhancements, automation, and technology. If you’re feeling stuck doing everything yourself, this episode will show you how to step into your role as a true business owner.You’ll Learn:How hiring assistants can free up your time and improve operationsWhy systems and processes are the foundation of scalable growthHow AI and automation are changing landscaping businessesWhere new revenue opportunities are emerging in today’s marketWhy transparency and leadership matter as you grow your teamConnect With Today’s Guest:🌳 Forever Green Landscape Services: https://forevergreenlandscaper.com/👤 Connect with Scott Callenius: https://www.linkedin.com/in/scott-callenius-29b6261a/🏢Forever Green Landscape Services on Facebook: https://www.facebook.com/ForEverGreenLandscape/📸Forever Green Landscape Services on Instagram:  https://www.instagram.com/forevergreenlandscaper/Get Started With The Landscaper’s Guide:🎧 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

Are you sitting on a goldmine of missed opportunities in your CRM? In this episode, Jack Jostes sits down with Ramblin Jackson’s Director of Client Strategy, Robert Felton, to break down how landscape and snow removal companies can unlock hidden revenue from their existing database.Robert shares his proven “gold mining” strategy—how to revisit old leads, follow up with purpose, and use tools like Lead Wrangler to prioritize the hottest opportunities. You’ll learn why most contractors lose deals to “doing nothing,” how to use engagement data to identify serious buyers, and how consistent follow-up can dramatically increase your close rate without spending more on marketing.You’ll Learn:What “gold mining” your database really means—and how to do itHow to follow up in a way that actually gets responsesWhy your biggest competitor is often “doing nothing”How to identify hot leads using engagement trackingSimple ways to increase revenue from leads you already haveConnect With Today’s Guest:👤 Connect with Robert Felton: https://www.linkedin.com/in/robert-felton/                🌳 Ramblin Jackson: https://ramblinjackson.com📸Ramblin Jackson on Instagram: https://www.instagram.com/ramblinjackson/Get Started With The Landscaper’s Guide:🎧 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 do you do after you send a proposal… follow up… and never hear back?Most landscape companies simply move on — and spend more money trying to generate new leads.But what if some of that revenue is already sitting inside your database?In this LIVE webinar on Thursday, March 26th from 10:00–11:00 AM Mountain Time, Ramblin Jackson CEO Jack Jostes will show you how landscape companies are using email marketing to generate repeat business, cross-sell services, and turn old leads into new revenue.You’ll learn how strategic email marketing can nurture prospects over time and help you close deals that would otherwise be lost.In this webinar you’ll learn:-How to nurture unclosed estimates for 6–24 months-How to turn “ghosted” proposals into future projects-How to cross-sell maintenance, lawn care, fertilization, pest control, lighting, and enhancements-Subject line strategies that actually get emails opened-How to balance storytelling, selling, and promotions in your email campaigns-Real case studies of landscape companies generating big-ticket sales from emailIf you already have a database of leads or past customers, you already have opportunity.The question is: Are you using email marketing to unlock it?Register for the LIVE webinar here:https://landscapersguide.com/email-marketing-for-landscape-companies-driving-repeat-business-cross-sells/

If you’ve ever lost a landscaping sale because a prospect didn’t like your timeline, this episode is for you. Jack Jostes, CEO of Ramblin Jackson, explains why timeline objections usually do not mean the deal is dead. In peak season, reputable landscape companies are often booked weeks or months out, and many prospects are simply frustrated by the buying process, not necessarily rejecting your company.In this solo episode, Jack shares how to stay in the game with better follow-up, a smart mix of automation and personal outreach, and a proven strategy he calls gold mining. He also explains why organized notes, nurture sequences, and consistent follow-up can uncover revenue already hiding in your pipeline, and how Ramblin Jackson’s Lead Wrangler CRM helps landscape companies turn missed opportunities into real sales.You’ll Learn:Why a timeline objection usually is not a true noHow to follow up without discounting or sounding desperateWhat “gold mining” means and how it can uncover hidden revenueWhy automation should support, not replace, personal outreachHow better lead tracking helps you close more work over timeConnect With Jack Jostes:🌳 Ramblin Jackson: https://ramblinjackson.com/👤 Connect with Jack Jostes: https://www.linkedin.com/in/jackjostes/📸 Jack Jostes on Instagram: https://www.instagram.com/jackjostes/🏢Ramblin Jackson on Instagram: https://www.instagram.com/ramblinjackson/Get Started With The Landscaper’s Guide:🎧 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 Podcast, Jack Jostes interviews Sean Azad, Marketing Manager at Rain Bird, live from the Rain Bird Select Contractor Conference in Riviera Maya, Mexico.Sean shares how smart irrigation controllers, integrated valve modules, and remote water management platforms are changing the game for residential and commercial contractors. From EPA WaterSense requirements to AI-powered scheduling and unified control systems, you’ll learn how technology is helping landscape companies save water, reduce labor inefficiencies, and deliver more value to clients. If you sell or install irrigation systems, this episode will open your eyes to what’s possible now—and what’s coming next.You’ll Learn:How smart controllers using ET (evapotranspiration) adjustments can reduce water use by 30%+Why integrated valve modules help prevent costly irrigation failuresHow Rain Bird’s unified IQ platform serves both residential and commercial clientsWhat AI and voice control could mean for the future of irrigationWhy remote water management creates new recurring service opportunitiesConnect With Today’s Guest🌳 Rain Bird: https://store.rainbird.com/📚Rain Bird Learning: https://www.rainbird.com/Learning👤 Connect with Sean Azad: https://www.linkedin.com/in/sean-azad-705a6b7/📸 Rain Bird Facebook: https://www.facebook.com/RainBirdCorp🏢 Rain Bird LinkedIn: https://www.linkedin.com/company/rainbirdcorp/posts/?feedView=allGet Started With The Landscaper’s Guide🎧 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 Podcast, Jack Jostes sits down with George Egan, President of Egan Landscape Group in Plymouth, Massachusetts. George shares how he grew his company to $10 million in revenue with nearly 100 team members by focusing on daily accountability, real-time job costing, and smart marketing.From implementing a 10-minute all-team daily meeting to building a custom tech stack with Zapier, Aspire, and ClockShark, George breaks down the systems that drive profitability. He also explains how targeted social media marketing and intentional recruiting strategies are helping him attract both “hell yes” customers and top talent.You’ll Learn:How a 10-minute daily team meeting improves culture and performanceWhy real-time job costing is essential to protecting profitHow to use Zapier to connect software and automate reportingHow to define your “hell yes” customer for better marketing resultsA smarter strategy for recruiting landscape employeesConnect With Today’s Guest:🌳 Egan Landscape Group: https://eganlandscapegroup.com👤 Connect with George Egan: https://www.linkedin.com/in/georgeegan📸 https://www.instagram.com/meetgeorgeegan/ 🏢 https://www.instagram.com/eganlandscapegroup Get Started With The Landscaper’s Guide:🎧 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 Podcast, Jack Jostes interviews Erika and Justin Mathis of Mathis Landscapes in Glenville, North Carolina. From buying the family business to building a high-end design/build company, the Mathis team shares what it really takes to grow sustainably—without burning out your marriage or your team.They discuss qualifying better clients, talking about budget earlier, investing in marketing for the first time, and why transparency builds trust. You’ll also hear how they’re learning to protect their relationship while working together, plus leadership insights from NALP Elevate that are shaping their next chapter of growth.You’ll Learn:Why publishing pricing ranges can help you qualify better leadsHow to talk about budget earlier without scaring prospects awayPractical ways to protect your marriage while running a business togetherThe importance of gratitude and leadership culture in scalingWhy hiring a coach can accelerate growth and reduce stressConnect With Today’s Guest:🌳 Mathis Landscapes: https://www.mathislandscapes.com/🏢 mathislandscapesGet Started With The Landscaper’s Guide:🎧 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

Has AI changed how homeowners and commercial property managers find landscape companies?In this solo episode, Jack Jostes shares a real story from his own home renovation disaster — a leaking dishwasher, asbestos discovery, insurance requirements, and two wildly different proposals. Instead of guessing which contractor to hire, Jack used ChatGPT to compare bids and generate smart follow-up questions. What happened next reveals exactly how customers are researching and buying in 2026.You’ll hear what the data actually says about Google vs. AI search, what’s changed inside search results pages, and where landscape companies should focus their marketing this year to keep attracting high-value customers.You’ll Learn:How homeowners are using AI to compare contractor proposalsWhether AI is actually replacing Google searchWhat AI Overviews mean for your website trafficWhy fewer people are clicking search results — and what to do about itWhere landscape companies should focus their marketing in 2026Connect With Jack Jostes🌳 Ramblin Jackson: https://ramblinjackson.com👤 Connect with Jack on LinkedIn: https://www.linkedin.com/in/jackjostes/📸 Instagram: https://www.instagram.com/jackjostes/Get Started With The Landscaper’s Guide🎧 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/eventsSchedule a 15-Minute Marketing Brainstorm at https://landscapersguide.com/brainstorm 

In this live Q&A session, Jack Jostes answers real-world questions from landscape business owners, straight from the stage. The conversation focuses on one of the most common challenges contractors face: getting consistent Google reviews, especially from maintenance clients, without feeling awkward or pushy.You’ll hear practical guidance on handling negative reviews the right way, whether employees should leave reviews, and how to use review feedback to build trust with future customers. If you want a clearer, more confident approach to reviews and reputation, this episode delivers tactical advice you can use immediately.You’ll LearnHow to ask maintenance clients for Google reviews without hurting the relationshipWhy responding to every review builds trust and improves conversionsWhen negative reviews actually help your marketing instead of hurting itWhere employee reviews belong and where they do notConnect With Jack Jostes🌳 Ramblin Jackson: https://ramblinjackson.com/👤 Connect with Jack Jostes: https://www.linkedin.com/in/jackjostes/📸 https://www.instagram.com/jackjostes/🏢 https://www.instagram.com/ramblinjackson/Get Started With The Landscaper’s Guide🎧 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

Brian Middleton didn’t start his career in the green industry. For more than 20 years, he was a well-known radio DJ in one of the biggest markets in the country. Today, he’s the Head of Technical Support at PermaGreen, helping lawn and landscape companies keep their crews productive, profitable, and moving.In this episode, Brian and Jack talk about what really happens when equipment goes down in the field, why fast, human support still matters in an AI-driven world, and how smarter equipment choices can reduce burnout, lower employee turnover, and improve quality of life for crews. If your business depends on efficiency, reliability, and keeping your people running strong all season, this conversation hits home.You’ll LearnWhy equipment downtime costs more than just repair dollarsHow riding equipment can reduce crew burnout and turnoverWhere AI fits into tech support and where humans still winHow PermaGreen designs support systems around real-world field problemsConnect With Today’s Guest🌳 PermaGreen: https://permagreen.com/👤 Connect with Brian Middleton: https://www.linkedin.com/in/brian-middleton-48862b344/📸 PermaGreen Instagram: https://www.instagram.com/permagreenspreadersprayers/🏢 PermaGreen Facebook: https://www.facebook.com/gopermagreen/Get Started With The Landscaper’s Guide🎧 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

https://landscapersguide.com/brand-your-sales-process-to-get-the-owner-out-of-sales-with-jack-jostes-and-robert-felton/Brand Your Sales Process To Get The Owner Out of Sales - with Jack Jostes and Robert FeltonDate: Thursday, January 29, 2026, 10:00 to 11:00 AM MTLocation: Virtual on ZoomInvestment: FREEIn this workshop, Ramblin Jackson CEO Jack Jostes and Director of Client Strategy Robert Felton will share what they've learned working with 300+ landscape companies to help you:Increase your close rate which will save you massive timeCreate a repeatable process that attracts both customers AND employees...Free up your time to grow the businessSet your business up to grow, scale - and be even more sellableReady to grow and scale your business?

In this episode of The Landscaper’s Guide Podcast, Jack Jostes sits down with Abe Faria, General Manager of CMS Landscape (Chris Mark and Sons) in Massachusetts, a multi-generation landscape company that’s been operating since 1973. Abe shares how CMS has grown to over 50 employees by making hard—but strategic—decisions about who they serve and how they protect their team.You’ll hear a candid conversation about identifying toxic or misaligned clients, the internal process CMS uses to evaluate them, and how the “Better Served By Others” (BSBO) framework helps preserve employee morale, improve service quality, and increase profitability. This episode is a must-listen for landscape and snow business owners who feel stretched thin, overworked, or trapped serving the wrong customers.You’ll Learn:What “Better Served By Others” really means—and when to use itHow toxic or misaligned clients impact morale and productivityA practical process for evaluating whether a client should stay or goHow firing clients can actually improve service and profitabilityWhy focusing on your best clients solves staffing and growth problemsConnect With Today’s Guest:🌳 CMS Landscape (Chris Mark and Sons): https://cmslandscape.com/👤 Connect with Abe Faria: https://www.linkedin.com/in/abram-faria-01aab81ba/ 📸 Personal Instagram: https://www.instagram.com/cmslandscape/🏢 Company Instagram: https://www.instagram.com/cmslandscape/Email: [email protected]  Get Started With The Landscaper’s Guide:🎧 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 actually separates high-performing landscape companies from everyone else isn’t luck, leads, or even talent — it’s how they handle sales, pricing, and client qualification.In this episode of The Landscaper’s Guide Podcast, Jack Jostes sits down in the Ramblin Jackson studio with the three finalists for the 2025 Landscape Leader Of The Year Award. These owners flew in from across the country to participate in a live event, mastermind together, and share what they’re learning as they grow mature, professional landscape companies. The conversation dives into real-world lessons around qualifying leads, saying no to bad-fit clients, pricing transparency, speed to lead, and protecting teams from burnout.If you’re tired of price shoppers, wasted estimates, stressed crews, and sales that feel unpredictable, this episode offers practical insight from peers who are actively fixing those problems in their own businesses.You’ll LearnWhy saying “no” to the wrong clients protects your team and profitabilityHow pricing guides and websites can pre-qualify better leadsWhat top landscape leaders do differently during sales conversationsHow faster follow-up dramatically improves close ratesWhy presenting proposals beats emailing them every timeConnect With Today’s Guests🌳 Buckhead Landscape & Design: https://buckheadlandscapedesign.com/👤 Stuart Ward: https://www.linkedin.com/in/stuart-ward-a918522/ 🌳 Tri Valley Landscape: https://trivalleylandscapellc.com/👤 Dominick DePadre: https://www.linkedin.com/in/dominick-depadre-a33456337/ 👤 Diana DePadre: https://www.linkedin.com/in/diana-depadre-a45459337/ 🌳 Dutchies Stoneworks: https://www.dutchiesstoneworks.com/👤 Michael Fisher: https://www.linkedin.com/in/michael-fisher-2321922a0/ See the 2025 Landscape Leader of the Year: Stuart Ward’s Proven Sales Process for Scaling Profitably presentation https://landscapersguide.com/landscape-leader-of-the-year-stuart-ward/ Get Started With The Landscaper’s Guide🎧 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

Pam Berrios has spent nearly three decades in the green industry—and she’s on a mission to elevate the people who power it. In this episode of The Landscaper’s Guide Podcast, Jack Jostes sits down with Pam to talk about career pathways, leadership development, and why investing in field-level team members is the single most important move landscape companies can make.Pam shares her experience as a former landscape company owner, her work training Spanish-speaking crews across the country, and how leadership, language, and genuine care can transform hourly jobs into lifelong careers. They also discuss how AI and translation tools are beginning to bridge communication gaps—without replacing the human relationships that truly drive retention and growth.You’ll LearnWhy many field employees don’t see landscaping as a long-term career—and how to change thatHow leadership training can prevent new managers from failing after promotionWays AI and translation tools are helping connect crews and managersWhy relationship-building matters more than technology as companies scaleHow representation and mentorship elevate the entire industryConnect with Pam Berrios🌳 Infinity Group: https://elevate123.net/👤 Connect with Pam Berrios: https://www.linkedin.com/in/pamBerrios📸 Personal Instagram: https://www.instagram.com/pamberriostraining/Get Started With Landscapers Guide🎧 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

Selling premium landscape services means hearing “no” more often—and waiting longer for the right “yes.” In this episode of The Landscaper’s Guide Podcast, Jack Jostes sits down with Chris James of Perfect Cut Landscaping to talk candidly about rejection, long HOA sales cycles, and how top sales professionals stay confident through it all.Chris shares real-world lessons from selling residential, commercial, and HOA landscape services in South Florida, including how to follow up without damaging relationships, why professionalism pays off months or years later, and how mindset, systems, and communication separate average sales reps from top performers. They also cover how AI, KPIs, and industry events are helping sales pros buy back time and close higher-quality work.You’ll Learn:How top landscape sales pros handle rejection without losing confidenceWhy long HOA sales cycles are an advantage when handled correctlyHow professional follow-up leads to premium work laterPractical ways AI can save time in estimating and communicationHow sharing KPIs helps align crews and leadershipConnect with Chris James🌳 Perfect Cut Landscaping: https://561lawn.com/📸 @perfectcutlandscaping🏢 @perfectcutlandscapingGet Started With The Landscaper’s Guide:🎧 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 solo episode of The Landscaper’s Guide Podcast, host Jack Jostes reflects on the hardest leadership lessons he learned last year—particularly around letting the wrong people stay too long, dealing with toxic behavior, and the personal toll poor people decisions can take on business owners. Jack shares real stories from his own company and from client conversations, offering an honest look at why leadership often gets harder before it gets clearer.In the second half of the episode, Jack shifts gears and looks ahead to 2026. He previews what’s coming next at Ramblin Jackson, including new products, services, and systems designed to help landscape and snow companies grow with better sales processes, smarter automation, and less stress. This episode blends leadership insight with practical business direction for owners who want to build stronger teams and more scalable companies.You’ll LearnWhy waiting too long to let people go creates long-term stress and culture issuesHow to identify toxic behavior—even when performance looks “good on paper”What Jack learned about leadership fear, clarity, and accountabilityWhat new tools and services are coming to Ramblin Jackson in 2026Where Jack sees the biggest opportunities for landscape and snow companies next yearConnect With Jack Jostes🌳 Ramblin Jackson: https://ramblinjackson.com/👤 Connect with Jack Jostes on LinkedIn: https://www.linkedin.com/in/jackjostes/📸 https://www.instagram.com/jackjostes/🏢 https://www.instagram.com/ramblinjackson/🎧 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/eventsBook a 15-Minute Marketing Brainstorm:https://landscapersguide.com/brainstorm/

As the year winds down, landscape and snow business owners face important decisions around renewals, pricing adjustments, and profitability. In this episode of The Landscaper’s Guide Podcast, Jack Jostes is joined by Maggie Wymore from ServiceTitan to discuss what service businesses should be reviewing at year-end to finish strong and plan confidently for the year ahead.Maggie shares practical insights on reviewing financial inputs, evaluating profitability by service line, improving renewal conversations, and using tools like site audits and client budget worksheets to increase retention and enhancement sales. If you want clearer numbers and better conversations heading into next season, this episode will help you get there.You’ll LearnWhat to review before closing the year and renewing contractsHow to evaluate profitability by service lineWhy clean financial inputs matter more than reportsHow year-end planning improves retention and enhancement salesConnect with Maggie Wymore from ServiceTitan🌳 Aspire Software: youraspire.com 👤 Connect with Maggie Wymore: https://www.linkedin.com/in/maggie-wymore-6811b247/ 🏢 Aspire on Instagram: https://www.instagram.com/aspiresoftwareConnect with Jack Jostes and The Landscaper’s Guide🎧 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, Jack Jostes sits down with Vania Mickos of Mullin Landscape to explore her remarkable journey from growing vegetables on her family’s farm in Brazil to becoming an account manager in Baton Rouge. Vania shares how grit, agronomy expertise, and a deep commitment to kindness shaped her leadership style and career path.We discuss her early start in agriculture at age 11, her transition into agronomy, her move to Europe, and eventually her growth into the U.S. landscape industry. Her powerful message about communication and kindness as core leadership skills makes this episode a must-listen for landscape and snow pros.You'll Learn:How agronomy shaped Vania’s career in landscapingWhy kindness and communication are essential leadership skillsThe role of multilingual skills in managing teamsHow early entrepreneurship impacts long-term career successConnect With Today’s Guest🌳 Mullin: https://www.mullinlandscape.com/👤 Connect with Vania Mickos: https://www.linkedin.com/in/vaniamickos/📸 @vania.mickos🏢 @mullinlandscapeGet Started With The Landscaper’s Guide🎧 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

After five years, 300 episodes, more than 75,000 audio downloads, and over 110,000 YouTube views, Jack Jostes shares the biggest lessons he’s learned from producing The Landscaper’s Guide. In this milestone solo episode, Jack breaks down the marketing mindset that has helped hundreds of landscape and snow companies grow with social media, storytelling, consistency, and simple video production.You’ll hear the real behind-the-scenes journey—starting the show in a tiny shed, leveling up gear over time, learning video and audio by doing, and why “done beats perfect” remains the #1 success principle for content-driven landscape companies. Jack also shares the single best microphone setup to instantly improve your social media videos.You’ll Learn:Why consistency matters more than fancy gearThe mindset shifts landscapers must make to win on social mediaHow Jack built the show from a shed to a full studioThe surprising gear that delivers the biggest video upgradeWhy one weekly video could transform your marketing in 12 monthsConnect with Jack Jostes: 🌳 Ramblin Jackson: https://ramblinjackson.com 👤 Connect with Jack Jostes: https://linkedin.com/in/jackjostes 📸 https://instagram.com/jackjostes 🏢 https://instagram.com/ramblinjackson 🎧 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, Jack interviews Edward Morales, second-generation owner of Tropical Landscaping Services in Buckeye, Arizona. After years of the company relying on hard work and word-of-mouth without a clear sales process, Edward stepped back into the business and realized it needed structure, clarity, and consistency. He rebuilt their sales process from scratch and discovered how communication and predictable workflows create a better client experience.Edward also shares how he uses AI as a thinking partner—clarifying decisions, improving communication, and refining processes without replacing the personal touch. If you’re a landscape or snow contractor looking to modernize your operations, sharpen your sales process, or understand how AI actually fits into a real-world company, this conversation is full of practical takeaways.You’ll Learn:How Edward rebuilt TLS’s first-ever sales processWhy structure and clarity are essential to a great client experienceHow AI can enhance communication and leadershipWhat it takes to grow a multi-decade family businessWhy refining processes separates pros from amateursConnect With Today’s Guest🌳 Tropical Landscaping Services: https://tropicallandscapingservice.com/ 👤 Connect with Edward Morales: https://www.linkedin.com/in/edward-morales-67115437a/ 🏢 @tropical_landscapingazGet Started With The Landscaper’s Guide🎧 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, Jack Jostes breaks down one of the simplest and most profitable sales activities any landscape company can run: the Call Jam. Jack shares why calling customers still outperforms every other marketing channel, how to structure a winning Call Jam with your team, and how to prioritize your leads so you focus on the prospects most likely to buy. He also explains the Hopper Dropper method for doubling your response rates and gives a real example of a landscape company that generated $52,000 in slow-season revenue using this exact strategy.If you want a repeatable system for booking more appointments, reactivating cold leads, and closing jobs faster—without adding more complexity—this episode gives you the entire Call Jam playbook.You’ll Learn:Why calling customers still beats email and textHow to run a high-energy, high-accountability Call JamThe Hopper Dropper method for doubling callbacksHow to prioritize hot, warm, and cold leadsA real example of $52K generated from two Call JamsConnect With Ramblin Jackson & Jack Jostes 🌳 Ramblin Jackson: https://ramblinjackson.com 👤 Connect with Jack Jostes: https://www.linkedin.com/in/jackjostes/ 📸 @jackjostes 🏢 @ramblinjacksonGet Started With The Landscaper’s Guide 🎧 Watch the full episode + read the transcript: https://landscapersguide.com/podcast/ 🥓 Get your beef jerky: https://landscapersguide.com/toolbox 📅 Upcoming live & virtual events: https://landscapersguide.com/events

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 mistakeHow long-term marketing investments “harvest” results years laterWhat landscape companies need to know about AI-driven searchWhy deep content, reviews, and video outperform competitorsHow Alterra creates steady demand in an oversaturated marketConnect 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 industryWhy honesty and communication close more long-term contractsThe sales principles behind $50 million in snow revenueHow Snow Systems scaled from local to national operationsTips for retaining customers year after yearGuest Contact: 🌳 Snow Systems: https://www.snowsystems.com 👤 Connect with Stacey Hinson: https://www.linkedin.com/in/stacey-hinson-39440957 📧 [email protected] 📞 (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

When you start a landscape company, you wear every hat — salesperson, account manager, and operations lead. But as your business grows, scaling becomes harder without a defined process.In this episode, 2025 Landscape Leader of the Year Stuart Ward of Buckhead Landscape & Design shares how his Atlanta-based company created a clear and repeatable sales process that drives consistent growth, improves onboarding, and gives every team member a roadmap to success.If you’ve ever struggled with unpredictable sales or employee turnover, Stuart’s practical framework will show you how to build systems that scale — without losing quality or customer experience.You’ll Learn:How to eliminate chaos by documenting your sales processWhy consistency and accountability are the foundation of scalable growthHow Buckhead Landscape & Design uses systems to train new employees fasterThe benefits of measuring, refining, and improving your process over timeConnect With Today’s Guest: 🌳 Buckhead Landscape & Design: https://buckheadlandscapedesign.com/ 👤 Connect with Stuart Ward: https://www.linkedin.com/in/stuart-ward-a918522/ 🏢 Company Instagram: https://instagram.com/buckheadlandscapedesign/ 📘 Company Facebook: https://www.facebook.com/BuckheadLandscapeDesignGet Started with Ramblin Jackson  🎧 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/eventsLearn more about Ramblin Jackson: https://ramblinjackson.com 

Most landscape companies lose sales because their follow-up is too slow and too inconsistent.In this short video, Jack Jostes — CEO of Ramblin Jackson and host of The Landscaper’s Guide Podcast — shares how one simple ChatGPT prompt can help your entire sales team follow up faster, sound more professional, and keep CRM notes consistent across your company.See Jack LIVE at NALP ELEVATE 2025 Date: Wednesday, November 5, 2025 Time: 9:00–9:45 a.m. MST Location: Phoenix Convention Center | Phoenix, AZ***West Building - 100 Level - Room 105** Session: ChatGPT for Landscape Sales Pros & Owners — A Hands-On Intro to Close More SalesStop by the Ramblin Jackson Booth #1531 Come say hi, grab a photo, and enter our Steak Giveaway — because the only thing better than closing more sales is celebrating with a great steak.Can’t make it to Phoenix? Get instant access to Jack’s free 5-minute ChatGPT training video and prompts here: https://landscapersguide.com/chatListen to The Landscaper’s Guide Podcast: https://landscapersguide.com/podcast/ Follow Jack on Instagram: https://www.instagram.com/jackjostes Learn more about Ramblin Jackson: https://ramblinjackson.com

Are you a multiplier or a diminisher in your company’s leadership? In this episode, Landscaper’s Guide podcast host Jack Jostes reviews Multipliers: How the Best Leaders Make Everyone Smarter by Liz Wiseman. Jack shares key insights from the book and from his Wild Frontier Mastermind discussion — including how to identify people’s native genius, when to move team members into new seats, and why great leaders admit mistakes publicly to build trust. You’ll hear practical, real-world applications for landscape and snow business owners who want to grow stronger leadership teams and elevate company culture.You’ll Learn:How to find your team’s native genius and align roles with strengthsWhen high performers become “prima donnas” and what to do about itWhy publicly owning mistakes builds trust and loyaltyHow to lead better debates and frame questions for productive discussionsWhy multipliers challenge their teams with “mission impossible” goalsGuest Contact Info: 🌳 Ramblin Jackson: ramblinjackson.com 👤 Connect with Jack Jostes: LinkedIn 📸 @jackjostes 🏢 @ramblinjackson 🎧 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

How do you go from teaching middle school science to running a thriving landscape and industrial maintenance company? In this week’s episode of The Landscaper’s Guide, Jack Jostes talks with Ryan Robinson, owner of Turf Concepts Landscaping in Michigan, about his journey from part-time mower to full-time business owner, and how discipline, learning marketing, and embracing video helped him grow faster than ever.You’ll learn:📈 How Ryan left teaching to build a multi-service landscaping company📚 The marketing books that helped him transform his business mindset💡 Why consistency, safety, and systems drive growth more than size🎥 How becoming “the face of the company” changed his brand visibilityWhether you’re thinking about taking the leap into full-time ownership or just want to improve your systems and profitability, this episode delivers real lessons from the field.🎧 Listen now and get inspired to take your next bold step.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 Turf Concepts Landscaping: https://www.turfconceptslandscaping.com/ See upcoming live and virtual events: https://landscapersguide.com/events/ 

Most landscape owners dream of a business that runs without them. George Urvari has actually done it. After nearly 40 years of building Oriole Landscaping into one of Toronto’s top design-build firms, George now helps other owners create systems, train leaders, and reclaim their time through Knowledge Tree Consulting.In this episode, George shares practical steps to remove yourself from daily chaos and create a company that works because of your leadership, not your presence.You’ll learn:How to identify and fix leadership blind spots that stall growthA practical team exercise that helps you delegate real responsibilityWhat it actually takes to step back without losing control of your business🎧 Watch or listen wherever you get your podcasts — YouTube, Apple, Spotify, or right at Landscaper’s Guide.Show Notes:🎧 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 🌳 Knowledge Tree Consulting: https://knowledgetreeconsulting.com/ 👤 Connect with George Urvari: https://www.linkedin.com/in/george-urvari-916245139/ 

Selling commercial snow and landscape work isn’t the same as residential. Budgets, long sales cycles, and high expectations make it tough to stand out. In this episode of The Landscaper’s Guide, Jack Jostes hosts a panel of three leaders who have each scaled $10M+ companies to share what’s actually working in commercial sales today.You’ll hear from Robert Clinkenbeard (Wilson360), Nick Klotz (EPM of Michigan), and Eddy Zakes (Earth Development) as they break down the tactics, team structures, and mindset shifts that drive growth.You’ll discover:How to increase close rates and avoid wasting time on the wrong leadsOutbound and referral strategies that consistently open doors with the right clientsThe systems and leadership practices that allow companies to scale past $10MIf you’re ready to win more commercial work and build stronger client relationships, this episode will give you practical strategies you can use right away.Show Notes:📺 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 👤 Connect with our panelists:- Robert Clinkenbeard – Wilson360: https://wilson-360.com/ - Nick Klotz – EPM of Michigan: https://epmofmichigan.com/ - Eddy Zakes – Earth Development: https://earthdevelopmentinc.com/ 🏆 Vote + see the Landscape Leader of the Year:https://landscapersguide.com/leader 

Most landscapers think residential snow and lawn care can’t scale profitably. Summit Lawns in Lincoln, Nebraska, is proving otherwise. With 4,000 clients and five profit centers, owner Ted Glaser has built one of the Midwest’s fastest-growing lawn and landscape companies.In this episode of The Landscaper’s Guide, Jack Jostes talks with Ted about the painful “Summer of Diamonds” when he lost half his staff, how he rebuilt with a stronger model, and the systems that keep Summit Lawns growing year after year.You’ll discover:Why residential snow and lawn care can solve cash flow and training challengesHow Google Reviews and SEO fuel local growth and recruitingWhy social media matters for both hiring and AI-driven search visibilityWhether you’re under $1M or building past $5M, this episode will give you practical strategies to stabilize and scale your landscaping business.Show Notes:Watch the full episode + see the transcript: https://landscapersguide.com/podcast/ Get your free beef jerky sample: https://landscapersguide.com/toolbox See upcoming live and virtual events: https://landscapersguide.com/eventsConnect with Ted:LinkedIn: https://www.linkedin.com/in/tedglaser/ Summit Lawns: https://www.summitlawnslincoln.com Instagram: @mrtedman 

What does it take to scale a landscape company from scratch to $20M and 350 employees—and then build one of the industry’s most respected coaching and peer group businesses?In this episode of The Landscaper’s Guide, Jack Jostes interviews Robert Clinkenbeard, CEO of Wilson360, Ironman competitor, and host of The Commercial Landscaper Podcast. Robert shares his journey from Scotland to Phoenix, where he built a $20M commercial landscape company, sold it, and then took over and rebranded Wilson360.In this episode, you’ll discover:How EOS, coaching, and peer groups help owners scale without losing controlWhy Google Reviews and client care are essential scorecard metricsThe surprising role kilts, Ironman races, and experimentation play in leadershipWhether you’re running a $2M business or pushing toward $20M, this episode is packed with practical strategies and hard-earned wisdom.Watch the full episode + see the transcript: https://landscapersguide.com/podcast/ Show Notes:See upcoming events: https://landscapersguide.com/events Tell us where to send your beef jerky: https://landscapersguide.com/toolbox Connect with Robert:LinkedIn: https://www.linkedin.com/in/robert-clinkenbeard/ Wilson360: https://wilson-360.com/about-us/ The Commercial Landscaper Podcast: https://thecommerciallandscaper.com/ 

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 experienceWhy EOS, role clarity, and a smaller leadership team reduced conflict and improved accountabilityThe scorecard metrics Miller Landscape watches weekly, including Google Reviews, and why reviews now drive buying decisionsHow a 10-year VTO to $20M, plus a focus on time, guides decisions and protects family lifeWhether 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/toolboxCheck out Miller Landscape: https://www.millerlandscape.com/See upcoming live and virtual events: https://landscapersguide.com/events

Hiring, leading, and keeping your team focused is one of the toughest parts of growing a landscaping company. Add in the unique challenges of ADHD and neurodivergence, and it can feel overwhelming. But what if those differences could actually be a strength in your company?In this episode of The Landscaper’s Guide, Jack Jostes interviews LeanScaper Chief Customer Experience Officer Kristen Kiely. Kristen has nearly a decade of industry experience with LMN, The Grounds Guys, and now LeanScaper, and her husband runs a $5M design-build and snow company in Toronto. She shares how neurodivergence, structure, and operational systems can actually fuel growth for landscaping companies.You’ll discover:Why ADHD and neurodivergence can be a superpower in the landscape industryHow tools like calendaring, nutrition, and routines improve focus and leadershipWhy efficient operations and financial discipline drive profitability and scalabilityWhether you’re managing a $2M company or pushing past $10M, this episode will help you think differently about your team and your growth.Show Notes:Watch the full episode + see the transcript: https://landscapersguide.com/podcast/ Get your free beef jerky sample: https://landscapersguide.com/toolbox See upcoming live and virtual events: https://landscapersguide.com/eventsConnect with Kristen: Instagram: https://instagram.com/kristencxo LinkedIn: https://www.linkedin.com/in/kristenkielycfe/ LeanScaper: https://leanscaper.com

Hiring a Marketing Coordinator might sound like a luxury — but for growing landscape companies, it could be the smartest move you make (besides ordering cheese curds in Wisconsin).In this episode of The Landscaper’s Guide, Jack Jostes sits down with Ramblin Jackson’s Marketing Coordinator, Hayden Storms, who started as an apprentice and now leads podcast editing, video production, and marketing automation.You’ll discover:How to actually use your iPhone to shoot sharp, on-site video contentLeadership takeaways from Scouts and DECA that build real team cultureWhy keeping your current clients happy often pays more than chasing new onesWhether you’re ready to hire your first marketing role or just tired of doing it all yourself, this episode’s got lessons you can apply right away.Show Notes:Watch the full episode + see the transcript: https://landscapersguide.com/podcast/ Get your free beef jerky here: https://landscapersguide.com/toolbox See upcoming live and virtual events: https://landscapersguide.com/eventsConnect with us:Jack Jostes on LinkedIn: https://www.linkedin.com/in/jackjostes/ Hayden Storms on LinkedIn: https://linkedin.com/in/haydenstorms 

The demands on snow and ice contractors are higher than ever. Large accounts want faster response times, accurate documentation, and proof of service. Driving site to site is slow, costly, and leaves room for disputes.In this episode of The Landscaper’s Guide, Jack Jostes talks with Christopher Lareau, founder of Vue Robotics, about how AI-powered weather cameras are changing the way contractors manage portfolios and deliver service.You’ll learn:How AI cameras give contractors real-time visibility across hundreds of sitesWhy trail cams and traditional monitoring cannot compete with AI weather dataHow service verification reduces risk and helps win larger accountsIf you want to prepare your company for the future of snow and ice management, listen now.Show Notes:Watch the full episode + see the transcript: https://landscapersguide.com/podcast/ Get your free beef jerky sample: https://landscapersguide.com/toolbox Vue Robotics: https://vuerobotics.io/ Connect with Christopher Lareau: https://www.linkedin.com/in/christopherlareau/ See upcoming live and virtual events: https://landscapersguide.com/events 

AI search is moving fast! And it’s already changing how homeowners discover local landscape companies.In this episode of The Landscaper’s Guide, host Jack Jostes reveals the three massive shifts happening right now in summer 2025 that every landscaper needs to know to stay visible in this competitive market.Listen to the full episode, where we dive into:How Bing plays a surprising role in ChatGPT search resultsWhy first-party reviews can give you an edge in AI rankingsHow short-form videos from TikTok, Instagram, and more are now showing up in Google searchIf you want your snow and landscape business to show up in AI search, attract more qualified leads, and stay ahead of the curve, this episode will give you the blueprint you need for an amazing fall harvest.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/toolboxBook your 15-minute marketing brainstorm: https://landscapersguide.com/brainstorm See upcoming live + virtual events: https://landscapersguide.com/events 

What does fearless leadership look like in the landscaping industry?In this episode of The Landscaper’s Guide, Peggy Berns shares how she built a thriving landscaping business through strong leadership, a focus on her team, and the courage to make bold decisions.You’ll hear Peggy’s journey, including:How she overcame early challenges in businessThe leadership principles that helped her build a strong, loyal teamHer advice for landscapers who want to grow their company without losing controlWhether you’re running one truck or a growing fleet, this conversation will give you actionable insights to lead with confidence and build a thriving landscaping business.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/toolboxConnect with Peggy Berns- Phone: 586-350-5993 - Website: bernslandscape.com See upcoming live + virtual events: landscapersguide.com/events 

From mowing lawns with a Jeep Liberty and one truck to running a million-dollar landscaping company in just four years, Jacob Peffer’s journey is one you’ll want to hear.At only 24, Jacob has grown GreenerConcepts into a thriving business, proving that with the right mindset, mentorship, and strategy, massive growth is possible in a short amount of time.In this episode of The Landscaper’s Guide, Jack Jostes talks with Jacob live from the 2025 SIMA Symposium about:How he grew GreenerConcepts from 1 truck to $1M in four yearsThe role mentorship and coachability played in his successWhy hiring an operations manager is the key to his next stage of growthWhat he’s learned about retention, leadership, and building team cultureIf you’ve ever wondered what it really takes to scale a landscaping business fast, this episode delivers real-world insights from someone building it right now.Show Notes:Watch the full episode + read the transcript: https://landscapersguide.com/podcast/ Get free marketing resources + beef jerky: https://landscapersguide.com/toolboxGreenerConcepts: https://www.greenerconceptslcs.com/ Connect with Jacob on LinkedIn: https://www.linkedin.com/in/jacob-peffer-052202197/ Join us at an upcoming event: https://landscapersguide.com/events 

Isolation. Burnout. And feeling invisible in a male-dominated industry.These are just a few of the challenges women face in the snow and landscape world — whether they’re operators, spouses, or business owners themselves.In this episode of The Landscaper’s Guide, host Jack Jostes interviews Val Lesak, co-founder of Influential Encounters, live from the Ramblin Jackson booth at the SIMA Symposium. Val shares how she’s helping build a nationwide community that supports women in snow, landscape, and construction.In this episode, you’ll hear:Why “snow wives” often feel alone — and how you can helpHow Influential Encounters is creating real connection and supportThe top communication and boundary-setting challenges women faceWhy community is essential for retention, leadership, and long-term success in the trades👉 This episode isn’t just for women. If someone you know works in or supports this industry, send them this episode. It might be the conversation they’ve been missing.Show Notes:Watch the full episode + read the transcript: https://landscapersguide.com/podcast Get free marketing resources + beef jerky: https://landscapersguide.com/toolbox Learn more about Influential Encounters: https://www.influentialencounters.com Connect with Val Lesak on LinkedIn: https://www.linkedin.com/in/val-lesak/ Follow Influential Encounters:Instagram: @influential_encountersLinkedIn: https://www.linkedin.com/company/influential-encounters/ 

You’re closing deals, working hard, and watching the money come in…But your bank account still isn’t growing. What gives?In this episode of The Landscaper’s Guide, Jack Jostes interviews Jeff Heller, a Profit First Professional, landscape industry consultant at The Green Executive, and SIMA 2025 Board Member, about why so many snow and landscape companies struggle with cash flow — and how to fix it.Here’s ONE thing Jeff wants landscapers to know: If your profit is “whatever’s left over,” you’re doing it backwards.In this episode, you’ll learn:Why your income statement is lying to youThe 5 core Profit First accounts (and how to set them up)Real strategies to start paying yourself consistently🎧 Ready to stop wondering where your money is going?Watch or listen now — and start running your business with clarity.Show Notes:📺 Watch + Read the Full Episode:https://landscapersguide.com/podcast/ 🎁 Get Free Tools + Beef Jerky:https://landscapersguide.com/toolbox 📬 Connect with Jeff Heller:LinkedIn: https://www.linkedin.com/in/jeff-heller-csp-pfp-5446217/ Email: [email protected] Website: https://thegreenexecutive.com/profit-first/ 📌 Learn More About SIMA:SIMA 2025 Board of Directors: https://www.sima.org/board 

Artificial turf is booming—but too many landscapers are cutting corners and losing money.In this episode of The Landscaper’s Guide, Jack Jostes sits down with Steve Rice, the founder of Lawn Kings and Titan Turf Supply. From Hollywood movie sets to thousands of installs across the U.S., Steve shares what it really takes to do turf right.Here’s one thing Steve wants every landscaper to know:The base prep is everything. Skip it, and you’ll lose trust—and repeat business.You’ll hear:Why cheap installs are hurting your brandThe key installation details that most people missHow Steve scaled two turf companies with top-tier service🎧 Want to build a reputation (and business) that lasts?Watch or listen now—this one’s full of real-world insight.Show Notes:🌐 Lawn Kings: lawnkingsinc.com 📧 Contact: [email protected] | [email protected] 🌱 Titan Turf Supply: titanturfsupply.com 📧 Contact: [email protected] 📺 Watch + Read the Full Episode: landscapersguide.com/podcast 🎁 Get Free Tools + Beef Jerky: landscapersguide.com/toolbox 📅 Catch Jack at Upcoming Events: landscapersguide.com/events 

What does it take to lead a multi-state snow and landscape company, when you didn’t grow up in the industry?In this episode of The Landscaper’s Guide, Jack Jostes sits down with Eddy Zakes, CEO of Earth Development, to explore how grit, values, and systems fuel business growth.Eddy shares:What it’s like to acquire and lead a company as an outsider to the industryHow Earth Development builds long-term partnerships with clients and service providersHis personal discipline—training for an Ironman while running a growing companyWhy hiring for grit, not just experience, makes all the differenceIf you're thinking about leadership, recruiting, or scaling with purpose, this one’s for you.🎧 Listen in and get inspired to build a business (and life) that aligns with your values.Show Notes:📺 Watch the full episode + read the transcript: https://landscapersguide.com/podcast 🌐 Learn more about Earth Development: https://earthdevelopmentinc.com 👤 Connect with Eddy Zakes on LinkedIn: https://www.linkedin.com/in/eddyzakes 🎥 Want a video like this for your business? https://ramblinjackson.com/video 📅 Catch Jack at upcoming events:https://landscapersguide.com/events 

For years, Theiss Landscape Works gave away free estimates and paid the price in unqualified leads, sales chaos, and owner burnout.Then they stopped…In this episode of The Landscaper’s Guide, Monty and Justin Theiss share the bold decisions they made after partnering with Ramblin Jackson—decisions that led to stronger leads, smoother operations, and their biggest December ever.💥 If your sales process feels messy, manual, or totally dependent on you as the owner... this is your sign to fix it.In this episode, you’ll learn:Why charging for consultations didn’t scare clients—it pre-qualified themHow they replaced the owner in sales with a branded, scalable systemThe real results: better-fit leads, happier staff, and serious momentum toward $10M🎧 Ready to stop wasting time on bad leads—and finally build a sales process that works?Hit play now.Show Notes:📺 Watch the full episode + read the transcript: https://landscapersguide.com/podcast🎁 Tell us where to send your beef jerky: https://landscapersguide.com/toolbox🌱 Connect with Theiss Landscape Works: https://theisslandscapeworks.com📞 Book a 15-Minute Marketing Brainstorm Call: https://landscapersguide.com/brainstorm📅 Catch Jack at upcoming events: https://landscapersguide.com/events