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The Landscaper's Guide to Modern Sales & Marketing

The Landscaper's Guide to Modern Sales & Marketing

Hosted by Jack Jostes

BusinessEntrepreneurship
WebsiteRSS feed

Episodes

329

Latest episode

Jul 2026

Language

EN-US

About the show

The Landscaper’s Guide To Sales and Marketing is a weekly video and podcast series dedicated to helping lawn and landscape contractors attract more of the RIGHT customers to Increase Profits + Enjoy A Better Lifestyle. Hosted by Amazon best-selling author, keynote speaker, and Ramblin Jackson CEO Jack Jostes, this show is packed full of the latest green industry sales, marketing, and business trends to keep your business growing in the right direction.

Listen to episodes

60 recent
July 10, 2026Episode 33140 min

How Rich Green Lawns Tripled Their Client Count Without Losing the Family Touch

What does it take for a second-generation lawn care company to grow from 1,000 to more than 3,000 active customers while keeping the same hometown customer service that built the business? In this episode of The Landscaper's Guide Podcast, Jack Jostes sits down with Erick Lehmann and Cortney Andersen of Rich Green Lawns in Central New Jersey to discuss how they've modernized a nearly 40-year-old family business without sacrificing the personal relationships that set them apart.Erick and Cortney share how investing in technology, better equipment, leadership, employee development, and marketing has helped them scale sustainably while creating new opportunities for their team. They also discuss customer referrals, Google reviews, identifying your "Hell Yes Customer," and why saying "no" to the wrong work can be one of the best growth strategies for any lawn or landscape company. If you're looking to grow your business without losing your culture, this episode is full of practical ideas you can apply today.You'll LearnHow Rich Green Lawns grew from 1,000 to 3,000 active clients.Why combining old-fashioned customer service with modern technology creates a competitive advantage.How investing in employees and equipment improves retention and customer experience.Why identifying your "Hell Yes Customer" helps you scale faster.How referrals, Google reviews, and consistent marketing generate better leads.Connect With Today's Guest🌳 Rich Green Lawns: https://richgreenlawns.com/👤 Connect with Eric Lehmann and Courtney Andersen:https://www.linkedin.com/in/ejlehmann/ https://www.linkedin.com/in/courtney-andersen-7a6681206/🏢 Rich Green Lawns Instagram:https://www.instagram.com/RichGreenLawns📘 Rich Green Lawns Facebook:https://www.facebook.com/RichGreenLawnsGet 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 with the Ramblin Jackson strategy team https://landscapersguide.com/brainstorm/

July 3, 2026Episode 33025 min

How to Scale Your Landscape Business With Better Leadership, Delegation & Coaching | David Gallagher & Jacob Peffer

What does it really take to grow a landscape company from a small startup into a business that can scale without the owner doing everything?In this episode of The Landscaper's Guide Podcast, Jack Jostes sits down with Jacob Peffer, Owner of Greener Concepts, and his business coach, David Gallagher of Spiritus Business Advisors. Jacob shares how his company recently surpassed the $1 million revenue mark and why hiring an operations manager became one of the most important decisions he's made. David explains how leadership, organizational structure, coaching, and prioritization help landscape companies avoid the common mistakes that prevent growth.Together they discuss delegation, hiring, onboarding, coaching, sales, and building systems that allow business owners to focus on leadership instead of getting stuck in day-to-day operations. Whether you're approaching your first million dollars or leading a larger organization, this conversation offers practical advice you can implement immediately.You'll LearnWhy delegation should happen one responsibility at a timeHow coaching helps business owners focus on the right prioritiesThe importance of hiring an operations manager before scalingWhy visionary leaders need systems and accountabilityHow to prepare your business for larger commercial opportunitiesConnect With Today's Guests🌳 Greener Concepts: https://www.greenerconceptslcs.com/🌳 Spiritus Business Advisors, LLC: https://spiritusba.com/👤 Connect with Jacob Peffer:https://www.linkedin.com/in/jacob-peffer-052202197/👤 Connect with David Gallagher:https://www.linkedin.com/in/davidjamesgallagher/?skipRedirect=trueGet 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

June 26, 2026Episode 32913 min

The $3,000 Landscape Design They Lost — And the Simple Video That Would Have Saved It Blog Post Link:

What happens when a homeowner pays $3,000 for a landscape design and then hires another contractor before the design is even presented?In this episode, Jack Jostes shares a real story from a recent Landscaper's Guide workshop and reveals one of the most overlooked reasons landscape companies lose sales after getting paid for a design. Joined by Scott Lawn of Greenway Landscape Design & Build and Christopher Labadie, the conversation explores the communication gaps that create uncertainty, budget concerns, and stalled projects.You'll discover how simple Customer Journey Videos can keep clients engaged during long design phases, reduce budget-related objections, and increase the likelihood that your design turns into a signed construction contract. If you're investing time into detailed landscape designs but struggling to convert them into profitable installations, this episode offers a practical solution you can implement immediately.You'll LearnWhy landscape companies lose construction sales after completing paid designsHow "budget embarrassment" quietly kills projectsThe importance of communicating during a multi-week design processA simple video strategy that builds trust and prevents clients from going elsewhereHow Customer Journey Videos improve conversion rates and client experienceConnect With Today's Guest🌳 Greenway Landscape Design & Build: https://grnway.com/👤 Connect with Scott Lawn: https://www.linkedin.com/in/scottlawn/ 📸Connect with Christopher Labadie:  https://www.linkedin.com/in/christopher-labadie-249707377/ 🏢Greenway Landscape Design & Build on Instagram: https://www.instagram.com/greenwaydesignbuildGet 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

June 19, 2026Episode 32840 min

How My First Garden Center Job Shaped My Career in the Green Industry with Chris Pesche of Pesche's Flowers

Many people ask Jack Jostes how he ended up building a marketing agency focused exclusively on the landscape and snow industry. The answer starts with his very first job at Pesche's Flowers, a family-owned garden center that has served the Chicagoland area since 1924.In this special episode of The Landscaper's Guide, Jack shares a conversation with Chris Pesche, third-generation owner of Pesche's Flowers. Chris reveals the timeless business principles that have helped their company thrive for more than a century, including customer service, employee development, operational excellence, and adapting to technology. From implementing inventory management systems to building a seven-figure eCommerce business with MyFairyGardens.com, Chris shares lessons that apply to landscape companies, garden centers, and any service-based business. This episode is a powerful reminder that great businesses are built by taking care of people, embracing change, and never losing sight of your reputation.You'll LearnWhy customer service and employee care remain the foundation of long-term successHow technology and inventory systems can improve profitabilityThe importance of being your own toughest competitorHow Pesche's Flowers expanded into a seven-figure online businessLeadership lessons passed down through three generations of ownershipConnect With Today's Guest🌳 Pesche's Flowers: https://www.pesches.com/📸 Pesche's Flowers on Instagram: https://www.instagram.com/pesches_flowers/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

June 12, 2026Episode 32742 min

The Hidden Profit Center: Renting vs. Buying Snow Equipment — with Trevor Biebrach of TCB Equipment Leasing

Should you buy snow equipment or rent it?In this episode of The Landscaper's Guide Podcast, Jack Jostes sits down with Trevor Biebrach, President of TCB Equipment Leasing, to discuss how snow contractors and landscape companies can scale their winter operations without tying up massive amounts of capital in equipment ownership. Trevor shares how his family built one of the nation's largest snow-focused rental fleets after decades in the snow removal business and explains why equipment rentals have become a strategic growth tool for contractors across the country.Trevor and Jack dive into snow industry trends, the economics of renting versus buying, equipment packages that help contractors bid jobs more accurately, and the realities of running a snow-only business. They also discuss snow industry culture, emergency response operations, brine versus rock salt applications, and how technology and business systems help growing companies operate more efficiently. Whether you're looking to expand your snow division, improve profitability, or prepare for larger commercial contracts, this episode offers practical insights from someone who lives and breathes snow operations.You'll LearnHow renting equipment can help snow contractors scale fasterThe financial tradeoffs between owning and renting snow equipmentWhy snow-only contractors think differently about business growthTrevor's perspective on brine versus traditional rock saltHow equipment packages help contractors bid and operate more profitablyConnect With Today's Guest🌳 TCB Equipment Leasing: https://tcbequipmentleasing.com/👤 Connect with Trevor Biebrach: https://www.linkedin.com/in/trevor-biebrach-29464879/📸 TCB Equipment Leasing on Instagram: https://www.instagram.com/tcb_equipmentleasing/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 with the Ramblin Jackson strategy team https://landscapersguide.com/brainstorm/

June 5, 2026Episode 32620 min

Google Just Changed How Homeowners Find Landscape Companies — Is Your Business Ready?

Google just announced some of the biggest changes to search, AI, and online discovery in more than 25 years. In this episode, Jack Jostes breaks down the four announcements from Google I/O 2026 that landscape business owners should actually pay attention to—and ignores the rest of the hype.From Google's completely redesigned AI-powered search experience to new tools like Gemini Spark, Ask Maps, AI-assisted purchasing, and Ask YouTube, Jack explains what these updates mean for landscape companies trying to generate leads, improve efficiency, and stay visible online. He also shares practical insights into how AI search really works, where AI gets its information about your business, and why your website, Google Business Profile, reviews, photos, and videos matter more than ever.Whether you're focused on getting found online, improving operations, or preparing your company for the next wave of AI-driven search, this episode will help you understand what matters and what actions you should take today.You'll LearnWhy Google's AI search changes could impact how homeowners find landscape companiesHow AI tools like Gemini Spark may help business owners save timeWhat Google's new AI purchasing system means for future business transactionsWhy video content is becoming increasingly important for SEO and AI visibilityHow landscape companies can improve their chances of showing up in AI search resultsTimestamps00:00 - Why Google I/O 2026 Matters For Landscape Companies00:45 - AI Search Surpasses One Billion Users02:57 - Google's New AI Search Experience04:30 - How Homeowners Will Search For Landscapers In The Future06:36 - Gemini Spark And The Daily Brief Assistant07:48 - Real-World Landscape Company Use Cases09:44 - The AI Shopping Experience And Agent Payments13:51 - Ask Maps And Local Search Changes14:48 - Ask YouTube For Faster Problem Solving15:40 - Google's New AI Optimization Guidance16:45 - How To Show Up In AI Search Results18:46 - The Digital Footprint That Drives AI VisibilityConnect 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

May 29, 2026Episode 32543 min

The 100-Day Harvest: Reframing the Busy Season with Jim McFarlane

What if the busiest season in landscaping wasn’t the “100 Days of Hell” — but the 100-Day Harvest?In this episode of The Landscaper’s Guide, Jack Jostes interviews Jim McFarlane, owner of United Landscape in Lexington, Kentucky. Jim shares how he built a thriving high-end residential landscape company after moving from the UK to the United States, and why mindset, leadership, and team culture matter more than ever during the busy season.Jim opens up about leading a growing team through change, building systems that support long-term growth, and how clarifying your marketing message can improve sales, team alignment, and customer experience. You’ll also hear practical insights about getting more Google reviews, creating employee buy-in, and building a company people are proud to work for. Whether you’re overwhelmed by spring chaos or looking to scale your landscape company intentionally, this episode will help you reframe the season ahead.You’ll LearnWhy reframing spring as a “harvest” changes team morale and leadershipHow strong marketing improves sales conversations and customer fitThe role team recognition plays in employee retentionHow to create systems that support growth and delegationWhy Google reviews are one of the fastest ways to strengthen your reputationConnect With Today’s Guest🌳 United Landscape: https://unitedlandscape.net/👤 Connect with Jim McFarlane: https://www.linkedin.com/in/jim-mcfarlane-6b199555/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

May 22, 2026Episode 32432 min

AI Conference Takeaways For Landscape Companies: How To Use AI Without Losing The Human Touch

Jack Jostes is joined in Austin, Texas by Ramblin Jackson leadership team members Robert Felton and Erin Kaufold after attending an AI conference packed with practical ideas for marketing, operations, and client experience. Together, they unpack what landscape and snow business owners need to know about AI, SEO, long-form content, client data, and the importance of staying curious.In this episode, you’ll hear how AI can help landscape companies improve FAQs, repurpose sales call insights, build better client profiles, and reduce repetitive administrative work. Jack, Robert, and Erin also talk about why human relationships still matter, how to start small with AI, and why “Grow Or Die” matters more than ever in a fast-changing business world.You’ll Learn:Why long-form website content still matters for SEO and AI searchHow recorded sales calls can become better FAQ, social, and website contentWhy landscape companies should start small with AI instead of waiting for perfectionHow a “client brain” can help teams retain valuable customer knowledgeWhy people skills and in-person relationships still matter in the AI eraConnect With Ramblin Jackson Leadership Team:🌳 Ramblin Jackson: https://ramblinjackson.com/👤 Jack Jostes LinkedIn: https://www.linkedin.com/in/jackjostes/👤 Robert Felton LinkedIn: https://www.linkedin.com/in/robert-felton/👤 Erin Kaufold LinkedIn: https://www.linkedin.com/in/erinkaufold/📸 Jack Jostes Instagram: https://www.instagram.com/jackjostes/🏢 Ramblin Jackson 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

May 15, 2026Episode 32336 min

Skye Waterson: Why Landscapers with ADHD Are Wired to Start (But Struggle to Scale)

Why do so many entrepreneurs — especially landscapers and trades business owners — struggle with organization, delegation, and scaling? In this episode of The Landscaper’s Guide Podcast, Jack Jostes sits down with ADHD researcher, coach, and founder of Unconventional Organisation, Skye Waterson, to unpack why ADHD traits are surprisingly common among entrepreneurs and what business owners can do to work with their brains instead of against them.Skye shares practical systems landscapers can use to improve communication, prioritize effectively, delegate with less stress, and stop drowning in constant overwhelm. You’ll hear how ADHD impacts hiring, team communication, focus, and execution — plus actionable strategies like the “dopamine dial” and Skye’s prioritization filter that can help owners create momentum without burnout. Whether you’ve been diagnosed with ADHD or simply feel scattered while trying to scale your landscaping business, this episode offers practical tools to help you grow more sustainably.You’ll LearnWhy entrepreneurs are more likely to have ADHD traitsThe biggest scaling challenges landscapers with ADHD faceHow to improve communication with your teamSkye’s prioritization filter for reducing overwhelmHow the “dopamine dial” can help you finally tackle difficult tasksConnect With Today’s Guest🌳 Unconventional Organisation: https://www.unconventionalorganisation.com/👤 Connect with Skye Waterson:https://nz.linkedin.com/in/skye-waterson-026286204 📸Skye Waterson on Instagram: https://www.instagram.com/unconventionalorganisation/🏢 ADHD Skills Lab podcast: https://www.unconventionalorganisation.com/theadhdskillslabGet 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

May 8, 2026Episode 32229 min

How Shrinking Their Service Area Helped Wickenburg Landscape Triple Their Business

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

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