Advertise on podcast: The Landscaper's Guide to Modern Sales & Marketing

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 email If 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=all 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 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/ 🏢 mathislandscapes 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

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 2026 Connect 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/events Schedule 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 Learn How 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 Learn Why 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 problems Connect 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