The Landscaper's Guide to Modern Sales & Marketing

Jack Jostes
  • 5.0 (14)
  • MARKETING
  • UPDATED WEEKLY

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.

  1. 17H AGO

    How Top Landscape Sales Pros Handle Rejection And Still Close Premium Work

    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 🏢 @perfectcutlandscaping 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

    23 min

  2. 12/26/2025

    The Hardest Leadership Lessons of Last Year + What’s Next at Ramblin Jackson in 2026

    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 Learn Why 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/events Book a 15-Minute Marketing Brainstorm: https://landscapersguide.com/brainstorm/

    26 min

  3. 12/19/2025

    Year-End Sales, Pricing, and Profitability Tips from Aspire Software

    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 Learn What 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 sales Connect 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/aspiresoftware Connect 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

    17 min

  4. 12/12/2025

    From Brazil to Baton Rouge: How Hard Work and Kindness Fueled Vania Mickos’ Landscape Career

    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 success Connect With Today’s Guest 🌳 Mullin: https://www.mullinlandscape.com/ 👤 Connect with Vania Mickos: https://www.linkedin.com/in/vaniamickos/ 📸 @vania.mickos 🏢 @mullinlandscape 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

    14 min

  5. 12/05/2025

    300 Episodes Later: The Biggest Social Media & Marketing Lessons To Grow Your Landscape Company

    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 months Connect 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

    23 min

  6. 11/28/2025

    How a Second-Generation Landscaper Rebuilt His Sales Process and Leveraged AI to Transform a 27-Year-Old Business

    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 amateurs Connect With Today’s Guest 🌳 Tropical Landscaping Services: https://tropicallandscapingservice.com/ 👤 Connect with Edward Morales: https://www.linkedin.com/in/edward-morales-67115437a/ 🏢 @tropical_landscapingaz 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

    36 min

  7. 11/21/2025

    The Call Jam Playbook: A Simple System To Win More Landscape Clients

    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 Jams Connect With Ramblin Jackson & Jack Jostes 🌳 Ramblin Jackson: https://ramblinjackson.com 👤 Connect with Jack Jostes: https://www.linkedin.com/in/jackjostes/ 📸 @jackjostes 🏢 @ramblinjackson Get 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

    13 min

  8. 11/14/2025

    Marketing Through the Downturn: How Alterra Keeps Growing in a Competitive Texas Market

    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 market Connect With Today's Guest:  🌳 Alterra Landscape Design: https://alterradesignllc.com/ 👤 Connect with Jeffery Riddle: https://www.linkedin.com/in/jefferyriddle/ 🏢 Company Instagram: https://www.instagram.com/alterradesignllc/ 📘 Company Facebook: https://www.facebook.com/rockmygarden 🎧 Watch the full episode + read the transcript: https://landscapersguide.com/podcast/ 🥓 Tell us where to send your beef jerky: https://landscapersguide.com/toolbox 📅 See upcoming live and virtual events: https://landscapersguide.com/events

    26 min
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5
out of 5
14 Ratings

About

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.

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