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. 6D AGO

    From Radio DJ to Green Industry Problem Solver: How PermaGreen Keeps Crews Productive

    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

    11 min

  2. JAN 26

    Brand Your Landscape Sales Process Webinar with Jack Jostes & Robert Felton Thursday 1/29/2026!

    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 Felton Date: Thursday, January 29, 2026, 10:00 to 11:00 AM MT Location: Virtual on Zoom Investment: FREE In 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 time Create a repeatable process that attracts both customers AND employees... Free up your time to grow the business Set your business up to grow, scale - and be even more sellable Ready to grow and scale your business?

    2 min

  3. JAN 23

    When Firing Clients Protects Your Team and Increases Profit

    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 problems Connect 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: abe@chrismarkandsons.com   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

    27 min

  4. JAN 16

    Three Landscape Leaders On Sales, Pricing, And Protecting Their Teams

    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 Learn Why 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 time Connect 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

    43 min

  5. JAN 9

    Elevating Careers In The Green Industry With Pam Berrios

    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 Learn Why 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 industry Connect 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

    13 min

  6. JAN 2

    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

  7. 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

  8. 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
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5
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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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