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. 4d ago

    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 Learn Why 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 reputation Connect 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

    43 min

  2. May 22

    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

    32 min

  3. May 15

    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 Learn Why 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 tasks Connect 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/theadhdskillslab 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

  4. May 8

    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

    29 min

  5. May 1

    7 Ways To Close More Landscape Jobs Without Lowering Your Price

    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

    10 min

  6. Apr 24

    How Justin White Scaled to $20M+ and Is Leading AI, Robotics, and Reviews in Landscaping

    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

    59 min

  7. Apr 17

    From Craftsman to Closer: The Core 10 Sales Playbook with Joshua Gillow

    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

    47 min

  8. Apr 10

    The Fortune Is In The Follow-Up: Email Marketing That Actually Closes Deals

    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

    17 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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