“You can say you can’t afford to hire—but I’d argue you can’t afford not to.” — Caleb Kangas

Knowledge Tree Consulting – Leadership and business coaching for construction and trades professionals.

McFarlin Stanford ACE Peer Group – A peer learning group helping landscape entrepreneurs level up operations and leadership.

SynkedUp – CRM and operations software that connects contractors and improves project workflows.

Winning with Accountability by Henry J. Evans – A must-read book for leaders building a culture of clarity and follow-through.

Huberman Lab Podcast – A science-backed podcast for improving personal performance, brain health, and productivity.

The Place We Find Ourselves (Adam Young Podcast) – A podcast about emotional health, self-discovery, and personal growth.

[00:00] Meet Caleb Kangas of Third Space Design Build
How Caleb went from mowing lawns to building multimillion-dollar outdoor living spaces—and why he rebranded to reflect a new mission.

[03:00] The True Growth Bottleneck: The Owner
Why Caleb realized he was the reason growth had stalled—and how peer groups helped him face that.

[06:30] Coaches, Consultants, and Clarity
Why investing in external support is no different than buying a skid steer—it’s a tool to grow your business.

[09:00] Building a Network Through Events
How attending Unilock trainings and SynkedUp events helped Caleb build real industry relationships.

[13:30] Wearing 19 Hats Is Not a Badge of Honour
Breaking down responsibilities and offloading HR and estimating to reclaim time—and sanity.

[17:00] Hiring Remote Admin Support (and Why It Pays Off)
How Caleb outsourced 20 hours/week for ~$1,000/month and freed himself up to close more deals.

[19:30] Why Fast Lead Response Wins More Jobs
5–10 minute follow-up = trust + conversion. Caleb’s team hits every lead with text, call, and email.

[22:30] Shifting Into CEO Mode
Letting go of the day-to-day so he can finally plan for 3, 5, and 10 years ahead.

[25:00] Invest in People > Tools
Third Space is putting budget into designers, not equipment—because people scale faster than excavators.

[28:00] Culture Is the Ultimate Asset
5 weeks PTO, health benefits, meals, and full uniforms—why happy crews = happy clients.

[31:30] Clarity Over Control
How showing a foreman what a great email looks like led to consistently excellent client communication.

[35:00] Sales System Goals for 2026
Why speeding up the design-to-proposal timeline to 7 days could massively increase conversions.

[39:00] The Truth About AI in Landscaping
Caleb’s team is dabbling in AI for content and workflows—but time is the barrier to full adoption.

[43:00] Leading Yourself First
Why self-work, emotional growth, and reflection are critical for becoming the kind of leader your team needs.

You are the bottleneck. Recognize what you're clinging to that’s holding your business back—and let it go.

Hire the help. A $26K/year admin can help you win hundreds of thousands in new business.

Fast follow-up = massive conversion lift. Responding within 5–10 minutes gives you a serious edge.

Show what good looks like. Don’t just ask for emails, proposals, or processes—model them.

Invest in team, not tools. People unlock scale; machines don’t follow up with leads.

Use culture as a strategy. Uniforms, benefits, PTO, and tacos are small investments with big retention ROI.

Don’t delay on AI. Even if it’s small, start integrating it now—your future team will thank you.

Resources Mentioned in This Episode:

Ultimate Landscape Academy – Andrew’s coaching platform helping landscapers design businesses (and lives) that don’t burn them out.

The Slight Edge by Jeff Olson – The book that reframes success as a result of tiny, consistent, easy-to-ignore habits.

How to Win Friends and Influence People by Dale Carnegie – The timeless communication guide every leader needs.

Meditations by Marcus Aurelius – Andrew’s go-to resource for stoic mindset, perspective, and internal discipline.

ULA Spreadsheets – Estimating, job tracking, and overhead recovery tools Andrew built after running a $500K biz with $0 to show for it.

QuickBooks – Used with ULA tools to track real profit, not just cash flow.

[00:00] Meet Andrew Letersky of Ultimate Landscape Academy
From mowing lawns at 12 to coaching landscapers across North America on leadership, habits, and profitability.

[06:06] Why ULA Exists
After seeing how real change impacted families—not just businesses—Andrew made coaching his full-time mission.

[10:06] The Real Bottleneck? You
It’s not systems. It’s not your team. It’s your mindset, your habits, and your leadership.

[12:24] Stop Skipping Meetings With Yourself
You wouldn't cancel on your crew—so why do it to yourself?

[14:24] Two Things Most Owners Ignore
Your health and your financials. One drains your energy, the other kills your business.

[17:02] Discipline Starts With Perspective
Andrew walks through the mental shift that gets owners out of excuses and into action.

[23:03] That Money in Your Account? It’s Not All Yours
Andrew explains why knowing your overhead and tracking job costs is the key to real profit.

[25:17] How to Get Clear on Profit (Finally)
The spreadsheet stack that tells you what’s fixed, what’s variable, and what’s yours.

[27:11] Charge for Depreciation
If you're not pricing to replace equipment, you're funding tomorrow’s costs with today’s profit.

[30:22] Leadership Styles that Actually Scale
Supportive and democratic leadership unlocks problem-solving teams—and gets you out of the weeds.

[34:03] Don’t Rob Your Team of Growth
Let them try. Let them fail. Let them learn. You’re building intuition, not just projects.

[36:12] Where to Start With Leadership
Ask yourself—or your spouse—where your leadership could level up. Spoiler: it’s probably communication.

[39:34] Favorite Wisdom & Reads
Carnegie, Aurelius, and Olson round out Andrew’s playbook for leading others by leading yourself first.

You are the bottleneck. Shift your mindset, upgrade your habits, and level up your leadership to grow.

Your word to yourself matters. Show up for the meeting with yourself just like you would a client or crew.

Neglecting your health = draining your energy. Tired leaders don’t make good decisions.

That bank balance is lying. Know your fixed costs, track job costs, and forecast profit like a pro.

If you’re not charging for depreciation, you’re paying for it later. Build it into your pricing now.

You can’t scale with a team that just takes orders. Ask questions, build confidence, and support their growth.

Start small. Stay consistent. That’s where real momentum (and real change) comes from.

“Half of business is just answering the phone. If you’re not, you’re losing money.” — Johnny Day

AdvancedAdministrations.com – Angelica and Johnny’s remote admin service helping landscapers scale by systemizing sales, admin, and operations.
Buy Back Your Time by Dan Martell – The foundational read that inspired Angelica to launch a business focused on reclaiming time and control.
Patrick Bet-David (Valuetainment YouTube) – Johnny’s go-to for strategy, leadership, and knowing when to fire someone.
SynkedUp – CRM platform frequently used by clients to manage estimates, scheduling, and job costing.
Grok (via xAI) – Elon Musk's AI assistant that Johnny used to analyze his business strategy.
ChatGPT – The AI tool Johnny and Angelica use to build workflows, clean spreadsheets, and automate tasks.

[00:00] Meet Angelica & Johnny Day of Advanced Administrations
How a side hustle turned into a company supporting landscapers across the U.S. with trained remote admins and rock-solid systems.

[03:53] The Real Growth Blocker? Lack of Systems
It’s not about effort—it’s about process. Owners with the willingness to systemize win.

[07:46] Signs You Need Admin Help
Missing calls. Invoicing at 9PM. No time for kids’ games. If this sounds familiar, it’s time.

[09:33] The First System You Need: A Sales Pipeline
Most owners “have a process”—in their heads. Johnny walks through how to get it out and make it repeatable.

[13:48] Missed Calls = Missed Revenue
You’re paying for leads. Not answering the phone is just burning cash.

[15:04] What a Real Sales Process Looks Like
From discovery call to closed deal, Angelica and Johnny share the actual stages that create clarity and momentum.

[21:40] Project Pipeline: It’s Not Just Sales
How workflows and automation keep crew tasks clear, client updates timely, and owners out of the weeds.

[23:46] “I Didn’t Know Admins Could Do That”
Permits, invoices, proposals, task tracking. Trained admins do more than just answer phones.

[25:33] When It’s Time to Get Help
If you’re behind on invoicing or tracking payments, that’s your sign. You need support—yesterday.

[30:33] AI + Admin = Power Combo
From updating spreadsheets to designing workflows, AI is a force multiplier—if you’re willing to use it.

[36:33] Favorite Wisdom & Inspirations
Angelica: Buy Back Your Time by Dan Martell.
Johnny: Patrick Bet-David on growth, firing, and playing chess with your org chart.

Missed calls are missed money. Admins ensure no opportunity goes unanswered.

You can’t scale a process that lives in your head. Write it down. Systemize it. Delegate it.

Admins do more than answer phones. From proposals to permits, trained support buys back your time and peace of mind.

A sales pipeline should be visual and step-by-step. Clarity here makes delegation—and closing—way easier.

Automate everything you can. Use forms and tech to streamline communication and follow-up.

You’re not too small. If you’re doing $500K+ and still buried in admin, it’s time to offload.

AI won’t replace you—but it can free you. Use it to create strategies, fix spreadsheets, and fast-track system building.

“If you’re not making enough money—just charge more.” — Jordan Upcavage

GS TrackMe – GPS and camera tracking system for fleet safety, driver accountability, and insurance protection.
SingleOps – CRM and operations software used to track leads, job progress, and client communication.
Jeffrey Scott Roundtable – Where Jordan first heard the idea of charging consult fees—and implemented it immediately.
ISA (International Society of Arboriculture) – Arborist association behind events like Trees Florida.
Green Side Up Podcast – Jordan and Jason’s industry podcast—raw, real, and ridiculously entertaining.
Independent Tree Service – Jordan’s Tampa-based, $4M tree care company. Website: independenttreeservice.com

[00:00] Meet Jordan Upcavage of Independent Tree Service
How Jordan rebuilt a family business after a total team meltdown—and scaled it to 5 crews and 10 arborists.

[10:33] Engineering Trees & Bracing Systems
Cabling, lightning protection, and propping up 50-foot trees with zinc rods—Jordan doesn’t do ordinary.

[12:25] The Real Growth Constraint: You
It’s not the labor pool or cash. It’s the owner's fear of trying something new—and doing the hard stuff.

[26:35] The $80 Lesson That Changed Everything
Jordan shares how undercharging as a young landscaper taught him the value of his time and knowledge.

[30:12] Charging for Consults Changed the Game
How a $50 consult fee filters tire-kickers, increases trust, and improves close rates—all without hurting leads.

[39:36] How Jordan Stays Sharp as the Business Grows
Investing in team development keeps him focused—and future-proofs the business.

[44:32] Don’t Fear Competition—Build It
Jordan’s philosophy on training people who might leave: good for them, good for the industry, good for you.

[45:46] The Triple-Tap Google Review Strategy
In-person ask, follow-up call, and invoice reminder—how Jordan’s team generated 595+ five-star reviews.

[50:00] Launching a Website in Under 10 Days
Jordan dishes on why his new site went live fast (and what other companies are doing wrong).

[52:18] Favorite Wisdom: Keep It Simple
“If you’re not making enough money—just charge more.” Timeless advice from Jordan’s dad.

The #1 growth constraint is you. Business owners who don’t try new things or take risks stay stuck.

Charge for consults. A $50 fee weeds out low-quality leads and boosts respect for your time.

Undervaluing yourself is expensive. Know what your expertise is worth—and price accordingly.

Build a team of killers. Jordan trains his crew to become certified arborists and future leaders.

Get reviews the human way. Ask in person, follow up by phone, and include it in the invoice.

Referrals > Ads. Delivering a stellar customer experience leads to word-of-mouth that can’t be bought.

Let people leave better than they came. Training someone who eventually starts their own business is a win—not a loss.

“You can teach horticulture. You can’t teach passion for people.” — Kim Hartman

Aspire & LMN – ERP platforms used by landscape businesses to track performance, manage projects, and mine customer data more effectively.
iLandscape Tradeshow – One of the top green industry trade shows in North America, held annually in Schaumburg, IL. iLandscape Website
Stephen Covey – The 7 Habits of Highly Effective People – A timeless leadership resource cited by Kim as a key influence.
Cultivate – Industry event where AI applications in landscaping were discussed, especially in the grower segment.
Landscape Illinois – Newly unified industry association serving over 1,000 members across all sectors in Illinois. Landscape Illinois Website

[00:00] Meet Kim Hartman of Landscape Illinois and Rossboro Partners
How Kim transitioned from HR consultant to landscape industry leader—and why communication never left her toolkit.

[02:00] Why Landscape Illinois Was Born
The behind-the-scenes journey of merging two associations to better represent the full green industry in Illinois.

[05:00] Building a Tradeshow that Rivals the Best
How iLandscape became one of the top 3 industry shows in North America—with 7,000 attendees and 60+ sessions.

[08:00] The Real Growth Bottleneck: Middle Management
Why account managers, operations leaders, and sales staff—not crew or owners—are the missing growth link.

[11:00] Training = Retention + Growth
How Rossboro Partners created a Director of Team Development role to upskill internally and drive culture.

[14:30] Business Education is Finally Getting Its Spotlight
Why leadership, marketing, and finance sessions are now as packed as design workshops at conferences.

[16:30] Sales is Human Again
Face-to-face time, targeted marketing, and client audits are working better than wide-net funnels.

[18:00] Site Audits: The $250 Strategy That Makes $8K
Why getting on-site with past clients is one of the best upsell strategies—and how to calculate ROI.

[21:30] AI in Landscaping: Curious, But Cautious
Where AI is showing up (job descriptions, inventory management, early design prompts) and where it’s falling short (tone, trust, context).

[28:00] How to Get More From Your Association
Kim breaks down how Landscape Illinois builds programming for everyone—from field staff to future board members.

[33:00] Why More Leaders Should Join Committees
How serving on a committee can unlock industry relationships, career growth, and real influence.

Middle management is make-or-break. Companies stuck at a growth plateau often lack skilled ops leaders and account managers.

Grow leaders from within. Operational roles are best filled by people who already understand the industry’s seasonality and pace.

Retention starts with development. Regular reviews, mentorship, and KPIs create a culture that top performers want to stay in.

Smarter sales = more revenue. FaceTime, site audits, and client re-engagement beat wide-net marketing every time.

Use your data before you chase new leads. Mine your CRM or ERP to upsell existing clients with relevant offers.

AI is a tool, not a shortcut. Use it to save time—but validate outputs and pair it with real expertise.

Associations are growth accelerators. The most successful landscape companies are deeply involved in their associations—for a reason.

“Once you get your pricing model right, you’ll see how much you’re losing on jobs that looked profitable.” — Mark Tipton

Aspire – Business management software for landscape contractors, streamlining everything from job costing to invoicing. Aspire Website
Service Titan – Platform supporting a wide range of trades, including landscaping, to improve operations and growth. Service Titan Website
Seth Godin’s Books – Insights on culture, leadership, and how to stand out in your industry. Seth Godin Books
John Goal’s Leadership Insights – John’s contributions to Aspire’s culture, particularly his famous "We never walk alone" mantra. Aspire Blog
Aspire Blog – Industry insights and reports on landscape business management and growth. Aspire Blog

[00:00] Meet Mark Tipton and Whitney Griffin
Leaders at Aspire, a business management software company for landscape contractors.

[01:30] Mark’s Journey from Software to Aspire
Mark shares how he transitioned from custom software development to founding Aspire, which serves the landscape industry.

[04:00] Aspire’s Core Focus: Job Costing and More
How Aspire’s software helps landscape contractors with everything from sales to invoicing and reporting.

[07:30] Aspire’s Growth and Industry Impact
How Aspire has grown to serve over 1,000 contractors, revolutionizing how the industry handles business management.

[11:30] The Industry’s Primary Growth Constraints
Mark reveals that the biggest challenges now facing landscape contractors are growth and marketing underinvestment.

[13:00] Marketing Investment vs. Growth
The correlation between spending on marketing and business growth—contractors need to invest more.

[16:00] The Importance of Overhead Recovery
How contractors must account for all overhead costs in their pricing model to avoid losing money on jobs.

[18:00] Managing Labor Inefficiencies
How improper labor management and underbidding are limiting growth for many landscape businesses.

[21:00] Materials Management and Change Orders
Why managing materials costs and change orders is crucial for keeping margins intact.

[23:00] Using AI to Improve Efficiency
How Aspire is integrating AI to help contractors automate tasks like measurements, emails, and sales coaching.

[26:00] Aspire’s Role in Helping Contractors Grow
How Aspire’s platform offers visibility into profitability, making it easier for contractors to manage labor and overhead.

Accurate job costing is essential for profitability. Understand all costs—including overhead—before bidding.

Marketing matters. Contractors need to invest in marketing to generate leads and grow their businesses.

Time management is key. Labor is your most expensive cost—stop wasting it on inefficient processes.

Track all costs, including overhead. Make sure your pricing covers everything, or you’ll end up paying to work.

Use AI to improve workflow. Automate repetitive tasks like measurements and email writing to save time and increase efficiency.

Build a culture of transparency and accountability. Use systems to track and manage labor and job costs effectively.

Adapt to economic changes. Be flexible with your pricing and inventory management to accommodate changing costs.

“The biggest bottleneck is usually the owner. If you want it done right—write it down, shoot a video, and delegate.” — Sal Hernandez

GroXmart – Sal’s business coaching company for contractors

Pacific Breeze Building Solutions – Sal’s former design-build landscaping company

E-Myth Revisited by Michael Gerber – A must-read for entrepreneurs stuck working in their business

Traction by Gino Wickman – EOS guide to gaining clarity and control

QuickBooks – Recommended tool for tracking job costs and profit margins

CLCA (California Landscape Contractors Association) – Association that connected Sal to mentors and scaled his business

HGTV Appearances – Sal appeared in episodes with other contractors, gaining credibility and reach

Facebook Community Groups & Nextdoor – Sal’s early marketing platforms to build trust and local visibility

[00:00] Meet Sal Hernandez
Veteran, entrepreneur, and systems-driven coach helping contractors grow and get out of their own way.

[02:30] From Lawn Care to $3M Design-Build Firm
Sal shares how he scaled Pacific Breeze by listening to market demand and layering in design and hardscape services.

[07:30] Residential to Commercial Shift
Why Pacific Breeze pivoted to commercial jobs: fewer emotions, better margins.

[11:00] Birth of GrowXmart
How Sal turned his experience into a coaching company—without even planning to.

[14:00] Why Owners Are the Bottleneck
Most inefficiencies stem from owners refusing to delegate or document processes.

[17:30] Leading Former Peers with Respect
How Sal created separation from field to office while maintaining team trust.

[20:30] The Power of “We” in Leadership
Military lessons on team ownership that built buy-in and loyalty.

[23:00] Training > Perfection
Mistakes are learning expenses—as long as your team actually learns from them.

[27:30] Your Leads Aren’t the Problem
Why slow lead response is costing businesses more than they think.

[30:00] Real-World Job Costing Systems
How Sal used QuickBooks and a great bookkeeper to fix margin mistakes in real time.

[32:00] Plugging Time Leaks
From delivery inefficiencies to underutilized crews, Sal breaks down where time (and profit) is lost.

[34:00] Military Discipline in Business
How folder structure, admin systems, and showing up on time builds trust and profit.

[36:00] Building a Brand Through Community and Consistency
From Facebook groups to HGTV appearances—Sal’s slow and steady marketing playbook.

Write it down, then delegate. If you’re still explaining things in person, you’re not scaling—you're babysitting.

Time is your most expensive line item. Don’t waste labor on runs to Home Depot or unclear next steps.

Use “we” to lead better. Inclusive language builds stronger crews and makes transitions smoother.

Emergency service = emergency response. If you’re not first, you’re forgotten.

Systems aren’t optional. If it’s not documented, it’s not repeatable—and it’s costing you money.

Mistakes are training expenses. Let your team learn (with limits) and gain compounding returns.

Marketing doesn't have to be flashy. Show up, serve well, and tell your story—you’ll grow through trust.

“You already know what to do. You're just afraid to do it.” — Heather Jerrard

Hops and Hedges – Heather’s podcast where landscaping pros crack open a beer and share real business insights (Spotify, Apple, etc.).

My Landscape Artist – Heather’s design and consulting studio offering residential landscape design and B2B support.

Feel the Fear and Do It Anyway by Susan Jeffers – A powerful read on making bold decisions even when fear is present.

The 10X Rule by Grant Cardone – A book that challenges you to set bigger goals and think differently to reach them.

The Shift Collective – Coaching organization where Heather learned the difference between time and energy management.

Landscape Ontario Peer to Peer Network – A welcoming community for senior managers and owners in the green industry.

[00:00] Meet Heather Jerrard
From 30 jobs by age 26 to owning her lane in landscape design, Heather shares how entrepreneurship found her.

[04:10] Who Heather Works With
DIY homeowners, full-service design clients, and B2B support for landscapers without in-house designers.

[06:30] Starting a Podcast on a Dare
The unexpected lunch at Landscape Ontario Congress that led to 60+ episodes of Hops and Hedges.

[11:20] The Real Growth Constraint: Yourself
Heather’s take? It’s not the market. It’s fear—and your own resistance to doing the thing you already know you should.

[17:25] Progress, Not Perfection
The mindset shift that saved her business (and maybe her life): action matters more than getting it right the first time.

[20:00] Energy Management Over Time Management
How understanding her energy cycles unlocked better productivity and lowered stress.

[24:45] Managing Team Efficiency
The ROI of knowing your team’s peak energy periods—and when they’re just killing time in a truck.

[28:00] AI in Design
Why AI can’t replace real-world buildability (yet), but can help speed up early-stage concepting.

[34:15] Designing for Mental Health
Heather’s advocacy for mental health and LGBTQ+ inclusion, and how it weaves into her podcast and design work.

Manage your energy, not just your time. Book high-output tasks during your natural peak hours.

Stop waiting for perfect—just start. You’ll learn more doing the thing than researching it to death.

Fear is the biggest growth killer. Most of us already know what to do—we’re just afraid to do it.

Use AI for inspiration, not execution. It can help uncover client tastes, but it can’t create buildable plans.

Your team doesn’t run on autopilot. Observe when they’re actually productive and adjust workflows accordingly.

Mental health isn’t a bonus topic. It’s essential to entrepreneurship and your team’s long-term performance.

10X goals unlock creative thinking. Even if you fall short, you’ll land further than playing it safe.

“You don’t say 'trust me' — you show it by doing what you said you’d do, when you said you’d do it.”

Marty Grunder / Grow Group – growgroupinc.com
Used as an example of someone growing their business through relationship-based sales (like golf clubs).

Oasis Turf & Tree – oasisturf.com
Known for bold, effective truck wraps that still look professional.

SynkedUp – synkedup.com
A simple job costing tool built specifically for landscaping companies.

LMN – golmn.com
A leading job and project management platform for the landscape industry.

Aspire – youraspire.com
A business management platform helping landscapers track leads, jobs, and profitability.: 

[00:00] Why Most Landscapers Stay Under $1M
Rob kicks off with the biggest constraint holding landscape businesses back: not having a solid customer acquisition system.

[01:51] Why This Episode Exists
Dozens of sub-$1M companies are asking for help — Rob lays out a framework that actually works.

[02:28] Rule 1: Show Up, Smile, Follow Through
Doing what you say you’ll do when you say you’ll do it puts you in the top 10% — and builds trust faster than any ad.

[03:05] Rule 2: Marketing 101 — Go Where the Clients Are
Rob explains how hanging out where high-value clients spend time (golf clubs, fundraisers, shows) leads to deals.

[04:25] Rule 3: Wrap Your Truck (Yes, Really)
Subtle branding won’t cut it — a wrapped truck is a rolling billboard that creates visibility and memorability.

[05:02] Follow-Through Beats Flash
Rob shares how asking clients what they actually value changed his understanding of what wins business.

[07:08] Rule 4: Get More Google Reviews
Reviews build trust instantly. Rob shares tactics that make it dead simple for clients to leave them.

[08:18] Pick a Social Platform and Stick With It
Don’t go wide. Rob recommends choosing one platform (like Instagram) and staying active.

[12:58] Rule 5: Be Organized and Follow Up Fast
Fast follow-up = more closed deals. Rob lays out how CRMs and automation can prevent missed opportunities.

[15:46] The $45K Hire That Could Add $200K+ in Revenue
A dedicated admin to respond fast and follow up can more than pay for themselves in a single season.

[16:38] Know Your Numbers or Risk Going Backwards
Rob covers tools to track labour, materials, and profit, because guessing is not a strategy.

[17:08] The Final Recap
A bold truck, a solid CRM, a few reviews, and doing what you said you'd do — that’s the $1M foundation.

• Follow through builds trust. Most landscapers fail here — being reliable is your unfair advantage.
• Find your ideal clients and be where they are. Golf clubs, events, fundraisers — this is networking, not luck.
• Invest in truck wraps that stand out. If people can’t see your brand, they won’t remember it.
• Ask for reviews in the moment. QR codes and quick prompts make it frictionless for clients to leave 5 stars.
• Use a CRM to respond to leads fast. Contacting someone within 5 minutes makes you 400x more likely to reach them.
• Follow up at least 5–8 times. Most sales happen after multiple touchpoints — don’t stop too soon.
• Hire someone to answer the phone. A responsive admin could add hundreds of thousands to your bottom line.

“The landscape industry is such a great industry—people are more than happy to share their knowledge if you ask.” — Robert Clinkenbeard

Wilson360 – Robert’s coaching and consulting firm focused on scaling green industry businesses.

Commercial Landscaper Podcast – Robert’s show featuring industry leaders and insights: search on your favourite platform.

The Ultimate Sales Machine by Chet Holmes – Book that transformed ILM’s sales strategy.

Simple Numbers by Greg Crabtree – Financial strategies and insights for growing companies.

Who Not How by Dan Sullivan – Book about unlocking growth through the right people.

Entrepreneurs’ Organization (EO) – Global peer group network for business owners.

Inner Metrics / Advanced Insights – Personality assessment tools Robert uses to match people to the right roles.

Scaling Up Talent Assessment Tool – A quadrant chart for evaluating team fit and performance (ask Robert for access).

[00:00] Meet Robert Clinkenbeard
From Scotland to Arizona, Robert’s 40-year green industry journey spans ValleyCrest, ILM, and now Wilson360.

[01:47] What Wilson360 Does
Peer groups, coaching, and consulting for landscape businesses ready to scale.

[03:12] The #1 Growth Constraint: People
Growth problems always come back to team issues—especially at the leadership level.

[06:00] Common Blind Spots in Landscape Businesses
Misplaced loyalty, no financial visibility, and zero sales strategy top the list.

[09:45] Fixing Loyalty Problems with Org Charts + Assessments
Don’t assign names—assign roles first. Then match team members to the right seats.

[14:14] Your Financials Might Be Lying to You
If your profit is under 8%, you're bleeding—and your team probably thinks you're rich.

[19:59] Where to Find $150K in Waste
Robert breaks down a case study in savings from optimizing truck routes and idle time.

[22:27] Sales Execution Wins
Fact sheets, fast proposals, and budget spreadsheets skyrocketed close rates from 30% to 70%.

[28:38] No Ads, Just Relationships
Robert used events, partnerships, and a Top 50 target list to grow ILM’s client base.

[32:57] Right People, Right Seats: Talent Assessment Tool
The simple quadrant Robert uses to separate A-players from costly C-players.

[36:44] The Power of EO + EMP
Why joining EO and attending the Entrepreneurial Master's Program was a game-changer for Robert.

• Rebuild your org chart around roles, not names—then assign the best-fit people.
• Use a talent assessment quadrant to sort A, B, and C players based on values and output.
• Stop hiding your financials—educate your team and hold them accountable to performance.
• Create a sales playbook with tools, scripts, and FAQs to increase close rates and speed.
• Develop a Top 50 target list and go all-in on personalized relationship-building strategies.
• Cut hidden costs by tracking idling, routing, and fleet performance—it adds up fast.
• Tie bonuses to real financial metrics to drive alignment, ownership, and healthy margins.