In this episode, Keith drops by Brian Fullerton’s shop (yes, after a literal mulch fire 🤯) to dig into how Brian’s Lawn Maintenance is systematizing for scale. Brian breaks down the jump from $427k to a rolling $550k and why the team is on track to crack $1M — with an eye toward a $10–$20M BHAG at 15–20% profit. He shares the mindset shift from residential to commercial work, the blade-sharpening science that actually drives quality, and the shop organization moves (lever rack + pallet racking) that keep the crew humming. Brian also opens up about cash flow, financing, and the language of business he wishes he’d learned sooner, plus the advice he gives new operators about delivering on promises and building trust.

 

 

“Build the system so the system can build the business.” – Brian Fullerton

Topics Covered:

• From $427k to $1M+: Rolling 12 numbers, what’s working, and why 300k→$1M is the hardest jump.

• Commercial vs. Residential: Bidding strategy, margins, and “one shot” first impressions.

• Nerdy but profitable: Why a true 90° blade edge matters more than marketing gimmicks.

• Shop that sells: Lever rack + painted pallet racking for vertical storage, culture, and speed.

• Money lessons: Cash flow, leverage, banking conversations, and qualifying for growth capital.

• Keep your word: Deliver first visits perfectly; relationships compound revenue.

• Snow = scale: Q3–Q4 push to grow the snow division as the revenue accelerator.

• BHAG: Building toward $10–$20M without losing authenticity or team pride.

• Real-world impact: A listener salvaging $100k in accounts using Brian’s pricing play.

• Gear moment: The Bobcat L28 (wrapped and ready) moving mountains of mulch.

Key Takeaways

• Build the System That Builds the Business: Scaling from $300k to $1M+ isn’t about working harder—it’s about creating systems that run smoothly without you. When the system builds the business, growth becomes inevitable.

• Trust Is Earned on Day One: Your first impression with a new client sets the tone for the entire relationship. Promise big, deliver bigger, and prove reliability from the very first visit.

• Speak Finance, Unlock Growth:

  Knowing the language of business—cash flow, leverage, EBITDA—turns lender “no’s” into capital fuel. Master finance early, and you’ll accelerate past plateaus.

 

Connect with Brian Fullerton

Instagram: https://www.instagram.com/brianslawnmaintenance/?hl=en Facebook: https://www.facebook.com/brianslawnmaintenanceYT/?view_public_for=551659395235621 TikTok: https://www.tiktok.com/@brianslawnmaintenanceyt?is_from_webapp=1&sender_device=pc

Connect with Keith

Instagram: https://www.instagram.com/keithkalfas/ Facebook: https://www.facebook.com/thelandscapingemployeetrap Website: https://www.keithkalfas.com/resources Youtube: https://www.youtube.com/@keith-kalfas

 

Resources and Websites: 

Start Getting Leads Now https://www.footbridgemedia.com/keith

Resources You Need To Build A Successful Business https://www.keithkalfas.com/resources

🙋♂️Get My Free Landscaping Business Startup Video Series Here👇  Here https://www.keithkalfas.com/Landscaping-Series

Landscaping Course https://keith-kalfas.mykajabi.com/store/8bFERMcs

LANDSCAPING BUSINESS  How to Guide: https://www.keithkalfas.com/16

Get Jobber: https://getjobber.com/im/ambassador-referral/?gspk=a2VpdGhrYWxmYXM4NTIx&gsxid=Rs6pwtznLDcs

Get Ballard: https://www.ballard-inc.com/

Easy Budgeting Blueprint: keithkalfas.com/budget

Smartphone Video Creation Guide: Keithkalfas.com/smartphone

Identifying Your Superpower: Keithkalfas.com/superpower

Become An influencer And Monetize Your Expertise: https://www.keithkalfas.com/influence

Multiple Ways to Monetize: https://www.keithkalfas.com/multipleways

LevelUp Your  Landscaping Business to $100K and beyond: https://www.keithkalfas.com/LEVELUP

The Untrapped Alliance: https://www.keithkalfas.com/alliance