In this episode of the LeanScaper Podcast, Benji sits down with Justin White, CEO of K&D Landscaping, to break down what actually drives revenue growth in a landscape business.

Justin shares his journey from being thrust into the CEO role at 25 years old to scaling K&D from ~$1.5M to over $20M in annual revenue. Together, they unpack the boring but powerful principles that create predictable growth—things like standardized sales processes, labor hour management, focusing on what you’re already great at, and spending more time with your A-players. 

If you’re tired of chasing shiny objects and want to build a real revenue engine that scales, this conversation is for you.  

00:00 – Intro & welcome 
01:20 – Justin’s family business story & sudden move into the CEO role 
04:00 – Learning leadership the hard way at 25 
07:00 – Casting a big vision before you believe it 
10:20 – Unhealthy beliefs landscapers have about revenue growth 
13:30 – The “boring” systems that actually scale revenue 
18:45 – Why standardized sales processes reduce stress 
22:30 – Doing more of what your company is already great at 
26:45 – Labor hour management as the master KPI 
31:00 – How to improve estimated vs. actual labor hours 
36:00 – Spending more time with A-players 
40:00 – Final rapid-fire insights & closing thoughts