The GROW! Show

By Marty GrunderBusiness Entrepreneurship Leisure Management Home & Garden

The GROW! Show episodes

July 05, 2023Interview Series: Sustaining a Company Culture with Joe Calloway
In this episode of The Grow Show, acclaimed author and business consultant Joe Calloway joins Marty Grunder to talk about how companies can differentiate themselves. With 40 years of experience working with entrepreneurs and leaders, Calloway highlights the importance of immediate response to customers, prospects, and partners, strategic hiring, and the power of culture as a differentiator. Your company has a culture no matter if you're paying attention to it or not, and Joe shares his insights on the crucial role of intentional culture in businesses, navigating the changing landscape of customer expectations and technologies, and managing economic uncertainties.
Discussion Points:
Guest intro: Author Joe Calloway
Insights on the role of intentional culture in businesses
Adapting amidst changing customer expectations and technologies
Case study: Evolution of delivery mechanisms in the restaurant industry
Responding immediately to customers, prospects, and partners
Staying consistent, adapting to new marketplace demands
Navigating current economic uncertainties and hiring challenges
Creating opportunities during challenging times
Strategies for successful hiring and employee retention
Creating a culture with intention
Minimizing mistakes and avoiding distractions
Navigating the economy and addressing hiring challenges
“No” is one of the greatest words in business
The Grow Show podcast is sponsored by STIHL and brought to you by The Grow Group - a leading coaching and education firm for landscape professionals. Your host is Marty Grunder, president and CEO of The Grow Group and Grunder Landscaping Co., one of the most successful design-build operations of its kind in the Midwest. The Grow Show shares ideas, tips, tactics, and insights that will help you grow your landscaping business.
Resources:

Joe Calloway LinkedIn
Book: Becoming a Category of One
GROW! Conference Feb 2024
The Grow Group
Grunder Landscaping
Marty Grunder LinkedIn
Stihl
43 min
June 28, 2023Sales: Ask for That Sale, Nicely
Does your sales team have “Commission Breath?” In this episode, Marty Grunder explains how Grunder Landscaping teams are able to “ask for the sale, nicely” in a number of sales scenarios. Closing a sale takes practice, confidence, and a knack for connecting with people “where they’re at.” From finding out how people prefer to be contacted (email, phone call, etc.) to giving the client “permission to buy” - Marty’s tips and sales scenarios from inside the green industry will boost your confidence and help you know just what to say to close that landscaping sale.
Discussion Points:
The harsh reality of sales in “Glengarry Glen Ross”
The Grunder approach is never pushy, never commission-based
Solving your client’s problems, creating a sense of urgency
If you can’t easily ask for the sale… you may have other issues
Sales scenario - firepit
Sales scenario - residential maintenance contract
Sales scenario - commercial property, snow removal
Sales scenario - residential cleanup and mulching
Sales scenario - an ‘on-the-spot’close
Join us for more on sales at the Grow Conference 2024
The Grow Show podcast is sponsored by STIHL and brought to you by The Grow Group - a leading coaching and education firm for landscape professionals. Your host is Marty Grunder, president and CEO of The Grow Group and Grunder Landscaping Co., one of the most successful design-build operations of its kind in the Midwest. The Grow Show shares ideas, tips, tactics, and insights that will help you grow your landscaping business.
Resources:

Book: How to Grow Your Small Business
GROW! Conference Feb 2024
The Grow Group
Grunder Landscaping
Marty Grunder LinkedIn
Stihl
15 min
June 21, 2023Sales: How Do I Handle Price Objections?
Handling price objections is all about communicating the value you bring to the table. In this episode, Marty Grunder provides the language and tools you need to do it yourself. From the exact steps to follow and words to say if a client objects, to handling issues with price increases due to inflation, the bottom line is, “data eliminates drama” - provide facts and details. Train your sales team, rehearse, role-play, and be prepared.
Discussion Points:
Price objections are a constant to deal with
Clients and price objection - have you done your job selling your value?
Reading the best sales books - check out Mike Weinberg
Consultation fees
Steps to overcoming objections:
Validate their concerns, ask for other objections
Explain your fees and your value
Confirm that you’ve overcome their objections
Overcoming objections to price itself:
Acknowledge and thank them for their concerns
Ask for a little time
Compare the details provided by your competition
Logical explanations work - data eliminates drama
Other scenarios - inflation- everything has gone up - get ahead of objections
Join us for more on sales at the Grow Conference 2024
The Grow Show podcast is sponsored by STIHL and brought to you by The Grow Group - a leading coaching and education firm for landscape professionals. Your host is Marty Grunder, president and CEO of The Grow Group and Grunder Landscaping Co., one of the most successful design-build operations of its kind in the Midwest. The Grow Show shares ideas, tips, tactics, and insights that will help you grow your landscaping business.
Resources:

Book: Sales Management Simplified by Mike Weinberg
The Sales Management Simplified Podcast
GROW! Conference Feb 2024
The Grow Group
Grunder Landscaping
Marty Grunder LinkedIn
Stihl
19 min
June 14, 2023Teams: Marty's Tips for Running Effective Meetings
In this episode, Marty Grunder shares his tips and what he has learned over the years (as an owner) about making the most of your meeting time, and giving your team time back in their day when you can. Avoid meeting on topics that could be sent as an email, make a mission statement for each meeting, and maximize your team's time together.
Discussion Points:
Marty’s ‘morning huddle’ format
Meetings should save time - have a mission statement!
Owners often derail everyone unknowingly- Save discussion items for that specific meeting
Queue up relevant emails through Outlook for the meetings
Sharing information
The meetings that Grunder has each week/month/quarter and who attends
The Grow Show podcast is sponsored by STIHL and brought to you by The Grow Group - a leading coaching and education firm for landscape professionals. Your host is Marty Grunder, president and CEO of The Grow Group and Grunder Landscaping Co., one of the most successful design-build operations of its kind in the Midwest. The Grow Show shares ideas, tips, tactics, and insights that will help you grow your landscaping business.
Resources:

GROW! Conference Feb 2024
The Grow Group
Grunder Landscaping
Marty Grunder LinkedIn
Stihl
18 min
June 06, 2023Interview Series: Leading Without the Title with Mark Sanborn
Best-selling author of The Fred Factor Mark Sanborn joins Marty Grunder to discuss how companies can use the little things to stand out from their competition. Mark shares how great customer service can set you apart, and how individuals can be leaders within their companies by chasing their passions.
Mark Sanborn CSP, CPAE is President of Sanborn & Associates, Inc. - an idea studio dedicated to developing leaders in business and in life. The mission of Sanborn & Associates is to transform knowledge into application to create a generation of leaders who make a positive difference, regardless of title. Mark is an international bestselling author, inspirational leadership keynote speaker, and noted authority on team building, customer service, and change.
Discussion Points:
How Marty and Mark met
The Fred Factor and You Don’t Need a Title to be a Leader
Mark’s postal carrier Fred
Tell people ‘they make a difference’
Difference between a ‘vendor’ and a ‘partner’
7 “Bs” of relationship building
Inspiration vs. motivation for managing millennials
Chick-Fil-A vs. Taco Bell
Competent and Courteous
How can leaders get teams to treat people better?
FRED - Find the good ones, Recognize/Reward, Educate, Demonstrate
Great leaders create other great leaders, not followers
Mark’s second book - having great leaders at the top, middle, and in-between
ROI - Relationships, Outcomes, Improvements
Ambition vs. Leadership
The GROW conference
Views on the economy - confidence vs. certainty, agility and innovation
The Grow Show podcast is sponsored by STIHL and brought to you by The Grow Group - a leading coaching and education firm for landscape professionals. Your host is Marty Grunder, president and CEO of The Grow Group and Grunder Landscaping Co., one of the most successful design-build operations of its kind in the Midwest. The Grow Show shares ideas, tips, tactics, and insights that will help you grow your landscaping business.
Resources:

Mark Sanborn LinkedIn

Mark Sanborn

The Fred Factor

GROW! Conference Feb 2024

The Grow Group

Grunder Landscaping

Marty Grunder LinkedIn

Stihl
42 min
May 31, 2023Sales: Onboarding a Salesperson for Success
Setting salespeople up for success is critical to their, and your company's, success this year. As we head into the second half of 2023, here are our tips for providing your sales team with the tools they need to succeed.
Discussion Points:
Join us in Des Moines at the GROW Conference Feb 2024
Sales is a crucial function that often doesn’t get much focus
Getting a new salesperson - how we do it
Goals, Manage Activities, not methods, dialogue, and patience
You must set realistic, attainable goals
Every day I prospect, every day I nurture, every day I close
Constant check-ins
Give your salespeople time to get up to speed
Dialogue and patience - have them work with your crews
Use caution with promotions
Check out our virtual learning events
An inspirational story about Brad
The Grow Show podcast is sponsored by STIHL and brought to you by The Grow Group - a leading coaching and education firm for landscape professionals. Your host is Marty Grunder, president and CEO of The Grow Group and Grunder Landscaping Co., one of the most successful design-build operations of its kind in the Midwest. The Grow Show shares ideas, tips, tactics, and insights that will help you grow your landscaping business.
Resources:

GROW! Conference Feb 2024
The Grow Group
Grunder Landscaping
Marty Grunder LinkedIn
Stihl
14 min
May 24, 2023Operations: Set Your Team Up for Efficient Work from the Start
Efficiency is the name of the landscaping game, and creating a smart site plan is step one. In this episode, Marty Grunder details how they plan their work for Grunder Landscaping crews so that they can arrive onsite and get to work quickly.
Discussion Points:
The old adage, “All planning is good”
Planning - the great differentiator
A story about a poor morning rollout in Dallas
Finding and keeping talent - the number one problem
The little things that help any landscaping job
Team and Group Leaders partnering with production
Planning the night before for morning rollouts
Biggest wastes of time
Streamlined loading process and plant labeling
LandscapeHub and SiteOne
GPS monitoring of your trucks
Reward and incentivize the behavior you want
Study others who do well- visit your peer companies
Join us in Des Moines at the GROW Conference Feb 2024
The Grow Show podcast is sponsored by STIHL and brought to you by The Grow Group - a leading coaching and education firm for landscape professionals. Your host is Marty Grunder, president and CEO of The Grow Group and Grunder Landscaping Co., one of the most successful design-build operations of its kind in the Midwest. The Grow Show shares ideas, tips, tactics, and insights that will help you grow your landscaping business.
Resources:

Landscape Hub
SiteOne Landscape Supply
GROW! Conference Feb 2024
The Grow Group
Grunder Landscaping
Marty Grunder LinkedIn
STIHL
18 min
May 17, 2023Hiring: Interview Questions to Help You Find the Right Team Members
You only get a short time to decide if someone is a good fit for your team or not during the interview, and asking the right questions can help you find the right culture fit on the first try. In this episode, Vince Torchia, VP of The Grow Group, shares the questions he recommends you ask potential employees.
Vince Torchia is vice president of The Grow Group, where he drives strategy, oversees day-to-day operations, and provides executive coaching to clients. A graduate of the University of Dayton’s School of Business, Vince travels the country, ensuring programs consistently deliver results and demonstrating how business owners can leverage the strengths of both their right-hand men and women and the millennial workforce to succeed.
Discussion Points:
What do you know about our company?
Why do you want to work here?
Short and long-term goals?
Your last job and details about your experience
Tell me about a conflict and how you resolved it?
A time you noticed a need for a process and how you implemented it?
A challenging sale and how you overcame it?
What bad qualities do you have?
What are you looking for in a leader or direct report?
Describe your ideal work environment…
Tell me about a local company you are impressed with
The Grow Show podcast is sponsored by STIHL and brought to you by The Grow Group - a leading coaching and education firm for landscape professionals. Your host is Marty Grunder, president and CEO of The Grow Group and Grunder Landscaping Co., one of the most successful design-build operations of its kind in the Midwest. The Grow Show shares ideas, tips, tactics, and insights that will help you grow your landscaping business.
Resources:

Vince Torchia LinkedIn
GROW! Conference Feb 2024
The Grow Group
Grunder Landscaping
Marty Grunder LinkedIn
12 min
May 10, 2023Interview Series: Building a Winning Company Culture with Ed Eppley
In this episode, Marty Grunder sits down with his longtime friend and mentor Ed Eppley. Ed is considered a leading expert globally on motivating and leading teams to perform well and is always a great source of inspiration and advice. In this episode, he shares his best tips on fostering a strong and positive company culture.
You’ll hear Ed’s thoughts around developing a company culture that aligns with your business model and goals, asking yourself as a leader, ‘Would I want to work for me?’, accepting ‘average’ employees just to fill positions, and planning your exit strategy years in advance.
Ed Eppley, founder of The Eppley Group, is a leading global expert in professional management, sales strategy, and performance management. He has worked with executive teams at multinational companies across the U.S., Europe, China, Japan, and Australia. His clients include a “Who’s Who” of business category leaders such as BMW, DSW, Sara Lee, Bloomberg, Battelle, Goodyear Tire and Rubber Company, Speedway, Steamboat Ski & Resort Company, Value City Furniture, PSA Airlines, Emerson Electric, NECCO, Safelite Auto Glass, and others. Ed is the author of “Let’s Be Clear: 6 Disciplines of Focused Management Pros.”
Discussion Points:
Background, early entrepreneurship, and sales training
Ed’s work with executives today
Definition of culture
An epiphany of Marty’s - would I want to work for me?
Should you settle for a less-than-stellar employee? Is the compromise worth it?
Cameron Mitchell and his great restaurant business culture
Taking responsibility for employees you haven’t pushed or trained well enough
Ralph Nader’s ideas on leadership
Leaders need to grow their people’s productivity 3-5% each year to keep improving the company
Good leaders/managers take an average person to an above-average result
Create your own exit strategy within your company
The Grow Show podcast is sponsored by STIHL and brought to you by The Grow Group - a leading coaching and education firm for landscape professionals. Your host is Marty Grunder, president and CEO of The Grow Group and Grunder Landscaping Co., one of the most successful design-build operations of its kind in the Midwest. The Grow Show shares ideas, tips, tactics, and insights that will help you grow your landscaping business.

Resources:

Ed Eppley LinkedIn
The Eppley Group
Book: Let’s Be Clear
GROW! Conference Feb 2024
The Grow Group
Grunder Landscaping
Marty Grunder LinkedIn
38 min
May 03, 2023Marketing: The Content Pieces You Can't Live Without
In this episode, Marty welcomes Emily Lindley, Content & Events Manager at The Grow Group. As The Grow Group’s content & events manager, she oversees our content marketing including emails and social media, develops content solutions that deliver on client needs, and shares our story with the green industry. In addition to her role at The Grow Group, she also manages Grunder Landscaping Co.’s marketing efforts.
You’ll hear about the marketing tools that have stood the test of time such as postcards and doorhangers, why you must have a website, and tips and tricks for what to incorporate in each marketing piece to make it successful.
Discussion Points:
How we’re tracking if leads are on or off pace for the year
Leading indicators to watch: design fees
Essential marketing pieces
Postcards and tips to make them more effective
Doorhangers: how to use your crews to make these easy to implement
Website: simple changes to make your web presence stronger
Millennials are your customers now- you can’t avoid them
Use words your customers would search for, for example talk about patios and walkways, not hardscaping
The Grow Show podcast is sponsored by STIHL, and brought to you by The Grow Group - a leading coaching and education firm for landscape professionals. Your host is Marty Grunder, president and CEO of The Grow Group and Grunder Landscaping Co., one of the most successful design-build operations of its kind in the Midwest. The Grow Show shares ideas, tips, tactics, and insights that will help you grow your landscaping business.
The Grow Group has earned more than 50 local and national design awards and is a two-time winner of the Better Business Bureau’s Eclipse Integrity Award. Marty Grunder has been named ‘Entrepreneur of the Year’ by both Ernst & Young and the US Small Business Administration. He is the author of The 9 Super Simple Steps to Entrepreneurial Success, has coached tens of hundreds of landscaping professionals and companies, and is a sought-after speaker in the industry. Marty also writes a column for Landscape Management magazine.

Resources:

Emily Lindley LinkedIn
GROW! Conference Feb 2024
The Grow Group
Grunder Landscaping
Marty Grunder LinkedIn
19 min

About The GROW! Show

From the publisher's feed

The GROW! Show is a show that highlights Marty Grunder's annual conference, GROW!. The GROW! show will showcase how anyone in the green industry can grow themselves, their team, and their business.