The Landscaper's Guide to Modern Sales & Marketing

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 search
• How recorded sales calls can become better FAQ, social, and website content
• Why landscape companies should start small with AI instead of waiting for perfection
• How a “client brain” can help teams retain valuable customer knowledge
• Why people skills and in-person relationships still matter in the AI era

Connect 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

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 traits
• The biggest scaling challenges landscapers with ADHD face
• How to improve communication with your team
• Skye’s prioritization filter for reducing overwhelm
• How 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

 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 revenue
• How a paid consultation process filters out bad-fit customers and protects your time
• The cooking dinner strategy that turns outdoor kitchen clients into referral machines
• How remote employees in the Philippines handle bookkeeping, estimating, and admin — even in a town of 12,000

Connect 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

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 clients
• Why a 15-minute qualification call can save hours of wasted time
• How to handle sales objections using testimonials and video
• The “buyers are buyers” concept and how to apply it
• How to delegate sales and create a scalable system

Connect 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

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 systems
• Why Google reviews are critical for recruiting and sales growth
• What’s working (and not working) with autonomous mowing technology
• How AI is transforming operations, reporting, and decision-making
• How to balance innovation with proven business fundamentals

Connect 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

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 rate
• How to use the “so that” framework to connect emotionally with clients
• The key differences between a craftsman mindset and a professional business owner
• Why setting expectations early prevents costly mistakes and wasted time
• How improving your discovery process can double your closing rate

Connect 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

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 time
• The highest ROI email most landscapers never send
• How simple email tweaks can increase conversions dramatically
• Proven email types that generate immediate responses and sales
• Why “done beats perfect” in your marketing strategy

Connect 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

Join Jack Jostes for a practical, hands-on session designed specifically for landscape business owners and sales professionals ready to leverage AI in their sales process.

If you’ve been feeling overwhelmed by AI—or unsure how tools like ChatGPT can actually help you close more deals—this webinar will give you clear, actionable direction.

Jack Jostes breaks down practical ways to use ChatGPT to:

• Write effective client follow-up emails that build trust and keep deals moving
• Prepare for sales calls with greater confidence and clarity
• Organize and capture key insights after meetings

This session cuts through the noise and focuses on real-world applications you can implement immediately.

No tech jargon—just proven prompts and strategies you can copy, customize, and start using right away.

👉 Register or learn more:
https://landscapersguide.com/introduction-to-ai-for-landscape-sales-professionals/

Is AI really killing Google—or is that just noise? In this episode, Jack Jostes, CEO of Ramblin Jackson, breaks down what’s actually happening in search and what it means for landscape and snow business owners. Drawing from real data and insights from his upcoming book, Jack explains why Google is still dominating—and how AI is changing the way customers find your business.

You’ll hear what’s actually shifting with AI Overviews, why click-through rates are dropping, and how the businesses winning today are the ones showing up inside AI-generated answers. If you want to understand how to stay visible, generate leads, and future-proof your marketing, this episode will give you clarity and direction.

You’ll Learn:

• Why AI is not killing Google—and what the data really shows
• How AI Overviews are changing click-through rates and visibility
• What signals AI uses to recommend local businesses
• Why tracking “AI rankings” is a waste of time
• How the Foundational Four drives visibility in both SEO and AI

Connect 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/

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

In this episode of The Landscaper’s Guide Podcast, Jack Jostes sits down with returning guest Scott Callenius, CEO of Forever Green Landscape Services in West Palm Beach, Florida. Scott shares how his company has evolved from a small operation into a highly structured, system-driven business with a growing team, virtual assistants, and advanced workflows.

Scott breaks down how hiring the right people, building systems, and embracing AI tools have helped him reclaim his time, improve client communication, and scale more efficiently. He also shares insights on where the landscaping industry is heading—from private equity shifts to new opportunities in enhancements, automation, and technology. If you’re feeling stuck doing everything yourself, this episode will show you how to step into your role as a true business owner.

You’ll Learn:

• How hiring assistants can free up your time and improve operations
• Why systems and processes are the foundation of scalable growth
• How AI and automation are changing landscaping businesses
• Where new revenue opportunities are emerging in today’s market
• Why transparency and leadership matter as you grow your team

Connect With Today’s Guest:

🌳 Forever Green Landscape Services: https://forevergreenlandscaper.com/
👤 Connect with Scott Callenius: https://www.linkedin.com/in/scott-callenius-29b6261a/
🏢Forever Green Landscape Services on Facebook: https://www.facebook.com/ForEverGreenLandscape/
📸Forever Green Landscape Services on Instagram:  https://www.instagram.com/forevergreenlandscaper/

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