The Landscaper's Guide to Modern Sales & Marketing

Are you sitting on a goldmine of missed opportunities in your CRM? In this episode, Jack Jostes sits down with Ramblin Jackson’s Director of Client Strategy, Robert Felton, to break down how landscape and snow removal companies can unlock hidden revenue from their existing database.

Robert shares his proven “gold mining” strategy—how to revisit old leads, follow up with purpose, and use tools like Lead Wrangler to prioritize the hottest opportunities. You’ll learn why most contractors lose deals to “doing nothing,” how to use engagement data to identify serious buyers, and how consistent follow-up can dramatically increase your close rate without spending more on marketing.

You’ll Learn:

• What “gold mining” your database really means—and how to do it
• How to follow up in a way that actually gets responses
• Why your biggest competitor is often “doing nothing”
• How to identify hot leads using engagement tracking
• Simple ways to increase revenue from leads you already have

Connect With Today’s Guest:

👤 Connect with Robert Felton: https://www.linkedin.com/in/robert-felton/                🌳 Ramblin Jackson: https://ramblinjackson.com
📸Ramblin Jackson on 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

What do you do after you send a proposal… follow up… and never hear back?
Most landscape companies simply move on — and spend more money trying to generate new leads.

But what if some of that revenue is already sitting inside your database?
In this LIVE webinar on Thursday, March 26th from 10:00–11:00 AM Mountain Time, Ramblin Jackson CEO Jack Jostes will show you how landscape companies are using email marketing to generate repeat business, cross-sell services, and turn old leads into new revenue.

You’ll learn how strategic email marketing can nurture prospects over time and help you close deals that would otherwise be lost.

In this webinar you’ll learn:
-How to nurture unclosed estimates for 6–24 months
-How to turn “ghosted” proposals into future projects
-How to cross-sell maintenance, lawn care, fertilization, pest control, lighting, and enhancements
-Subject line strategies that actually get emails opened
-How to balance storytelling, selling, and promotions in your email campaigns
-Real case studies of landscape companies generating big-ticket sales from email

If you already have a database of leads or past customers, you already have opportunity.

The question is: Are you using email marketing to unlock it?

Register for the LIVE webinar here:
https://landscapersguide.com/email-marketing-for-landscape-companies-driving-repeat-business-cross-sells/

If you’ve ever lost a landscaping sale because a prospect didn’t like your timeline, this episode is for you. Jack Jostes, CEO of Ramblin Jackson, explains why timeline objections usually do not mean the deal is dead. In peak season, reputable landscape companies are often booked weeks or months out, and many prospects are simply frustrated by the buying process, not necessarily rejecting your company.

In this solo episode, Jack shares how to stay in the game with better follow-up, a smart mix of automation and personal outreach, and a proven strategy he calls gold mining. He also explains why organized notes, nurture sequences, and consistent follow-up can uncover revenue already hiding in your pipeline, and how Ramblin Jackson’s Lead Wrangler CRM helps landscape companies turn missed opportunities into real sales.

You’ll Learn:

• Why a timeline objection usually is not a true no
• How to follow up without discounting or sounding desperate
• What “gold mining” means and how it can uncover hidden revenue
• Why automation should support, not replace, personal outreach
• How better lead tracking helps you close more work over time

Connect With Jack Jostes:

🌳 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/

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 interviews Sean Azad, Marketing Manager at Rain Bird, live from the Rain Bird Select Contractor Conference in Riviera Maya, Mexico.

Sean shares how smart irrigation controllers, integrated valve modules, and remote water management platforms are changing the game for residential and commercial contractors. From EPA WaterSense requirements to AI-powered scheduling and unified control systems, you’ll learn how technology is helping landscape companies save water, reduce labor inefficiencies, and deliver more value to clients. If you sell or install irrigation systems, this episode will open your eyes to what’s possible now—and what’s coming next.

You’ll Learn:

• How smart controllers using ET (evapotranspiration) adjustments can reduce water use by 30%+
• Why integrated valve modules help prevent costly irrigation failures
• How Rain Bird’s unified IQ platform serves both residential and commercial clients
• What AI and voice control could mean for the future of irrigation
• Why remote water management creates new recurring service opportunities

Connect With Today’s Guest

🌳 Rain Bird: https://store.rainbird.com/

📚Rain Bird Learning: https://www.rainbird.com/Learning
👤 Connect with Sean Azad: https://www.linkedin.com/in/sean-azad-705a6b7/
📸 Rain Bird Facebook: https://www.facebook.com/RainBirdCorp
🏢 Rain Bird LinkedIn: https://www.linkedin.com/company/rainbirdcorp/posts/?feedView=all

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 George Egan, President of Egan Landscape Group in Plymouth, Massachusetts. George shares how he grew his company to $10 million in revenue with nearly 100 team members by focusing on daily accountability, real-time job costing, and smart marketing.

From implementing a 10-minute all-team daily meeting to building a custom tech stack with Zapier, Aspire, and ClockShark, George breaks down the systems that drive profitability. He also explains how targeted social media marketing and intentional recruiting strategies are helping him attract both “hell yes” customers and top talent.

You’ll Learn:

• How a 10-minute daily team meeting improves culture and performance
• Why real-time job costing is essential to protecting profit
• How to use Zapier to connect software and automate reporting
• How to define your “hell yes” customer for better marketing results
• A smarter strategy for recruiting landscape employees

Connect With Today’s Guest:

🌳 Egan Landscape Group: https://eganlandscapegroup.com
👤 Connect with George Egan: https://www.linkedin.com/in/georgeegan
📸 https://www.instagram.com/meetgeorgeegan/
🏢 https://www.instagram.com/eganlandscapegroup 

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 interviews Erika and Justin Mathis of Mathis Landscapes in Glenville, North Carolina. From buying the family business to building a high-end design/build company, the Mathis team shares what it really takes to grow sustainably—without burning out your marriage or your team.

They discuss qualifying better clients, talking about budget earlier, investing in marketing for the first time, and why transparency builds trust. You’ll also hear how they’re learning to protect their relationship while working together, plus leadership insights from NALP Elevate that are shaping their next chapter of growth.

You’ll Learn:

• Why publishing pricing ranges can help you qualify better leads
• How to talk about budget earlier without scaring prospects away
• Practical ways to protect your marriage while running a business together
• The importance of gratitude and leadership culture in scaling
• Why hiring a coach can accelerate growth and reduce stress

Connect With Today’s Guest:

🌳 Mathis Landscapes: https://www.mathislandscapes.com/
🏢 mathislandscapes

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

Has AI changed how homeowners and commercial property managers find landscape companies?

In this solo episode, Jack Jostes shares a real story from his own home renovation disaster — a leaking dishwasher, asbestos discovery, insurance requirements, and two wildly different proposals. Instead of guessing which contractor to hire, Jack used ChatGPT to compare bids and generate smart follow-up questions. What happened next reveals exactly how customers are researching and buying in 2026.

You’ll hear what the data actually says about Google vs. AI search, what’s changed inside search results pages, and where landscape companies should focus their marketing this year to keep attracting high-value customers.

You’ll Learn:

• How homeowners are using AI to compare contractor proposals
• Whether AI is actually replacing Google search
• What AI Overviews mean for your website traffic
• Why fewer people are clicking search results — and what to do about it
• Where landscape companies should focus their marketing in 2026

Connect With Jack Jostes

🌳 Ramblin Jackson: https://ramblinjackson.com
👤 Connect with Jack on LinkedIn: https://www.linkedin.com/in/jackjostes/
📸 Instagram: https://www.instagram.com/jackjostes/

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

Schedule a 15-Minute Marketing Brainstorm at https://landscapersguide.com/brainstorm 

In this live Q&A session, Jack Jostes answers real-world questions from landscape business owners, straight from the stage. The conversation focuses on one of the most common challenges contractors face: getting consistent Google reviews, especially from maintenance clients, without feeling awkward or pushy.

You’ll hear practical guidance on handling negative reviews the right way, whether employees should leave reviews, and how to use review feedback to build trust with future customers. If you want a clearer, more confident approach to reviews and reputation, this episode delivers tactical advice you can use immediately.

You’ll Learn

• How to ask maintenance clients for Google reviews without hurting the relationship
• Why responding to every review builds trust and improves conversions
• When negative reviews actually help your marketing instead of hurting it
• Where employee reviews belong and where they do not

Connect With Jack Jostes

🌳 Ramblin Jackson: https://ramblinjackson.com/
👤 Connect with Jack Jostes: https://www.linkedin.com/in/jackjostes/
📸 https://www.instagram.com/jackjostes/
🏢 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

Brian Middleton didn’t start his career in the green industry. For more than 20 years, he was a well-known radio DJ in one of the biggest markets in the country. Today, he’s the Head of Technical Support at PermaGreen, helping lawn and landscape companies keep their crews productive, profitable, and moving.

In this episode, Brian and Jack talk about what really happens when equipment goes down in the field, why fast, human support still matters in an AI-driven world, and how smarter equipment choices can reduce burnout, lower employee turnover, and improve quality of life for crews. If your business depends on efficiency, reliability, and keeping your people running strong all season, this conversation hits home.

You’ll Learn

• Why equipment downtime costs more than just repair dollars
• How riding equipment can reduce crew burnout and turnover
• Where AI fits into tech support and where humans still win
• How PermaGreen designs support systems around real-world field problems

Connect With Today’s Guest

🌳 PermaGreen: https://permagreen.com/
👤 Connect with Brian Middleton: https://www.linkedin.com/in/brian-middleton-48862b344/
📸 PermaGreen Instagram: https://www.instagram.com/permagreenspreadersprayers/
🏢 PermaGreen Facebook: https://www.facebook.com/gopermagreen/

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

https://landscapersguide.com/brand-your-sales-process-to-get-the-owner-out-of-sales-with-jack-jostes-and-robert-felton/

Brand Your Sales Process To Get The Owner Out of Sales - with Jack Jostes and Robert Felton
Date: Thursday, January 29, 2026, 10:00 to 11:00 AM MT
Location: Virtual on Zoom
Investment: FREE

In this workshop, Ramblin Jackson CEO Jack Jostes and Director of Client Strategy Robert Felton will share what they've learned working with 300+ landscape companies to help you:
Increase your close rate which will save you massive time
Create a repeatable process that attracts both customers AND employees...
Free up your time to grow the business
Set your business up to grow, scale - and be even more sellable
Ready to grow and scale your business?