Owner to Leader: How to Build a Business That Grows Without You-Part 4

Hiring in the landscaping industry can feel like a never-ending struggle. You post a job, get a flood of unqualified applicants, hire someone who seems promising, and then… they quit after two weeks. Or worse—they stay but never quite perform the way you need them to. Sound familiar? The problem isn’t always the employees—it’s how you define your ideal employee before you even start hiring. Many landscaping business owners make the mistake of hiring reactively instead of proactively. They bring people in based on urgency, not fit, which leads to frustration, turnover, and lost profits. Why Defining Your Ideal Employee Matters If you don’t clearly define the type of employee your business actually needs, you’re setting yourself up for: ❌ High turnover – Employees leave when they don’t align with your company’s expectations. ❌ Poor performance – Unclear roles lead to inefficiency, frustration, and inconsistency. ❌ Culture mismatch – A bad hire can disrupt morale and drag the whole team down. But when you take the time to define exactly who you need, you flip the script. Instead of scrambling to fill positions, you attract the right people—those who not only want to work for you but also thrive in your business. The 3-Step Process to Defining Your Ideal Employee 1. Identify the Role’s True Purpose Every role in your company should have a clear purpose beyond just "getting the job done." Ask yourself: ✅ What does success look like in this role? ✅ What key responsibilities drive business growth? ✅ What qualities separate an "okay" employee from a great one? Example: If you’re hiring a lawn maintenance crew member, don’t just list “cut grass and trim bushes.” Instead, define their purpose: 👉 "Ensure every property looks pristine, enhancing the company’s reputation and keeping clients happy." This mindset shift helps you attract employees who care about quality work—not just the paycheck. 2. Define the Essential Skills & Traits Every role has skills and traits that predict success. Most landscapers only focus on skills (e.g., can they use a mower?), but traits like work ethic, attitude, and reliability are even more important. Ask yourself: ✔ What technical skills are non-negotiable for this role? ✔ What soft skills (communication, teamwork, problem-solving) are essential? ✔ What work habits and personality traits fit my company culture? Example: Let’s say you’re hiring a crew leader. They need more than just technical skills—they must be: ✔ A strong communicator (to lead the crew and handle customer interactions) ✔ A problem solver (able to handle unexpected challenges without calling you every five minutes) ✔ Reliable and punctual (because if they don’t show up, your whole day is ruined) Hiring someone with these traits ensures they grow with your business, not just fill a seat. 3. Craft Your Hiring Message to Attract the Right People Now that you know exactly who you need, you have to speak their language. Most landscaping job ads are boring and generic, attracting people who just need “a job” rather than those who align with your company vision. Instead of: 🚫 “Looking for a hardworking landscaper. Must have experience. Pay based on skills.” Try this: ✅ “Are you a detail-oriented landscaper who takes pride in a job well done? We’re looking for reliable team members who want to grow with a company that values hard work, efficiency, and respect. If you love working outdoors, enjoy seeing a property transform under your hands, and want to be part of a team that rewards excellence—apply today!” Notice the difference? The second version speaks directly to the type of employee you want. Final Thoughts Hiring the right employees starts before you even post a job ad. When you define your ideal employee: ✔ You hire faster because you know exactly what to look for. ✔ You reduce turnover by attracting people who genuinely fit your business. ✔ You build a stronger team that grows with you, not against you. The best landscaping businesses don’t just find employees—they attract the right ones. Join me for a free webinar "How to Hire and Build a Landscaping Team that Helps Your Business Grow" Tuesday, March 11 at 4PM Eastern. If you are looking for free resources with this and other issues in your landscaping business, join my Free Facebook Group The Landscaping Business Growth Hub

"I don’t know what to charge, so I just match my competitors." Sound familiar? If you’ve ever struggled with pricing, you’re not alone. Many landscapers believe that in order to win jobs, they have to stay competitive by keeping their prices in line with what others charge. 🚨 But here’s the hard truth: Competing on price alone is a race to the bottom. You’re not just selling lawn care. You’re selling trust, convenience, quality, and professionalism. And when you compete on value instead of price, you attract better clients, higher profits, and long-term success. 📉 The Problem with Pricing Based on Your Competitors Let’s break down why this approach doesn’t work: ❌ You have no idea if your competitors are even making money. Many landscaping businesses set their prices too low—not because they’re trying to be aggressive, but because they simply don’t know their numbers. If you copy them, you could be copying a failing business model. ❌ You attract the wrong kind of clients. Price-driven clients will leave you the second they find someone cheaper. Instead of looking for quality, they’re just looking for a deal. These are the clients who: ✔ Try to haggle you down on price. ✔ Don’t value your expertise. ✔ Call every landscaping company in town looking for the lowest bid. ❌ You can’t build a scalable business. When you’re stuck competing on price, you’re constantly working harder for less money. Even if you land more jobs, the margins are so tight that you barely make a profit. 🚨 If you want to grow a successful landscaping business, your goal shouldn’t be to be the cheapest—it should be to be the best. 💡 The Mindset Shift: Compete on Value, Not Price The best landscaping businesses don’t play the pricing game. Instead, they charge what they’re worth and focus on delivering a better experience. ✅ What Does Competing on Value Look Like? 1️⃣ Clear & Consistent Communication – Clients will pay more for a landscaper who answers the phone, shows up on time, and follows through on promises. 2️⃣ Professionalism – Branded trucks, uniforms, and professional invoices make you stand out as a real business—not just another “guy with a mower.” 3️⃣ Reliability & Convenience – Offering easy online booking, automated payments, and predictable scheduling adds value that customers appreciate. 4️⃣ Educating Your Clients – Position yourself as the expert by explaining why your service is better (e.g., proper mowing techniques, high-quality materials). 5️⃣ Customer Experience – A smooth, hassle-free process keeps clients happy and coming back. ✅ When you compete on value, price becomes secondary. Clients are happy to pay more for a company that gives them a great experience. 💰 Setting the Right Price for Your Business Instead of guessing or copying competitors, you should be pricing based on: ✔ Your actual costs (labor, fuel, equipment, insurance, etc.) ✔ Your desired profit margin (aim for at least 30-40%) ✔ Your market positioning (Are you the budget option, mid-tier, or premium?) 💡 Example: If you want to make a 30% profit margin and your costs for a mowing job are $60, you shouldn’t charge $65 just because the other guy does. You should charge at least $85 to ensure you’re making a profit. 🚀 The Takeaway: Be Confident in Your Pricing & Your Value 📌 The right clients don’t hire you because you’re the cheapest. They hire you because you’re the best fit for their needs. 💬 Ask yourself: ✅ Am I delivering an experience that justifies my price? ✅ Am I communicating why my service is worth the cost? ✅ Am I pricing for profit, or just trying to win jobs? 📌 If you want to break free from the price war and build a truly profitable landscaping business, I can help. 💡 Here’s Your Next Step: 🔹 Join my Skool Community ($49/month) for training on pricing, marketing, and growth strategies. 🔹 Book a free strategy call and let’s fine-tune your pricing & positioning: 🚀 Stop playing the price game. Start running a business that works for YOU. View Video Here

📅 Free Webinar Today, March 4, 2025 at 4PM Eastern: Learn How to Fix Your Business Bottlenecks! Are You Constantly Putting Out Fires in Your Landscaping Business? If you’re like most landscaping business owners, you probably feel like there’s never enough time in the day. Scheduling is a nightmare, employees aren’t always on the same page, and pricing jobs feels like guesswork. You’re stuck in the weeds, handling every little issue instead of focusing on growth. 🚨 But here’s the reality: 📉 Most landscaping businesses that are losing money? It's due to inefficient processes. ⏳ Wasted time on the job = lost revenue you can’t get back. 💰 Scaling without systems = more chaos, not more profit. The good news? There’s a fix. ✅ With the right processes in place, your business can run smoother, employees can work efficiently, and you can finally step out of the daily grind. That’s why I’m hosting a FREE, value-packed webinar to show you exactly how to put processes in place that will save you time, increase profits, and help you scale. 🚀 What You’ll Learn in This Free Webinar 🛠 How simple systems can improve job efficiency and reduce wasted time. 💰 The #1 reason most landscapers are losing money (and how to fix it). 📆 How to create better processes for scheduling, pricing, and team management. 📌 The Profit-Optimized Maintenance Model (POMM) – a framework for sustainable growth. 📝 How to document your processes so your team can follow them (without micromanaging!). 💡 Live Q&A: Get your biggest business bottlenecks solved on the spot! 📌 BONUS: Every attendee will get a FREE Process Optimization Checklist to start making immediate improvements. 🔥 Why This Webinar Is a Must-Attend If you feel like you’re constantly working but not getting ahead, this is for you. 🌿 Imagine: ✔ No more scheduling chaos. ✔ No more pricing guesswork. ✔ No more employees doing things "their way" instead of the right way. ✔ More time, more profit, and a business that works FOR you. Sound like what you need? Then don’t miss this! 📅 📢 Join Me for This FREE Webinar! 🗓 Date: March 4, 2025 ⏰ Time: 4PM Eastern 📍 Where: Live on our YouTube Channel Or Join by Zoom : 🚀 Let’s turn your business into a well-oiled machine! See you there!

1️⃣ The #1 Goal for Most Landscapers → More Clients When I asked landscapers what would make 2025 a winning year, the most common answer was: "More clients & revenue growth." That makes sense—after all, more clients = more money, right? But here’s the problem: Growth without optimization can actually hurt your business. 2️⃣ The Trap of Growth Without Optimization 📈 More clients = more scheduling headaches if your systems aren’t dialed in. ⚙️ More revenue = less profit if pricing isn’t right. ⏳ More work = more stress if you’re stuck in the field instead of leading your business. ✅ Real success comes from cycling between Growth & Optimization: Set a growth goal → More clients, more revenue. Once you hit it, optimize → Maximize profits, efficiency, and systems. Then grow again → But now with a stronger foundation. 3️⃣ What You Can Do Right Now to Fix This If you want better clients, higher profits, and more freedom in your business, you can’t just grow—you need to grow the right way. Here’s how I help landscapers do this: ✔ The 3-Step Marketing Strategy (Attracting the right clients, not just any clients) Download for Free Here ✔ Optimized Pricing & Profitability (No more underbidding) ✔ Scalable Systems & Team Building (So growth doesn’t equal burnout) 📅 Want help applying this to your business? I offer a free 30-minute strategy call to break down exactly where you’re stuck and how to fix it. 👉 Book your free call here: 🚀 More clients aren’t the goal. More profitable clients + a business that runs smoothly? THAT’S the goal.

Are you constantly searching for ways to get more landscaping clients, but no matter how much marketing you do, your business still has slow months? If you’ve ever thought: ❌ “I need to post more on social media.” ❌ “I should run some ads.” ❌ “Maybe I just need better flyers.” Then this post is for you. The truth is, marketing more isn’t the answer—marketing smarter is. 📌 In this blog, I’ll show you why most marketing efforts fail, and the 3-part system successful landscapers use to generate leads, close more jobs, and build a predictable business year after year. 🚨 The Problem: More Marketing ≠ More Clients Most landscapers treat marketing like a last-minute fix—when business is slow, they start running ads, posting on Facebook, or offering discounts. But what happens next? You get a few leads, but they’re mostly price shoppers or one-time jobs. Some months are busy, others are dead slow. No matter how much you market, it never feels predictable. This happens because most landscapers don’t have a system—they’re just throwing money at ads or social media, hoping something works. So what’s the fix? You need a 3-step system that works year-round. 🌱 The 3-Step Marketing System That Brings in Clients Predictably Instead of hoping that “more marketing” will bring in work, the smartest landscapers build a system that works on autopilot. ✅ Step 1: Attract the Right Clients, Not Just More Clients Stop chasing price shoppers. You want clients who value quality, not just the cheapest price. Identify where your best clients come from. (Google, referrals, HOAs?) Position your business as the best option, not just another landscaper they can call for a quote. 💡 Example: Instead of saying, “We do landscaping,” say: 👉 “We help homeowners create low-maintenance, high-end outdoor spaces—without the hassle.” ✅ Step 2: Use the Right Marketing Systems, Not Just More Ads The best landscapers don’t rely on just one marketing method—they use a mix of lead sources. If your branding, messaging, and offer don’t match what your best clients are looking for, your ads won’t work. Most landscapers fail because their marketing doesn’t align with how people actually hire a landscaper. 💡 What works: ✔ Optimizing your Google Business Profile so you get found when people search. ✔ Running targeted Facebook ads to the right audience (not random boosted posts). ✔ Using referrals & partnerships to land long-term contracts. ✅ Step 3: Convert More Leads Into Paying Clients & Keep Them Long-Term Getting leads isn’t enough—you need to turn them into paying clients who come back year after year. Do you respond to inquiries fast? Most homeowners hire the first landscaper who calls them back. Are you staying top-of-mind? Following up, offering seasonal deals, and building relationships keep your best clients from leaving. 💡 Example: 🚫 Bad Strategy: Running an ad, getting leads, and never following up. ✅ Smart Strategy: Running an ad, responding in 15 minutes, asking pre-qualifying questions, and following up 3-5 times. 📌 Want to See This System in Action? Watch This Video 🎥 Instead of reading about it, watch this short video where I break down: ✅ Why marketing alone won’t fix your business. ✅ The real reason most landscapers struggle to get consistent work. ✅ The 3-step system that brings in high-value clients, not price shoppers. 🎥 Watch it now: 📥 Want a Step-by-Step Plan? Download the 3-Step Marketing Guide If you’re serious about getting predictable, high-value clients, I put together a FREE guide that walks you through this system step by step. Inside, you’ll learn: ✔ How to find and attract the right clients (and stop dealing with price shoppers). ✔ The 3 key marketing systems that bring in predictable work. ✔ How to stop wasting time on marketing that doesn’t work. 🔥 BONUS: Includes a private YouTube video breaking it all down for you. 📥 Download the free guide here 🚀 Take Action Today 1️⃣ Watch the video to see the system in action. 2️⃣ Download the free guide to get the full step-by-step breakdown. 3️⃣ Join the Free Facebook Group to connect with other landscapers growing their businesses the right way. 📌 Click here to join the free community .

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I’ve been seeing a lot of posts from newer folks talking about different services they want to offer. These ideas often seem driven by the need to make money right now—especially during the slow season when their client base isn’t big enough to cover their expenses. Some of these offerings align with their core business, but many don’t. I get it. Nothing is scarier than going into your first slow season knowing your income isn’t enough to cover what you need. But I want to take some time to share what I’ve learned—through trial and error—about the risks of branching out too soon. My hope is to help others avoid the long-term damage that can come from overextending before your core business is strong. Let’s start with a lesson I learned early on in lawn care. The Golden Rule of Mowing In lawn care, there’s a simple rule: never cut more than one-third of a blade of grass at one time. Why? Because when you take too much off the top, the grass has to shift all its energy into regrowing the blades, sacrificing root health and lateral spread. This leaves the grass weaker, less able to withstand stress, disease, or drought. This isn’t just about grass—it’s a powerful metaphor for business. Especially when you’re starting out, the same principle applies: overextending yourself by taking on too much too soon can weaken your business’s foundation. The Danger of Expanding Too Quickly When you’re building your business, it’s tempting to branch into other services—tree work, fence installation, junk hauling, pressure washing, you name it. And I totally understand why. It’s hard to watch your team sit idle in the off-season, or to see your bills pile up when your client base isn’t where it needs to be. But jumping into too many services, especially ones outside your expertise, can hurt your core business. Here’s how: Lost Focus: Expanding too quickly can distract you from refining your core services—lawn maintenance, landscaping, or whatever your primary offering is. Strained Resources: Just like grass sacrifices root health to regrow its blades, you risk spreading your team, equipment, and finances too thin. Think about this: if you add services now, can you realistically manage all of them once your core business picks up again? And if not, will you tell clients you’re no longer offering those services? Either way, there’s a cost. Reputation Risk: If you take on work outside your expertise and underdeliver, it can harm your reputation. And if you have to stop offering those services later, it could create confusion or disappointment among your clients. Focus on Growing Your Core Business The healthiest grass grows strong roots before it spreads wide. The same is true for your business. Before you branch into other services, focus on growing this blade of grass—your core business: Master Your Core Offering: Deliver consistently high-quality results in your primary service. If you offer lawn maintenance, keep your offerings tied to that—mulch, leaf removal, weeding, pruning. Keep it relevant, and master these first. Build a Loyal Client Base: Your core customers are your foundation. If they trust you, they’ll refer others and be open to new services you offer later. Develop Systems and Processes: Make sure your current operations run smoothly without requiring your constant involvement. Your core service needs to function like a well-oiled machine before you add complexity. Focus on growing this blade of grass—not at the expense of your roots, and not by watering down your focus with other offerings. Expanding the Right Way Once your core business is healthy, profitable, and supported by a competent team, you’ll be in a better position to expand—just like healthy grass can handle a heavier cut without harm. When you’re ready, keep these tips in mind: Add One Service at a Time: Grow deliberately, ensuring you have the skills, equipment, and team to support the new offering without compromising your primary work. Test the Market: Gauge interest in the new service before fully committing. Deliver the Same Excellence: Apply the standards and systems that made your core business successful to the new service. A Lesson from My Experience This isn’t just theoretical. Early in my career, I made the mistake of overextending myself. I took on more than I was ready to handle, and by the time I realized it, I had to eat my hat with a lot of customers. I was lucky—my willingness to admit my mistakes and show humility kept some of those upset clients from leaving. But it was a hard lesson to learn. Take it from me: focus on your one blade of grass right now. Build your core business first, and the rest will come. I’d love to hear from others, especially experienced landscapers—what are your thoughts on this? What lessons have you learned about branching out too soon or too late?

Conclusion: Transitioning to Strategy and Unlocking Business Potential

Building a team that shares your vision and values is just the beginning. The real challenge is maintaining that alignment over time, especially as your business grows. Without regular communication and a strong culture, even the best teams can drift off course, leading to frustration, inefficiencies, and setbacks. To keep your team aligned and motivated, you need to create an environment where your vision is clear, feedback flows freely, and every employee feels valued. This blog will show you how to use communication and culture to keep your team working together toward the same goals. Why Alignment is Crucial for Success When your team is aligned with your vision and values, you get: Consistency: Everyone understands the goals and standards, leading to consistent results. Engagement: Employees feel connected to the company’s mission, which boosts morale and productivity. Efficiency: A shared understanding reduces confusion, duplication of efforts, and costly mistakes. Growth: Alignment creates a foundation for scaling your business without losing quality or focus. Without alignment, your team may work hard, but not always in the right direction. Miscommunication and competing priorities create friction that slows progress and causes frustration. The Role of Communication in Team Alignment Regular and intentional communication is the backbone of team alignment. It ensures that everyone understands the company’s vision, values, and goals and knows how their role contributes to the bigger picture. 1. Host Regular Team Meetings Weekly Huddles: Use these to review short-term goals, celebrate wins, and address immediate challenges. Monthly Check-Ins: Dive deeper into progress toward long-term goals and share updates on company initiatives. Vision Refreshers: Periodically remind your team of the company’s vision and values to keep them top of mind. 2. Create Feedback Loops Encourage two-way communication by actively seeking feedback from your team. Ask questions like: “What’s working well in your role?” “What obstacles are you facing?” “How can we improve as a team?” This not only helps you identify issues early but also shows your team that their opinions matter. 3. Communicate Expectations Clearly Make sure every team member understands their responsibilities and how they contribute to the company’s success. Use tools like: Job Descriptions: Detailed outlines of duties and expectations. KPIs: Clear, measurable goals that track performance. Checklists and SOPs: Standardized processes that eliminate guesswork. Building a Culture of Alignment Culture isn’t something you can dictate—it’s something you create through actions, values, and reinforcement. A strong culture keeps your team motivated and aligned, even when you’re not watching. 1. Lead by Example As the business owner, you set the tone for your company culture. Demonstrate the values you want your team to embody, whether that’s accountability, customer focus, or innovation. 2. Recognize and Reward Alignment Celebrate employees who go above and beyond to uphold the company’s vision and values. Recognition can be as simple as a shoutout in a team meeting or as significant as a performance bonus. 3. Foster Collaboration Encourage teamwork by creating opportunities for employees to work together on projects. This builds trust, improves communication, and reinforces shared goals. Real-Life Example: Aligning Through Culture and Communication Jessica, the owner of a cleaning service, realized her team was struggling with consistency and morale. She started holding weekly meetings to review progress and recognize top performers. She also implemented monthly one-on-ones to discuss individual goals and challenges. Over time, her team became more cohesive, and their performance improved. Client satisfaction ratings went up, and turnover decreased. By prioritizing communication and culture, Jessica created a team that was motivated and aligned with her company’s mission. Steps to Maintain Alignment Today Schedule your next team meeting and use it to discuss your company’s vision and goals. Create a system for recognizing employees who embody your values. Ask your team for feedback on how to improve communication and collaboration. By consistently reinforcing alignment through communication and culture, you’ll create a team that not only meets expectations but exceeds them. Is This Your Struggle? Let’s Talk If this is an issue you are struggling with, I would like a chance to interview you for a program I am working on. This is not a sales call; this is market research. If you will give me 30 minutes of your time, when we conclude the call I would be happy to give you some free actionable steps you can use to help solve some of your issues. Schedule here: https://go.thryv.com/site/DanJonesConsulting/online-scheduling?service=0nafyomx1atct78q