Hardscape Growth

On this episode of the Hardscape Growth podcast, Jeff Wraley, CEO and Founder of Groundwork, shares his expertise on building a well-defined process to sell outdoor living spaces. Jeff walks us through the keys to building a sales process that is measurable, refinable, and most importantly, predictable. He highlights the importance of customer-centricity and how building the best possible process for prospects to navigate can make all the difference in closing deals. Additionally, Jeff sheds light on some of the common mistakes that can kill your sales and how to avoid them. Whether you've been doing this for decades or just starting in the outdoor living space industry, this episode provides actionable insights to help you improve your sales process and drive growth. Tune in to learn from Jeff Wraley and take your sales game to the next level. Key insights: A sales process, or playbook, makes revenue growth simple and predictable.  Old school tactics don't fit with today's customers and are killing your sales. You're not the hero, the customer is. Groundwork (https://www.hellogroundwork.com/) is focused on video project walkthroughs to help the sales process. It's integrated with SynkedUp and LMN to fit seemlessly with your existing customer relationship management tools and processes. The Hardscaper High Five was first introduced as part of Hardscaper Showcase earlier in 2023. If you couldn't make it out to one of those events, head over to [https://hardscaper.com/2023-virtual-showcase/] to check it out for free! We launch new episodes every Tuesday, so be sure to sign up to our Facebook or Instagram page to be the first to get notified! Have an idea for an episode, or a problem you’d like to see us explore? Hit us up at podcast@hardscaper.com or send us a DM on Instagram @hardscaper_

Here's a bonus content! A continuation with Josh Gillow answering questions from the live audience. - In this episode, we chat with ⁠Josh Gillow⁠, founder of ⁠Yes! Express⁠, a sales academy for landscapers, hardscapers, and outdoor living professionals. Josh shares his insights on what professionals need to pay attention to in order to be successful in growing their sales, especially in today's turbulent economy. Josh highlights the importance of communicating value and making sure that people feel that value. He provides valuable tips on navigating the sales cycle and emphasizes the importance of defining your ideal client. Listeners will learn about the key factors that can make or break a sale and the importance of building relationships with clients. Whether you're just starting out in the industry or looking to take your sales to the next level, Josh's insights are sure to provide valuable guidance. Tune in to this episode to gain valuable insights on growing sales in today's challenging economy and learn from the expertise of Josh Gillow. The Hardscaper High Five was first introduced as part of Hardscaper Showcase earlier in 2023. If you couldn't make it out to one of those events, head over to [⁠https://hardscaper.com/2023-virtual-showcase/⁠] to check it out for free! We launch new episodes every Tuesday, so be sure to sign up to our ⁠Facebook⁠ or ⁠Instagram⁠ page to be the first to get notified! Have an idea for an episode, or a problem you’d like to see us explore? Hit us up at ⁠podcast@hardscaper.com⁠ or send us a DM on Instagram ⁠@hardscaper_⁠

In this episode, we chat with Josh Gillow, founder of Yes! Express, a sales academy for landscapers, hardscapers, and outdoor living professionals. Josh shares his insights on what professionals need to pay attention to in order to be successful in growing their sales, especially in today's turbulent economy. Josh highlights the importance of communicating value and making sure that people feel that value. He provides valuable tips on navigating the sales cycle and emphasizes the importance of defining your ideal client. Listeners will learn about the key factors that can make or break a sale and the importance of building relationships with clients. Whether you're just starting out in the industry or looking to take your sales to the next level, Josh's insights are sure to provide valuable guidance. Tune in to this episode to gain valuable insights on growing sales in today's challenging economy and learn from the expertise of Josh Gillow. The Hardscaper High Five was first introduced as part of Hardscaper Showcase earlier in 2023. If you couldn't make it out to one of those events, head over to [https://hardscaper.com/2023-virtual-showcase/] to check it out for free! We launch new episodes every Tuesday, so be sure to sign up to our Facebook or Instagram page to be the first to get notified! Have an idea for an episode, or a problem you’d like to see us explore? Hit us up at podcast@hardscaper.com or send us a DM on Instagram @hardscaper_

In this episode, we sit down with Marcus Celiano, a young entrepreneur and founder of Golden Wolf Landscape & Design. Marcus shares his journey of starting his own business and the role that his mentor has played in his success. Marcus highlights how his mentor has helped him develop strong systems and processes, as well as good business sense and leadership abilities. He shares a specific example of how his mentor coached him through the intimidating process of presenting a 6-figure change order to a client for a large segmental retaining wall project. With his mentor's guidance, Marcus was able to successfully negotiate the change order and satisfy his client. Listeners will gain insights into the importance of mentorship and how it can benefit young entrepreneurs, as well as learn about the challenges and rewards of starting a business in the landscape and design industry. Tune in to this inspiring episode to hear more about Marcus Celiano's journey and the power of mentorship in building a successful business. The Hardscaper High Five was first introduced as part of Hardscaper Showcase earlier in 2023. If you couldn't make it out to one of those events, head over to [https://hardscaper.com/2023-virtual-showcase/] to check it out for free! We launch new episodes every Tuesday, so be sure to sign up to our Facebook or Instagram page to be the first to get notified! Have an idea for an episode, or a problem you’d like to see us explore? Hit us up at podcast@hardscaper.com or send us a DM on Instagram @hardscaper_

Carlos and Christina are the owners of SunSouth Carolinas, a family-owned business that specializes in creating beautiful outdoor living spaces. Before starting their landscaping business, both Carlos and Christina had worked in the restaurant industry, where they learned the importance of treating people well and creating strong relationships with customers. After starting their landscaping business, Carlos and Christina brought the same approach from the restaurant industry to their new venture. They focused on building strong relationships with their clients and creating outdoor spaces that truly brought their clients' dreams to life. One of the key values that Carlos and Christina bring to their business is the idea that the customer is always right. They have found that by putting the needs and desires of their clients first, they have been able to build strong relationships that have led to word-of-mouth referrals and repeat business. Another unique aspect of Sun South Carolinas is their attention to detail. They believe that the little things, such as adding a dog to a 3D design if the homeowner has a pet, can make a big difference in creating a truly personalized experience for their clients. Finally, Carlos and Christina understand the importance of building a strong team. They believe that if they take care of their employees and provide them with opportunities for growth and development, the business will grow and thrive as well. Key Takeaways: Treat customers with care and respect to build strong relationships. Focus on attention to detail to create personalized experiences for clients. Prioritize team building and employee growth for a successful business. The Hardscaper High Five was first introduced as part of Hardscaper Showcase earlier in 2023. If you couldn't make it out to one of those events, head over to [https://hardscaper.com/2023-virtual-showcase/] to check it out for free! We launch new episodes every Tuesday, so be sure to sign up to our Facebook or Instagram page to be the first to get notified! Have an idea for an episode, or a problem you’d like to see us explore? Hit us up at podcast@hardscaper.com or send us a DM on Instagram @hardscaper_

In part 2 of this podcast episode, Adrian, Brad and Glenn discuss the importance of being agile to change in the hardscaping industry. They delve into the world of marketing, emphasizing the significance of branding and lead generation. The guests stress the importance of knowing your numbers in order to stay competitive and profitable. Sales is also a major topic of discussion, with the guests reflecting on the challenges of closing sales during a potential recession and offering tips on how to overcome these challenges. Alex wraps up the episode by reminding listeners of the things that can and cannot be controlled when running a business. This episode offers valuable insights and practical advice for hardscapers looking to thrive in a changing economy. They discuss, branding vs lead generation, getting in front of the ideal clients by looking professional, knowing your numbers and the things you can and cannot control when running a business. In 1993, Adrian started on the maintenance crew at Cedar Springs before occupying design and sales roles. Today, he is the owner and President of one of the most well-known and respected landscape companies in Ontario. Brad started at New Castle in 2006 as a hardscape foreman and became an owner in 2014. He is also a Certified Behavioral Analysis Consultant, Small Business Coach and recently-certified Financial Coach. For over 43 years, Glenn has been running Plantenance Landscape group with his partner. Their business has become one of the leading companies in the highly competitive Montreal market. Glenn played a key role in developing the latest Canadian Landscape Standards with CNLA/CSLA, and regularly contributes articles to various industry publications. Here are some key takeaways: Being agile to change is crucial for hardscapers to succeed in a changing economy. Knowing your numbers is key to staying competitive and profitable in the industry. Effective branding and lead generation are important for marketing in the hardscaping industry. Closing sales during a potential recession can be challenging but there are tips to overcome this challenge. Business owners need to understand what they can and cannot control when running a business. Subscribe, give us a star rating on Spotify and leave us a comment on Apple Podcasts! Follow us on: Instagram: https://www.instagram.com/hardscaper_/ Youtube: https://www.youtube.com/channel/UC3pBaFd-bkJEjTTBbfvgv0w Website: https://hardscaper.com/

In this episode, we talk with Adrian Bartels from Cedar Springs Landscapes, Brad Stephenson from New Castle Lawn & Landscape, and Glenn Curtis from Plantenance Landscape Group about the current state of the economy and how it may affect the hardscaping industry. With the threat of a recession looming, these experts share their insights on what hardscapers can do to prepare for the potential impact on their business. We discuss the challenges that hardscapers may face during a recession, including a decrease in demand for luxury outdoor living spaces and a potential decrease in consumer spending. However, our guests also provide valuable advice on how to adapt and stay competitive during tough economic times. Adrian, Brad, and Glenn share their thoughts on diversifying services, building relationships with clients, and investing in education and training for employees. They also discuss the importance of staying up-to-date with industry trends and technology to remain competitive. Overall, this episode provides valuable insights and practical tips for hardscapers looking to navigate the changing economy and prepare for a potential recession. Tune in to learn from the experiences and expertise of these successful hardscaping professionals. The Hardscaper High Five was first introduced as part of Hardscaper Showcase earlier in 2023. If you couldn't make it out to one of those events, head over to [https://hardscaper.com/2023-virtual-showcase/] to check it out for free! We launch new episodes every Tuesday, so be sure to sign up to our Facebook or Instagram page to be the first to get notified! Have an idea for an episode, or a problem you’d like to see us explore? Hit us up at podcast@hardscaper.com or send us a DM on Instagram @hardscaper_

The Hardscape Growth podcast is back with a brand new season, and this time we're focusing on the Hardscaper High Five. Hosted by Alex Cadieux from Techo-Bloc, this season will break down the five core values that every successful hardscaper needs to focus on. With a new framework and theme to help compartmentalize the information and make it easier to digest, listeners will learn from industry veterans who have been through the ups and downs, made mistakes, and achieved success. The Hardscaper High Five was first introduced as part of Hardscaper Showcase earlier in 2023. If you couldn't make it out to one of those events, head over to 2023 Hardscaper Showcase On-Demand to check it out for free! We launch new episodes every Tuesday, so be sure to sign up to our Facebook or Instagram page to be the first to get notified! Have an idea for an episode, or a problem you’d like to see us explore? Hit us up at podcast@hardscaper.com or send us a DM on Instagram @hardscaper_

Finding the right candidates is always difficult. And if they’re family it can be even harder. But, it doesn’t mean it can’t work. The important thing for any manager or owner to consider as they try to step back, get the right people in the right spots, and begin to focus on the growth of the company is developing the right team. That’s why what Tony Zambito, Owner at Groupe Zamco, has to say is more important than ever. For Tony, he’s worked with families who have and haven’t always been the best fit. He’s also worked with brand new help that he didn’t think would be around more than a day, but years later are some of his most trusted. His advice? Never judge a book by its cover. On this episode of Hardscape Growth, growing your team thoughtfully and successfully.  Join us as we discuss:  What to look for in a candidate  How to navigate working with family  Developing your team for the long haul  Check out the full episode for Tony’s perspective on how to build the best team possible for the future of your company. Tune in on Apple Podcasts, Spotify, or wherever you listen to podcasts.

And the costs, they are a-changin’. How in the world are you supposed to give reliable bids to customers when the costs of materials are always changing? Do the math and be a good friend. That’s the advice Kevin Moore, Vice President and Chief Operating Officer at Carroll Landscaping and CLI Home Services Inc., gives. Being competitive doesn’t mean underselling the value of your products or services. It means finding creative ways to be transparent and honest without compromising the livelihood of your business.  Join us as we discuss:  The difference between a bid and an estimate  How to (and why it’s important to) make friends with your clients  Selling from a point of strength  To hear more of Kevin and Alex talking about running a successful business, check out their earlier conversation Project Management: Staying Ahead of Material   Shortages. Check out the Techo-Bloc Estimation Tool. Tune in on Apple Podcasts, Spotify, or wherever you listen to podcasts.