WEBVTT 00:00:29.839 --> 00:00:34.140 What's going on, lawn hustlers? Welcome back 00:00:34.140 --> 00:00:39.039 to the Lawn Hustle Podcast. First off, let me 00:00:39.039 --> 00:00:44.060 just say Happy New Year to each and every one 00:00:44.060 --> 00:00:48.479 of you. If you're listening to this podcast, 00:00:49.280 --> 00:00:53.899 you made it through another season in the green 00:00:53.899 --> 00:01:00.189 industry. And that alone is worth celebrating 00:01:00.189 --> 00:01:04.790 because you and I know that being a lawn care 00:01:04.790 --> 00:01:12.010 professional is not an easy occupation. The saying 00:01:12.010 --> 00:01:17.709 goes, if it was easy, everybody could do it. 00:01:18.769 --> 00:01:25.810 It is true. Everybody can mow grass, but not 00:01:25.810 --> 00:01:32.849 everybody can cut. There is a huge difference. 00:01:34.329 --> 00:01:37.730 So welcome back. I appreciate your support through 00:01:37.730 --> 00:01:42.989 the year. I appreciate all of your text messages, 00:01:43.189 --> 00:01:51.689 your emails, your DMs on social media. It means 00:01:51.689 --> 00:01:57.709 a lot to me to have you in this community. and 00:01:57.709 --> 00:02:05.049 I appreciate it. No matter if last year was the 00:02:05.049 --> 00:02:11.110 best year your business has ever had, or if it 00:02:11.110 --> 00:02:18.069 was a year that tested every ounce of grit that 00:02:18.069 --> 00:02:23.210 you have, you're still here, you're still standing, 00:02:23.909 --> 00:02:29.879 and you're still growing. So stay in the fight. 00:02:30.900 --> 00:02:36.520 Your goals are reachable. So welcome back. I 00:02:36.520 --> 00:02:40.599 appreciate you. This podcast is built for lawn 00:02:40.599 --> 00:02:46.039 care, landscaping, and green industry professionals 00:02:46.039 --> 00:02:52.159 who want to do more than just survive. We want 00:02:52.159 --> 00:02:59.000 to build something that will last. Before we 00:02:59.000 --> 00:03:02.500 rush into goals or numbers or new equipment purchases, 00:03:03.379 --> 00:03:08.479 let's pause for a moment. Last year, you showed 00:03:08.479 --> 00:03:13.599 up when it was hot. You worked through droughts, 00:03:13.939 --> 00:03:20.000 rain delays, equipment breakdowns, and you handled 00:03:20.000 --> 00:03:26.020 customers, crews, and cash flow. You learned 00:03:26.020 --> 00:03:30.439 lessons. that you couldn't have learned any other 00:03:30.439 --> 00:03:36.879 way. This industry is a teacher. It will teach 00:03:36.879 --> 00:03:40.939 you how to celebrate the victories and how to 00:03:40.939 --> 00:03:47.699 persevere the difficulties. Every late night, 00:03:48.280 --> 00:03:53.599 every mistake, every win, it's all planted seeds. 00:03:55.629 --> 00:03:59.650 And here's the truth. Growth doesn't always look 00:03:59.650 --> 00:04:04.930 like profit. Sometimes it looks like wisdom. 00:04:06.590 --> 00:04:10.509 Because the good days and the bad days are teaching 00:04:10.509 --> 00:04:20.230 us valuable lessons. A new year doesn't magically 00:04:20.230 --> 00:04:27.339 fix your business. We're right on the verge of 00:04:27.339 --> 00:04:37.279 entering into 2026. And this new year will not 00:04:37.279 --> 00:04:45.480 fix all of your problems. But it does give you 00:04:45.480 --> 00:04:52.279 a fresh season to do things better. If your business 00:04:52.279 --> 00:04:56.360 has problems, if your business has issues, the 00:04:56.360 --> 00:05:00.819 new year's not gonna fix them. You have to. You 00:05:00.819 --> 00:05:04.279 have to get up every day, put on your big boy 00:05:04.279 --> 00:05:11.379 work boots, and go to work, and do what you can 00:05:11.379 --> 00:05:22.100 to fix your business. 2026. gives you an opportunity 00:05:22.100 --> 00:05:27.399 to tighten up your systems, work on your route 00:05:27.399 --> 00:05:34.360 density, work on what clients you want to keep 00:05:34.360 --> 00:05:39.060 and which ones you want to disregard services. 00:05:41.399 --> 00:05:46.560 It gives you an opportunity to price your work 00:05:46.560 --> 00:05:52.899 with confidence. Let me just say, when you are 00:05:52.899 --> 00:05:57.560 setting your price, set your price according 00:05:57.560 --> 00:06:10.420 to your value. And if a $65 property doesn't 00:06:10.420 --> 00:06:16.600 take you 45 minutes, it only takes you 30 minutes. 00:06:19.439 --> 00:06:23.480 The price doesn't come down. The price is, it's 00:06:23.480 --> 00:06:32.279 a $65 property. So they're paying you for your 00:06:32.279 --> 00:06:38.620 experience, for your value, and for the outcome 00:06:38.620 --> 00:06:44.360 of the job. So remember those when you go to 00:06:44.360 --> 00:06:49.100 price your jobs. Price them according to your 00:06:49.100 --> 00:06:54.639 value, the customer's perceived outcome, and 00:06:54.639 --> 00:07:01.639 your years of experience. Communicate better 00:07:01.639 --> 00:07:07.379 with customers. This is a good opportunity on 00:07:07.379 --> 00:07:10.680 the verge of entering into a new year. To make 00:07:10.680 --> 00:07:15.100 up your mind, I'm going to communicate with my 00:07:15.100 --> 00:07:21.889 clients. better. And in 2026, I want you to hear 00:07:21.889 --> 00:07:29.550 this. I hope you invest in yourself as a leader. 00:07:31.970 --> 00:07:36.670 It's my opinion. You should invest in yourself 00:07:36.670 --> 00:07:45.449 equally to investing in your business. What do 00:07:45.449 --> 00:07:54.250 I mean by investing in yourself? Go to trade 00:07:54.250 --> 00:08:00.389 shows, events, that's going to help educate you 00:08:00.389 --> 00:08:05.870 on being a better business owner, which will 00:08:05.870 --> 00:08:11.709 make you a better husband, a better father, a 00:08:11.709 --> 00:08:19.769 better person. So invest in yourself. Go to Equip 00:08:19.769 --> 00:08:25.209 Expo. Go to LCR Summit. Go to Brian Fullerton's 00:08:25.209 --> 00:08:30.230 event. Go to these events with an open heart 00:08:30.230 --> 00:08:34.669 and an open mind and receive the information 00:08:34.669 --> 00:08:41.190 and apply it to your business, to where you are 00:08:41.190 --> 00:08:45.159 operating more efficiently. and more profitable. 00:08:47.740 --> 00:08:54.360 So invest in yourself as a leader. Buy good books, 00:08:56.440 --> 00:09:02.460 join mastermind groups. I have one on Facebook, 00:09:03.059 --> 00:09:06.200 The Lawn Hustle Mastermind. Would love to have 00:09:06.200 --> 00:09:12.399 you be a part of that. So when you invest in 00:09:12.399 --> 00:09:17.549 yourself, You're still investing in your business. 00:09:19.149 --> 00:09:23.169 Here's some things you can ask yourself. What 00:09:23.169 --> 00:09:30.309 worked in 2025 that I want to continue in 2026? 00:09:32.409 --> 00:09:38.690 What drained me in 2025 that I want to or need 00:09:38.690 --> 00:09:47.669 to eliminate in 2026? What do I need to stop 00:09:47.669 --> 00:09:54.830 tolerating? Maybe it's a difficult client. Maybe 00:09:54.830 --> 00:10:04.909 it's a situation where you don't feel like you're 00:10:04.909 --> 00:10:09.450 making as much profit on that job as you should. 00:10:10.409 --> 00:10:15.929 So in 2025 here, the closing of 2025 is a great 00:10:15.929 --> 00:10:20.470 time for you to look at your numbers, know who 00:10:20.470 --> 00:10:24.169 you want to eliminate, know who you want to work 00:10:24.169 --> 00:10:28.490 for, find out who your ideal customer is, where 00:10:28.490 --> 00:10:34.169 they congregate and target those people. So you 00:10:34.169 --> 00:10:39.389 can build your client base, which will produce 00:10:39.389 --> 00:10:48.830 more revenue and greater profit. So stop tolerating 00:10:48.830 --> 00:10:54.690 annoying, pesty customers. I'm dropping a few 00:10:54.690 --> 00:11:01.509 myself out of 140 customers. I never hear anything 00:11:01.509 --> 00:11:07.830 from 138 of them. But I have a couple that will 00:11:07.830 --> 00:11:15.919 drive you Bat crazy. It's not worth it. I'm going 00:11:15.919 --> 00:11:22.379 to drop them for my peace of mind, my inner peace, 00:11:22.679 --> 00:11:28.559 and I'm going to pick up more that will be my 00:11:28.559 --> 00:11:34.700 ideal customer. So learn how to stop tolerating. 00:11:36.080 --> 00:11:41.980 Learn how to say no. What kind of business owner 00:11:41.980 --> 00:11:47.580 do you want to be in 2026? Do you want to just 00:11:47.580 --> 00:11:51.220 survive another year or do you want this year 00:11:51.220 --> 00:11:57.340 to be the year that your business turns more 00:11:57.340 --> 00:12:05.840 profit, greater revenue? I'm in this business 00:12:05.840 --> 00:12:11.559 not to survive. I'm in this business to thrive. 00:12:17.740 --> 00:12:22.340 The business will never outgrow the person running 00:12:22.340 --> 00:12:30.740 the business. If you think you are a leader and 00:12:30.740 --> 00:12:36.039 nobody is following you, you're just taking a 00:12:36.039 --> 00:12:42.450 walk. So understand if I want a better business, 00:12:42.450 --> 00:12:46.009 I got to be a better man I'm gonna be a better 00:12:46.009 --> 00:12:51.269 woman Because the business will not outgrow who 00:12:51.269 --> 00:12:59.830 is running it nothing Goes beyond leadership 00:12:59.830 --> 00:13:06.370 if you are a leader Your people should be buying 00:13:06.370 --> 00:13:10.250 into your vision buying into your dream, buying 00:13:10.250 --> 00:13:14.269 into what you want to accomplish because you 00:13:14.269 --> 00:13:17.929 are sharing the vision, you are sharing the dream, 00:13:19.429 --> 00:13:22.509 you are educating them, you are training them, 00:13:22.710 --> 00:13:26.610 you are helping them to become better employees. 00:13:27.830 --> 00:13:31.870 So always remember that. The business will never 00:13:31.870 --> 00:13:38.350 outgrow the person running it. So you might think, 00:13:38.710 --> 00:13:43.269 if my business isn't growing, if my business 00:13:43.269 --> 00:13:50.950 isn't thriving, what can I do to fix it? What 00:13:50.950 --> 00:13:56.470 can I do to help it become a thriving, profitable 00:13:56.470 --> 00:14:04.029 lawn service in your community? If you're listening 00:14:04.029 --> 00:14:11.190 and thinking, I'm still small. I'm behind. I 00:14:11.190 --> 00:14:16.250 should be further along. Let me remind you this. 00:14:17.490 --> 00:14:26.309 Every strong lawn starts as seed. Every solid 00:14:26.309 --> 00:14:33.929 business starts with consistency. Let me say 00:14:33.929 --> 00:14:39.700 that again. Every strong lawn starts as seed. 00:14:40.860 --> 00:14:45.960 Every solid business starts with consistency. 00:14:47.480 --> 00:14:52.820 Stay faithful in the basics. Show up on time. 00:14:53.899 --> 00:15:02.039 Do quality work. Treat customers right. And they 00:15:02.039 --> 00:15:07.120 will treat you right. If they don't, you might 00:15:07.120 --> 00:15:13.659 need to consider discontinuing service to that 00:15:13.659 --> 00:15:19.200 individual. Pay attention to the numbers. You 00:15:19.200 --> 00:15:23.820 got to know them. How much profit did you make 00:15:23.820 --> 00:15:32.759 last year? What was your profit margin? Things 00:15:32.759 --> 00:15:40.500 you must know. And keep learning. Read good books. 00:15:42.919 --> 00:15:47.960 Speaking of that, I have an e -book coming out. 00:15:49.279 --> 00:15:53.679 Rooted for the long haul. How to retain customers 00:15:53.679 --> 00:15:59.000 in the green industry. If you would like a copy 00:15:59.000 --> 00:16:02.039 of the book, Shoot me an email. You can find 00:16:02.039 --> 00:16:07.759 that in the show notes And I can send you the 00:16:07.759 --> 00:16:12.960 pay links And then we will send you the book 00:16:12.960 --> 00:16:17.240 It should be coming out in the next week, maybe 00:16:17.240 --> 00:16:21.120 two We're having a little bit of a problem with 00:16:21.120 --> 00:16:24.419 the final cut, but we're working through it and 00:16:24.419 --> 00:16:31.519 it's going to be released When you practice daily 00:16:31.519 --> 00:16:37.100 disciplines, they compound over time. I've heard 00:16:37.100 --> 00:16:39.240 business owners say, well, I'm not a morning 00:16:39.240 --> 00:16:44.059 person. You need to force yourself to get up, 00:16:44.519 --> 00:16:48.840 get dressed, drink your coffee, eat your breakfast, 00:16:49.399 --> 00:16:54.159 put your big boy boots on, go to work and develop 00:16:54.159 --> 00:16:59.350 some consistent disciplines. that will compound 00:16:59.350 --> 00:17:04.509 over time. Let's take a short break and let's 00:17:04.509 --> 00:17:08.230 hear a word from Eartha Pro. Eartha Pro is my 00:17:08.230 --> 00:17:11.349 show sponsor. And I want to say thank you to 00:17:11.349 --> 00:17:15.730 Eartha Pro for sponsoring the Lawn Hustle Podcast. 00:17:16.369 --> 00:17:23.809 I appreciate you. You're a great asset. And if 00:17:23.809 --> 00:17:29.700 you want their services. When you onboard Use 00:17:29.700 --> 00:17:33.920 the discount code lawn hustle 11 you get 10 % 00:17:33.920 --> 00:17:40.799 discount you get a $50 Amazon gift card Tired 00:17:40.799 --> 00:17:43.240 of chasing payments and losing track of jobs 00:17:43.240 --> 00:17:46.519 Earth a probe back office software makes it simple 00:17:46.519 --> 00:17:49.660 for solo guys and small lawn care and landscaping 00:17:49.660 --> 00:17:53.440 crews schedule, invoice, and organize all in 00:17:53.440 --> 00:17:56.119 the same place. We also have a mobile app and 00:17:56.119 --> 00:17:58.799 integrate into QuickBooks. Sign up at EarthaPro 00:17:58.799 --> 00:18:02.559 .com with promo code TheLawnHustle11 for a $50 00:18:02.559 --> 00:18:06.779 Amazon gift card, 10 % off and personalized onboarding. 00:18:06.980 --> 00:18:09.420 EarthaPro, you run the outside work, we run the 00:18:09.420 --> 00:18:18.359 office. I challenge you this year in 2026, set 00:18:18.359 --> 00:18:27.230 a business goal. Set a personal goal. Set a leadership 00:18:27.230 --> 00:18:34.829 goal. Write them down. Review them weekly. Hang 00:18:34.829 --> 00:18:38.109 them on your vision board. Hang them in your 00:18:38.109 --> 00:18:43.549 shop. Keep them in your truck. Keep your goals 00:18:43.549 --> 00:18:51.079 in front of you. Don't chase everything. What 00:18:51.079 --> 00:18:57.119 matters? Remember, busy doesn't equal profitable. 00:18:57.619 --> 00:19:01.880 You can be busy and not have a profit at the 00:19:01.880 --> 00:19:07.400 end of the year. So busy doesn't equal profitable. 00:19:08.960 --> 00:19:15.299 Growth doesn't mean chaos. If you set your business 00:19:15.299 --> 00:19:20.630 up for growth, it's not as chaotic. If you have 00:19:20.630 --> 00:19:26.130 no systems and you begin to grow, all of a sudden 00:19:26.130 --> 00:19:29.730 you feel the pressure to perform and it becomes 00:19:29.730 --> 00:19:37.450 chaos. As we step into this new year, know this, 00:19:39.190 --> 00:19:44.210 you're building more than lawns. You're building 00:19:44.210 --> 00:19:50.329 a reputation. You're building a livelihood. You're 00:19:50.329 --> 00:19:56.049 building a legacy. So keep hustling with integrity. 00:19:58.809 --> 00:20:02.589 I was reading the scriptures yesterday and in 00:20:02.589 --> 00:20:06.829 Proverbs it says, he becomes a shield to those 00:20:06.829 --> 00:20:16.289 who walk in integrity. The Lord becomes a shield 00:20:16.289 --> 00:20:23.759 to those who walk in Integrity. Keep learning. 00:20:24.799 --> 00:20:30.440 Keep growing. And most importantly, don't quit 00:20:30.440 --> 00:20:36.059 in the middle of the season. If this episode 00:20:36.059 --> 00:20:40.819 encouraged you, share it with another lawn pro 00:20:40.819 --> 00:20:46.880 who needs a boosting going into this new year 00:20:46.880 --> 00:20:53.089 2026. And as always, this is the Lawn Hustle, 00:20:53.710 --> 00:20:59.170 where we work hard, we grow smart, and we build 00:20:59.170 --> 00:21:04.009 something that lasts. Happy New Year, lawn hustlers. 00:21:05.009 --> 00:21:08.069 Let's make this season count.