GTB Blog

How to Hire for Spring

As spring approaches, I’m seeing my network starting to post job opportunities on LinkedIn and Facebook at an accelerating pace. I’m also seeing posts lamenting the lack of qualified candidates. While the labor market remains difficult for our industry, the truth is that most job postings are missing the mark. Here’s how to get results....

How 2020 Encouraged Every Homeowner to Become an Empowered Gardener

This year, the normally quiet streets and neighborhoods became a bustling sight of people outside, puttering and cleaning and building in their landscapes. Nurseries and garden center shelves were stripped clean of blooming perennials, seasonal annuals, and bulbs soon after being stocked. Even Christmas trees and holiday decor sold out early this year. We saw record traffic to our landscape blog library, even when I stopped posting (it was a weird year to juggle being an employer and a blogger). To say that people felt empowered to get out into their yards feels like an understatement! So what takeaway tips will 2020 give us?

Greatest Closing Technique - Ever!

It happened at the conference room table at one of the world’s largest retail property management firms. I was there with my clients who were pursuing an opportunity to work with this management company even though it had been made clear to us prior to the meeting that there was no current opportunity to do so. The meeting began with the normal exchange of pleasantries followed by a brief overview of my client’s history and capabilities. What happened next blew my mind and led to closing a sale...

Ready for $15 Minimum Wage?

This week, the new Biden administration is working towards a pandemic relief package that will include a $15 minimum wage. Unless you hit it big with Gamestop, you may be wondering how your business can survive when labor costs significantly increase over the next five years. Here’s what to do now to ensure you don’t go out of business later…

Taking the road less traveled: how a different approach to sales changes everything

It is commonly stated that one out of every ten salespeople outsells the remaining nine. The reason why this principle applies in many situations is because the most successful salespeople follow a road less traveled. Instead of doing what is common, with limited results, they do what is uncommon; they employ a different approach, and it changes everything...

The $80,000 Toothpick

Sometimes, the smallest change in our business can have enough impact on the bottom line. United Airlines recently realized that they could save $80,000 per year by some creative thinking and one small tweak to employee behavior. In fact, saving this much money is so easy, it’s crazy to think they didn’t do it before...

10 Positive Things Landscapers Can Do This Winter

For most landscape contractors (at least in the northern half of the country), winter is a somewhat slower time of the year. Before the pandemic, it was possible to travel and take a vacation to recharge the internal battery. Not so much now. So how does one use winter to pull back from the busy season and prevent burnout safely? How does one get energized and excited about the coming year? We have a few suggestions...

How to 10X Sales in 2021

As 2020 comes to a close, you may look back and be disappointed with your sales volume. Or maybe you’re concerned about slipping profit margins. If so, you’re not alone. A year ago, a client of mine was in exactly the same place. Here’s how we worked together to help him grow from sales of just $96,000 in 2019 to over $999,000 in 2020, and how you can 10X your sales this year too...

Giving the Gift of Time

I was recently on a regular weekly Zoom call with a client and the person leading the call wrapped up earlier than normal. As she did so, she smiled and said, “I’m giving you the gift of time.” I love this because the “gift of time” has been on my mind throughout the pandemic year of 2020, and I’m thinking about how to more strategically give this gift in 2021. My thoughts may be helpful as you prepare your goals for next year...

Stop Losing Employees

As 2020 comes to a close, it’s a great time to reflect on the year and review some key numbers.  Many businesses will look at sales, profitability, and even customer service numbers.  But very few review one of the most important numbers a business should be managing: turnover.  Here is why knowing this number is so critical - and what to do about it...

When Business Does Good

As we celebrate Thanksgiving tomorrow and consider how blessed we truly are, many will start to consider how they can help others.  Next week famously brings Giving Tuesday where millions of people and companies take strides to raise awareness and give back to non-profits.  But what if we can do good in the course of our normal business activities?  Here’s how one company is setting the bar - and how you can help too...

Teaching the Value of Work

Employers today are recognizing that they are going to have to teach a new generation the value of work, a value that has eroded over the past several decades in our society. Far too many young people today are unprepared to work full-time on a regular basis, lacking a basic understanding of the value of work. Teaching the value of work may be a burden to employers but it is also a great opportunity...

4 Words That Kill Your Sales

There are four words salespeople often say that almost universally kill a sale.  They’re the first four words used in most every sales call, and I’ve never met a salesperson who hasn’t used them at least once.  In fact, I’ve mistakenly said these deadly words back when I sucked at sales.  But then I started selling millions of dollars of contracts once I stopped opening calls by saying…

What Are the Odds?

In my experience, the typical manager in our industry spends most of their time putting out fires, reacting to things they didn't anticipate happening. Because every day seems to bring a new unforeseen challenge, these managers are essentially firefighters, waiting for the call to come in and rushing to put out the fire. While the adrenalin rush and feelings of heroism are appealing, this approach to management has some serious implications. What would happen if these managers came to realize that much of what they see as unpredictable was actually very predictable?