Trades Talk Podcast

On this Weekly Update of on Trades Talk, Justin White delivers straight from his backyard studio, reflecting on a near tragedy, a leadership wake up call, and a powerful question every operator needs to answer right now. After a helicopter crash during a mastermind heli trip in Canada where every person walked away safely, Justin unpacks what it truly means to be calm under pressure. From witnessing real time heroism to confronting his own moments of frustration back at work, this episode becomes a raw reflection on standards, ownership, and leadership under stress. In this episode, we cover: The helicopter incident in Canada and what true composure under pressure looks like Why most anger and frustration as a leader traces back to standards you failed to uphold The difference between grace and excuses in high performance cultures The leadership superpower of asking better questions and sitting in silence The question that changes everything: What are you waiting for? Why waiting for comfort, certainty, or more data is often just fear in disguise How making small bets and owning outcomes accelerates growth This Weekly Update is about clarity, courage, and decisive leadership. If you know there’s a move you’ve been delaying, this episode will push you to stop waiting and start moving.

This week on Trades Talk, Justin White reposts his powerful conversation with Aaron Witt from Dirt Talk , by BuilWitt for a raw and wide ranging discussion on leadership, technology, discipline, and the future of blue collar work. From boardroom mistakes and public transparency to robotics, AI, field labor efficiency, and mental health in construction, this episode dives deep into what it really takes to build durable companies in uncertain times. Justin and Aaron challenge surface level thinking and explore how discipline, ownership, and standards separate average operators from world class leaders. Why leaders must carry the burden and shield their teams instead of transferring stress The difference between atoms and bits and why blue collar work remains resilient in the AI era How field labor efficiency is the biggest profit lever in construction and landscaping The structural issues in construction around pay, addiction, and long term career viability Why clean trucks, tidy machines, and daily micro discipline directly win larger contracts How assigning equipment ownership to crews transforms culture and accountability This conversation is about raising standards, embracing innovation without losing fundamentals, and building companies that can thrive through 2030 and beyond.

On this Weekly Update of Trades Talk, Justin White checks in from British Columbia with a big-picture look at life, leadership, and the power of vision. After attending a mastermind retreat, Justin shares how a 5-year personal and business plan rooted in identity can become a compass for growth. He challenges a common belief: are your people really your greatest asset? Or is it your standards that drive long-term performance and culture? From burnout recovery to elevating your hiring bar, this episode is packed with practical insights for leaders ready to zoom out, reset, and play the long game. Masterminds help unlock clarity, perspective, and self-awareness A 5-year plan should focus on the person you're becoming, not just goals Standards may matter more than people when building great teams Tolerating mediocrity has ripple effects across culture and results Zooming out helps break burnout patterns and reframe leadership challenges This one’s for disruptors building with intention in 2026.

In this special crossover episode of Trades Talk, we are flipping the script. Justin White sits down with Benji Carlson on the LeanScaper podcast to deconstruct the "boring" reality of scaling a company from $1.5M to $20M+. While most operators are chasing the next marketing gimmick or shiny service line, the true revenue machines are built on rote, repeatable, and often unsexy processes. In this episode, Justin and Benji break down: The "Pilot’s Checklist" for Sales: How to build a sales process so standardized that any team member can "land the plane" safely, removing the stress of the close. The Master KPI: Why Labor Variance (Estimated vs. Actual) is the single most critical metric for profitability and why missing it by even one day can bleed millions over a year. The "A-Player" Multiplier: The counter-intuitive reason you should spend less time with your struggling employees and more time with your top performers to unlock 3X-5X returns. The Discipline of "More": Why the fastest way to $40M isn't doing new things, but ruthlessly doing more of what you are already elite at. Flexing the Vision Muscle: How to set goals so audacious they scare you, and use them to create leverage even before you fully believe them. If you are tired of the "hustle harder" mentality and want the actual mechanical playbook for a self-driving revenue engine, this conversation is your blueprint. Connect with the Guest & Host: Benji Carlson: LinkedIn | LeanScaper Justin White: LinkedIn | K&D Landscaping | J. White Group

In this Weekly Update, Justin White breaks down one of the biggest shifts happening in marketing right now. How customers are using AI to find contractors and why traditional SEO alone will not carry your business into 2026. Fresh off the Synked Live Conference in New Orleans, Justin shares key takeaways from Marcus Sheridan’s keynote and real conversations with contractors about AI search behavior, ChatGPT, and what it means to be “the best” in an AI driven buying journey. This episode is a reality check for business owners still relying on outdated marketing playbooks and a practical guide for those who want to stay ahead. In this episode, you’ll learn Why up to 50 percent of consumers are now starting their buying journey inside AI tools like ChatGPT How AI search changes the way customers ask questions and choose contractors Why being humble on your website may actually hurt you in AI recommendations How AI decides who the “best” contractors are in a given market Why blogs written for Google SEO are not the same as content written for AI search A practical strategy for creating content AI can find, trust, and recommend Why competitors who are AI native will win leads if you do nothing Justin also explains why your own AI results are biased, how to test real world visibility, and why your marketing strategy must evolve every few weeks, not every few years. If you want more inbound calls in 2026, this episode is required listening. Follow Justin on LinkedIn and Instagram for real time insights from inside the landscape industry. Learn more about The Disruptors  Key takeaways to remember • Consumer behavior is changing weekly, not yearly • AI is becoming the front door to your business • Content depth beats generic marketing • If AI cannot understand why you are the best, it will recommend someone else

This week on Trades Talk, Justin White sits down with Tony Battistella, Director of Growth at K&D Landscaping, to unpack what it really takes to build a winning sales system in today’s competitive market. The conversation kicks off with a story about transforming Justin's backyard into a personal retreat not just a landscape, but an experience. From there, Tony lays out how a structured sales process helps K&D operate with clarity, accountability, and repeatable success. It’s not about guessing. It’s about process, speed, and service. They also cover how outbound strategy, speed to lead, and client communication have shaped K&D’s growth trajectory. One of the biggest insights: businesses that invest in sales systems and client trust will outlast those that rely on charisma and luck. A structured sales process creates consistency and confidence Speed to lead improves conversion and sets the tone Outbound sales drives pipeline and team focus Clear client communication builds loyalty and lowers friction This episode is for any trade entrepreneur looking to scale smarter, lead better, and build a business that thrives on clarity, not chaos.

In this episode of Trades Talk, Justin White delivers Weekly Update #33 live from the cockpit of his Grumman Tiger, returning from the Leanscaper event in Scottsdale. This isn't just a recap of a conference; it is a breakdown of the technological and leadership shifts currently reshaping the landscape industry. Justin dives into his private sit-down with Simon Sinek, exploring how to scale culture when 90% of your workforce is in the field, siloed from headquarters. The conversation moves from the philosophy of leadership to the raw utility of Agentic AI, a shift from simply querying data to deploying digital agents that manage logistics, huddles, and operations. Finally, Justin shares real-world field data from K&D’s testing of the Kress Voyager, a Level 5 autonomous mower that is already cutting client lawns and redefining labor efficiency.

Real efficiency isn't about flashy chatbots or marketing gimmicks. It is about ensuring the systems you already use actually talk to each other to eliminate manual friction.   In this episode of Trades Talk, Jamie Royce, Founder and CEO of MindCloud, joins Justin White to break down exactly how landscape and trades companies can bridge the gap between their existing tech stack and the future of automation.   This conversation cuts through the "AI hype" and focuses on the practical architecture required to scale revenue per employee: The "Body vs. Brain" Reality: Why you must automate your processes (the body) and connect your systems before you can successfully layer on AI (the brain). Solving "Agent Sprawl": How to prevent new software tools from creating more data silos and double-entry work. Talking to Your Data: How to build wrappers around your CRM or Aspire to let field staff "chat" with their route sheets and client history in real-time. The "Director of Integration": Why the most valuable employees of 2026 will be the ones who automate themselves out of their current administrative roles to focus on innovation. Connecting the Unconnectable: Specific strategies for integrating Aspire with financial tools (Sage, NetSuite), HR platforms, and marketing CRMs like HubSpot. The MindCloud Philosophy: How to turn a creative imagination into a tangible workflow that solves problems previously thought impossible. This episode is a technical yet accessible roadmap for operators who want to stop copying and pasting data and start building a self-driving business.   If you’re a landscape or trades operator: Overwhelmed by admin tasks and manual data entry   Frustrated that your financial software doesn’t talk to your operations software   Or curious how to actually apply AI for ROI rather than just PR   This episode delivers the integration playbook you’ve been waiting for. https://www.linkedin.com/in/justin-white-★-35b7a210b/ https://www.linkedin.com/in/jamieroyce-mindcloud/   MindCloud mindcloud.co   K&D Landscaping kndlandscaping.com   Justin White www.jwhitegroup.com

In this episode of Trades Talk, Justin White delivers a powerful mindset reset during his annual planning season. This is not a conversation about budgets, tactics, or perfect plans. It is about belief systems, potential, and the risk of leaving too much on the table. Justin explains why planning sessions matter less for the plan itself and more for resetting focus, confidence, and direction. Drawing from lessons by Charlie Munger and Clayton Christensen, he challenges rigid strategy and makes the case that over planning can quietly limit growth in a fast changing world. Through personal reflection, including doubts about leading a billion dollar vision and the moment earning his pilot’s license defined an entire year, Justin asks one simple question. What will define your 2026. This episode is a call to minimize regret, rethink your limits, and recognize when you are driving a race car at thirty five miles an hour. If you feel stuck, distracted, or questioning your next move, this conversation is meant to help you wipe the slate clean and step into the year with clarity and belief.

Scaling high-end design-build landscaping isn’t about talent or hustle, it’s about systems, discipline, and leadership in the field. In this episode of Trades Talk, Jeremy Ross breaks down the real lessons learned while scaling K&D Landscaping’s high-end residential design-build division from two crews into a $7M+ operation, delivering eight consecutive years of double-digit growth. This conversation goes beyond surface-level growth stories and dives into what actually made scale possible: Why early growth without infrastructure nearly broke the business How labor variance became the single most important metric for field accountability Using daily huddles, parking lot meetings, and simple scoreboards to align crews with profit The critical role of culture, retention, and long-tenured leaders in executing high-end work When and why K&D brought design in-house to control margin, materials, and the client experience The emotional and operational reality of leading through growth, mistakes, and correction years This episode is a candid look at what it really takes to scale high-end design-build landscaping without chaos — and how to avoid repeating the same painful six months over and over again. If you’re a landscape or trades operator: Stuck at the $1–3M ceiling Trying to grow design-build the right way Or struggling to align crews, leadership, and profitability This episode delivers a proven playbook from the field. https://www.linkedin.com/in/justin-white-%E2%98%85-35b7a210b/   https://www.linkedin.com/in/jeremy-ross-a11b3616/   K&D Landscaping   www.jwhitegroup.com

On this Weekly Update on Trades Talk, Justin White kicks off the year with major updates from K&D Landscaping, showcasing bold moves in robotics, automation, and expansion. He frames 2026 as a defining moment for disruption and urges trade leaders to lean into innovation while staying grounded in fundamentals. K&D is expanding into San Luis Obispo and San Jose, while investing in futuristic tech like Kress' fully autonomous mower, robotic 3D concrete printers, and partnerships with physical AI pioneers. Justin also outlines how automation can unlock six-figure wages for frontline workers, all while reshaping what a landscaping company can be. The vibe is confident, energized, and tech-forward. K&D receives the first autonomous “Voyager” mower in California for real-world testing Strategic push into San Luis Obispo and San Jose, with major contracts secured Partnering with Reservoir Farms to build a testing ground for landscape robotics Vision: Use automation to double wages and halve project timelines Upcoming episode: MineCloud’s Jamie Royce on why automations come before AI Justin closes with a challenge to the trades: don’t wait for a perfect tech test, iterate, and lead the future from the front lines.

This week on Trades Talk, Justin White sits down with Angelique Robb, founder of Synkd Magazine and Synkd Live, to trace her journey from oil rigs and deep-well engineering to redefining what collaboration looks like in the landscape industry. Angelique shares stories from her early career as a petroleum engineer, working offshore by helicopter in her teens, before shifting into project management and later launching a landscape design firm in Scotland. That blend of systems thinking and hands-on operations led her to notice the fragmentation in the U.S. landscape space. Through Synkd, she’s now working to synchronize design, build, and maintain under one roof, while surfacing key technical and business gaps. Justin and Angelique explore the “missing middle” of landscape project management, the opportunity in specialty subcontractor collaboration, and why small business owners hit a ceiling when they try to do everything alone. The episode also covers how Synkd Live New Orleans is structured differently from traditional trade shows, and what both founders believe is holding the industry back and what’s about to push it forward. Angelique’s early career offshore and how project integration shaped her systems lens Why most landscape companies get stuck at 4–6 employees and how to scale beyond that The problem with the word “landscaper” and why she rebranded to Synkd How U.S. firms lag in stormwater design and what Europe’s 20-year lead teaches us Angelique and Justin close by comparing private equity to “sweat equity” and laying out the ownership mindset that can help small firms scale without selling out. Sign up for The Disruptors Social taking place during SYNKD Live!

On this Weekly Update of Trades Talk, Justin White kicks off 2026 with part one of a powerful new series: The Disruptor’s Advantage. After reflecting on the wild ride of 2025, Justin sets the tone for the year ahead by exploring what it truly means to be a disruptor in the trades. From AI to electrification to mindset, he lays out why this moment is built for bold thinkers ready to challenge the status quo. He makes a strong case that trades are not just alive and well. they’re thriving. With tech leaders spotlighting skilled labor and facilities requiring landscape design by law, landscapers and builders are positioned to win. Justin draws from Harvard’s Innovator’s Dilemma and his own experience going all-electric to show how innovation, not price, is now the dealbreaker. The episode previews major 2026 bets from K&D and invites listeners to a year of transformation. The trades are positioned for massive growth in 2026 and beyond AI may threaten office jobs first, but hands-on trades remain essential Being different and innovative beats being just better or cheaper K&D’s move to all-electric maintenance is already paying off Disruptors make bold bets, measure, learn, and evolve This is the first of a three-part series on the disruptor mindset, with live events and exclusive workshops already on the calendar. Get ready for a year of change and choose to lead it.

This week on Trades Talk, Justin White sits down with Scott Hutcheon, founder of Hey Flora, to explore how AI is reshaping the landscape industry. From field crews to business owners, Scott shares how Hey Flora serves as a full operating system, not just a chatbot, designed specifically for the challenges of trades companies. They dive into what makes landscaping so complex, why traditional tech adoption has been slow, and how AI-powered workflows can transform field communication, training, reporting, and even customer proposals. Scott reveals how property-level “intelligence layers” are being built through voice, photo, and video input—and why early adopters will pull ahead. Hey Flora offers bilingual, voice-first AI agents to support field crews and streamline operations Property-specific “graphs” compile notes, photos, and chat history to power proactive reminders Flora generates client-facing proposals and reports from daily crew inputs automatically Flora Docs and Vibe Scaping tools speed up design-build timelines and elevate sales LEAF framework ensures AI outputs meet OSHA and industry standards for safety and compliance Future tools may include AI safety glasses, digital twins, and procurement via simple chat AI won’t replace leaders, but those who adopt it early will outpace those who don’t. If you're not building AI into your workflows, you're already falling behind.

This week on Trades Talk, Justin White sits down with Eric Triplett, better known as The Pond Digger, to talk about the power of podcasting, AI, community, and leadership. With decades of experience in the trades, Eric shares how his cancer diagnosis, personality awareness, and content creation journey transformed his life and business. They dive into how AI is already reshaping the contractor experience from property walkthroughs to client-ready reports in minutes, and why podcasting built trust, saved time, and created national exposure. Eric opens up about leading through grief, burnout, and what happens when you really know yourself, and your team. How Eric launched his podcast after a chance moment with his son Why AI walkthroughs are helping him close deals faster and deliver more value What personality tools like Enneagram and DISC unlocked in his leadership How he ended up working with Gary V Lessons from cancer, reinvention, and building a second act on a ranch Eric’s story is raw, bold, and deeply human. You’ll walk away inspired to lead with more clarity, care, and confidence.

On this Weekly Update on Trades Talk, Justin White breaks down how K&D is planning for 2026, and why he believes AI agents will soon change everything about how landscaping companies sell, fulfill, and scale. He shares insights from a two-day strategy session, his investment lens on early-stage AI companies, and answers hot-seat questions on revenue growth and hiring from Brian Fullerton’s peer group. It’s tactical, future-focused, and packed with real lessons from the front lines of building a billion-dollar business. How AI agents will reshape sales and proposals in the trades The four-part strategic planning framework K&D is using for 2026 A three-part system for scaling revenue beyond the owner Why structured hiring beats gut instinct every time Why now is the perfect time to lean into AI, even if it’s still early If you're serious about growth, tech adoption, or building a team that lasts, this one’s a blueprint. Attending SYNKD Live in New Orleans? Come to our Disruptor Social! 

This week on Trades Talk, Justin White sits down with Jeremy Talboy, founder of North Georgia Landscape Management, to talk growth, leadership, and the systems behind a $20 million leap. Jeremy shares how authenticity, clear strategy, and a people-first culture have helped shape one of the Southeast’s standout landscape companies. From doubling revenue with smarter systems to avoiding the pitfalls of private equity, Jeremy unpacks the practical moves and mindset shifts that made a big impact.  In this episode, Jeremy shares: Why switching from EOS to Lean Scaper better aligned with his team and goals How dedicated pruning crews helped fix a common HOA complaint and protect reputation Why investing in Greenius and Jobber streamlined training, ops, and customer experience The power of authenticity and showing up, on social and in person, to build influence and trust If you're scaling fast or just trying to stay grounded while growing, this episode brings a real-world look at what works, what breaks, and how to stay ahead.

On this weekly update on TradesTalk, Justin White reflects on a high-stakes win and the mindset spiral that followed. After attending the first-ever FutureScapes USA event in Los Angeles, K&D took home the Residential Project Over $500K award and earning a spot at the global finals in Saudi Arabia. But with growth came self-doubt. Justin opens up about hitting a wall of imposter syndrome just days after the celebration. This episode is a deep dive into the real emotional journey of leading a company aiming to scale fast and what it takes to steady yourself in the middle of the ride. Major win at FutureScapes and what it means for K&D’s global stage Why imposter syndrome shows up even when things are going well Leadership feedback as a sign of a healthy culture, not failure Mindset shifts to overcome doubt and show up stronger Tools that work: cold plunges, meditation, and reflection through TradesTalk If you’ve ever questioned whether you’re the right person to lead your business to the next level; this one’s for you.

This week on Trades Talk, Justin White sits down with Greyson Walldorff, Founder of Lawn Capital, Blake Meahl, CFO and Maintenance Operations lead at Garden View Landscape, and Todd Zimmerman and Meg Butterley from Kress. Together, they break down the electric and robotics revolution in landscaping; not as a future trend, but as a current shift that’s already changing how top operators work. They share firsthand insights from adopting electric fleets, deploying autonomous mowers, navigating turf legislation, and dealing with team pushback. Whether you’re in a regulated state or not, the message is clear: those who adapt early will own the next chapter of this industry. Grayson shares how Lawn Capital went 90% electric across urban Atlanta, including trucks, handhelds, and mowers Blake explains how California’s turf legislation and noise regulations are forcing operators to rethink equipment investment and operational models Todd introduces the Voyager: Kress’s fully autonomous ZTR designed for weekly route work, with cost savings and crew efficiency in mind Meg discusses the shift from theory to execution and how Kress is partnering with progressive companies to modernize their fleets Justin challenges owners to pick a lane: become the Netflix of your market or risk becoming Blockbuster This episode is a crash course in how forward-thinking companies are using electrification and automation to cut costs, retain talent, and win bids. All while staying ahead of regulation and market pressure.

This week Justin breaks down one of the most important tools in the landscape industry: the annual Benchmark Report from Greg Herring and The Herring Group. Hundreds of companies contribute real financial data each year and the results show where the industry is winning, where it is tightening, and what top performers do differently. Justin unpacks the shift from the old twelve percent net profit target to today’s new normal of ten percent. He explains why inflation and market dynamics pushed this change and why profit alone does not always tell the real story of customer experience or long term health. He also shares real examples from K and D’s own journey and why fast growing companies need a clear view of investment versus expense when analyzing profit. In this episode you will hear clear targets for 2026 planning including gross profit, overhead labor, total overhead, operational expense, marketing investment and AR days. Justin explains how to interpret each benchmark and how to use them to strengthen your budget and strategy. You will also hear why construction heavy companies struggled this year, why recurring revenue continues to rise in value and why construction might actually be the hidden opportunity for the next cycle. This is a deep dive for owners, leaders and anyone who wants to understand the numbers behind a healthy landscape company. You will walk away with clearer profit targets, a stronger sense of how to interpret your financials and a better framework for building your 2026 plan. Takeaways • Ten percent net profit has become the industry’s new standard • Benchmark targets help leaders understand performance more clearly • Growth investments can temporarily pull net profit down • AR discipline is one of the most underrated profitability levers • Construction may be a major opportunity while the rest of the industry focuses on recurring revenue If you want a deeper dive, check out Landscape Intelligence inside the Disruptors community. It now includes the full 2025 Benchmark Report so you can benchmark your company instantly.