The LeanScaper Podcast

Register for LeanScaper's Revenue Intensive here: https://leanscaper.com/events/revenue-intensiveWhat if the key to keeping more money in your landscaping business isn’t selling more work—but finally building a budget you’ll stick to? In this episode of The LeanScaper Podcast, Benji sits down with Meaghan Likes—entrepreneur, financial educator, and owner of multiple home-service companies—who has built hundreds of budgets and helped contractors hit double-digit net profit with simple systems. Meaghan breaks down why most landscapers avoid budgeting, how to shift your mindset from “restriction” to “design,” and the step-by-step framework she uses to build profitable, realistic plans for the year ahead. Expect to learn: Why 99% of businesses operate without a real budget The mindset shift that makes budgeting empowering, not restrictive How last year’s P&L tells the real story of your business Why gross profit is the metric that drives everything The 5 core numbers every landscaper must call for 2026 How to actually use your budget all year long If you want clarity, confidence, and a system to build a profitable year—this episode is your blueprint. 0:00 — Intro & quick setup 1:00 — Why most businesses avoid budgeting 2:35 — Budgeting as designing the life you want 5:45 — Getting past the overwhelm of your first budget 8:07 — How to review last year before planning ahead 12:14 — Revenue capacity analysis (simple napkin math) 17:25 — What your P&L reveals about spending patterns 18:11 — The importance of gross profit 22:18 — Start with this number: what you want to earn 30:53 — Turning budgets into better hiring decisions 31:42 — The 5 numbers to call for next year 36:57 — How to stick to the budget all year 39:32 — What to keep, cut, and invest in for 2026 41:37 — Where to find Meaghan Likes 

Register for LeanScaper's Revenue Intensive here: https://leanscaper.com/events/revenue-intensiveThe old marketing funnel is broken (or at the very least has some holes in it). In this episode of The LeanScaper Podcast, Benji sits down with Marc Levesque of Webrunner Media to break down why contractors keep wasting money on leads, how to actually generate AND capture demand, and the exact steps to fix your “leaky funnel” before you pour more money into ads.Timestamps:0:00 – Why the old marketing funnel is broken5:05 – Lead magnets, nurturing, and why it doesn’t work anymore9:50 – The #1 mistake contractors make in marketing14:18 – Why you need to think like a media company17:43 – Stop wasting your content (do this instead)23:20 – Paying for eyeballs works (here’s why)27:26 – How to audit your own company38:41 – The “10K contractor who wants $100K jobs” story42:52 – Why most campaigns fail (leaky buckets)49:51 – The two biggest wastes in contractor marketing

Register for LeanScaper's Revenue Intensive here: https://leanscaper.com/events/revenue-intensiveIn this episode, Benji sits down with serial entrepreneur and podcaster Dwayne Kerrigan, who has owned 35+ businesses across 14 industries. From road building to landscaping to restaurants, Dwayne shares the 5 fundamental business skill sets that span industries.You’ll hear: Why vision is a muscle anyone can build The 20-minute “think time” writing exercise that forces breakthroughs The shocking truth about culture: you get what you tolerate Why sales scripts are the ultimate freedom—not a crutch⏰ Timestamps00:00 – Intro: 35+ businesses before 4006:59 – The power of singular focus vs. juggling businesses12:51 – Vision is a muscle, not just a gift16:23 – The power of better questions22:40 – The brutal 20-minute think-time exercise27:29 – Culture = you get what you tolerate41:12 – Sales is table stakes—find the pain point57:57 – Becoming data-driven: P&Ls and finance days01:01:51 – Advice to 21-year-old me

Register for LeanScaper's Revenue Intensive here: https://leanscaper.com/events/revenue-intensiveUnlock the hidden metrics that actually drive profitability in contracting and landscaping businesses. In this episode, LeanScaper CEO Mike Lysecki breaks down why profit numbers lie, how throughput reveals the truth, and the exact ratios you should track to make more money. Expect to learn: The “labor efficiency ratio” and how it instantly shows if your crews are productiveHow mowing can look more profitable than hardscape — but throughput proves the oppositeThe universal “bottleneck law” that applies to every contracting business Why one superstar foreman can outperform ten average employees ⏱ Timestamps 00:00 – Why profit numbers mislead business owners 07:30 – The steel plant story that changed everything 09:43 – Labor efficiency ratio explained in plain English 18:41 – Why labor isn’t really a variable expense 22:26 – The bottleneck analogy: assembly lines & paint booths 36:53 – Mowing vs hardscape: the shocking profit truth 46:49 – How TBG slashed overhead to 7% 51:46 – The one check every sales team should add 57:39 – Why a superstar foreman is worth 10 employees 01:05:58 – The data mantra that separates average from elite companies ⸻ 🔗 Connect with LeanScaper: https://leanscaper.com 📥 Need help? DM us or join the LeanScaper community 

Register for LeanScaper's Revenue Intensive here: https://leanscaper.com/events/revenue-intensiveIn this episode, Benji Carlson sits down with Brian Kaskavalciyan of The Wealthy Contractor to uncover why so many landscapers and contractors struggle with scarcity thinking—and what it really takes to build wealth in business. Brian shares powerful mindset shifts, personal stories, and practical tools that help entrepreneurs overcome fear, reprogram limiting beliefs, and finally give themselves permission to win. Expect to learn:1. Why fear is the #1 reason contractors undercharge. 2. How most business owners accidentally have more faith in failure than success. 3. Why every contractor who delivers quality work deserves to be profitable (and wealthy). If you’re ready to stop playing small and start creating abundance in your business, this is a must-watch. ⏱ Timestamps:00:36 – The fear-driven pricing trap 05:18 – Why competition is an illusion 06:43 – How to create opportunities out of thin air 09:29 – Mindset vs. skillset (why 90% is mindset) 15:08 – Stop asking “how” and ask this instead 22:37 – Why most people have faith in failure 25:45 – Reprogramming your subconscious stories 30:06 – Why mindset is like going to the gym 42:36 – Money only amplifies who you are 46:47 – How to stop moving the goalposts 53:06 – The truth: You deserve to make a profit 👉 Subscribe for more insights on building wealth and freedom in your landscaping business. 👉 Learn more at thewealthycontractor.com

Register for LeanScaper's Revenue Intensive here: https://leanscaper.com/events/revenue-intensiveHiring in the trades is broken. Too many contractors “post and pray,” hoping the right people show up. In this episode, Benji sits down with Naomi Pitt and Josianne Gaudette from CrewHR to break down what real recruitment looks like in 2025—from building pipelines, referral programs, employer branding, and even using AI without losing the human touch. If you’re struggling to attract and keep top talent, this episode is packed with tactical advice and powerful mindset shifts. Timestamps: 00:50 – Why contractors fall into “post and pray” hiring 03:06 – The biggest mindset shift in recruiting 04:40 – Recruitment is a sales funnel 10:33 – Beyond job boards: new sourcing channels 14:36 – Referral programs that actually work 20:09 – The “Ideal Candidate Profile” (ICP) explained 25:20 – Gen Z and the rebranding of the trades 32:39 – Why remote work is overrated 35:10 – Mapping career paths visually 39:06 – Employer brand 101: more than logos 44:39 – AI in hiring: efficiency vs empathy 50:34 – Why small companies actually have the advantage 52:20 – CrewHR’s mission + what’s next 

Register for LeanScaper's Revenue Intensive here: https://leanscaper.com/events/revenue-intensiveMarketing is the lifeblood of every small business — yet most entrepreneurs waste thousands chasing shiny objects, outsourcing to the wrong people, or tracking the wrong numbers. In this conversation with best-selling author Allan Dib (The 1-Page Marketing Plan, Lean Marketing), we unpack how to eliminate waste, focus on what matters, and build a marketing engine that works. 👉 Subscribe for more insights: https://www.youtube.com/@leanscaper 👉 Grab Allan’s free resources: leanmarketing.com Timestamps: 00:00 – Introduction 01:19 – Why outsourcing marketing fails 04:52 – Marketing is like a marriage 09:18 – Defining marketing waste 13:41 – The cost of shiny object syndrome 17:49 – Advertising as pollution vs. gardens as goodwill 25:35 – Why vanity metrics don’t pay the bills (CAC & LTV) 32:57 – Why tradespeople lose leads 36:10 – The handwritten note hack that doubles show-ups 44:36 – Why 2025 is “2008 for personal branding” 47:42 – The 3 rules for waste-free marketing 

Register for LeanScaper's Revenue Intensive here: https://leanscaper.com/events/revenue-intensive Learn More About Our Accelerator Programs: https://leanscaper.com/programs In this episode of the LeanScaper Podcast, Benji Carlson sits down with Mark Bradley to break down the five stages of scaling a landscaping business—from startup hustle to legacy enterprise. Mark shares raw stories, painful lessons, and powerful frameworks that every entrepreneur needs to hear. Whether you’re stuck at $500K, fighting to get past $3M, or steering a $20M company, this roadmap will help you scale with clarity, systems, and sanity. Timestamps: 00:45 – Why scaling is harder than people think02:00 – Entrepreneurship = personal development04:03 – The fear of not knowing what’s next08:10 – The Starter Zone ($0–500K): hustle & accidental profit12:36 – Mark’s story: hiring at Home Depot & early struggle22:23 – The Grow Zone ($500K–$3M): the hardest stage30:21 – When your business feels like a plane going down38:56 – Scaling ($3M–$10M): grit stops working46:10 – Hire your mentors & specialists56:54 – Dreamer vs. visionary: the CEO shift1:02:53 – Enterprise & legacy: culture, coaching, and succession1:12:31 – Final advice to Mark’s younger self 

Register for LeanScaper's Revenue Intensive here: https://leanscaper.com/events/revenue-intensiveIn this episode, Benji sits down with Isaac Barlow, founder of BusyBusy, one of the first time-tracking tools purpose-built for the trades. Isaac is a visionary entrepreneur and technologist who transformed the way contractors capture and use jobsite data.  Isaac shares his deep insights on the power of “jobsite intelligence,” the critical field data that helps contractors make smarter, more profitable decisions.  This conversation explores:Why time tracking is the most crucial, yet elusive, data point in the trades and how to fix that.The cultural shift required to become a data-first company, starting with leadership priorities and field-first technology.The dangers of bad data and data black holes on job sites.Why high performers crave transparency, and how accurate data helps you attract and retain A-players in a competitive labor market.The “coach not player” mindset for crew leaders and how lining out work daily reduces waste and confusion on the job site. Whether you’re scaling a landscape company or leading a crew, this episode will challenge you to think differently about data, leadership, and field productivity. To learn more about BusyBusy visit: https://busybusy.com/  

Register for LeanScaper's Revenue Intensive here: https://leanscaper.com/events/revenue-intensiveIf your business can’t run without you, it’s not a business - it’s a bottleneck. Barry Hartman built 505-Junk into a 7-figure operation because he built leaders - not just labor. In this episode, he shares the hard-won lessons behind building a leadership team that drives growth without bloated overhead.✅ When to begin designing and building a leadership team (hint: sooner than you think)✅ How to design roles that create ownership and eliminate confusion✅ Why culture beats credentials in blue-collar leadership✅ Where to find your next leader - inside your org or outside itTimestamps: 0:00 – Why this episode matters 3:10 – How Barry knew it was time to build a team 7:45 – Structure vs. people: what comes first? 12:20 – Common mistakes contractors make in hiring leaders 16:00 – How to map out a lean leadership org chart 23:00 – Interviewing & onboarding: what really works 28:40 – Culture tips for leading leaders 33:50 – Closing advice from Barry Hartman 👉 Subscribe for more no-fluff leadership content 👉 Learn more at https://www.youtube.com/@leanscaper 

Register for LeanScaper's Revenue Intensive here: https://leanscaper.com/events/revenue-intensiveHiring your first salesperson can feel like pulling the cord on a chainsaw that won’t start; over and over again. In this episode, Benji sits down with Asad Zaman, CEO of Sales Talent Agency, to unpack why this hire is so hard and why most business owners get it dead wrong.Asad has helped 1,500 companies make over $1 billion in sales hires, and he’s here to deliver hard truths and practical steps. They dive into why only 1 in 10 salespeople are actually good at the job, why the real obstacle is usually your systems, not your salesperson, and how supply-and-demand dynamics make top sales talent incredibly hard to attract.You’ll Learn:Why most sales hires flop and how to avoid the “bozo trap” that keeps business owners and sales leaders stuck on the hiring treadmillHow one bad estimate can destroy your margins and why sales mistakes often show up too late to fixThe brutal truth about top sales talent and what it really takes to attract someone who can actually sellHow to shift from owner-seller to building a sales system that scalesIf you’re stuck on this hire, or burned out from false starts, this episode is your wake-up call and your playbook.Big takeaway: Sales isn’t just another hire > it’s the unlock to real scale. But if you don’t get this right, you’ll be stuck wearing this hat in your business… forever.

Register for LeanScaper's Revenue Intensive here: https://leanscaper.com/events/revenue-intensivePrivate equity is flooding into the landscaping industry, but why now? In this episode, Morgan from Breakwater M&A breaks down the massive shift in investor focus and what it means for blue-collar entrepreneurs. We talk about: • Why landscaping is suddenly a hot investment target • How AI is pushing investors out of tech and into real-world businesses • The “golden era” of exits—and how to avoid leaving money on the table • The real reason most contractors can’t sell their business (and how to fix it) • What makes your company irresistible to buyers—and how to get top dollar If you’re running a landscape business and thinking about your future, this is the episode you can’t afford to skip. 👉 Subscribe for weekly episodes that challenge, educate, and help landscapers grow smarter, scale faster, and build serious value.

Register for LeanScaper's Revenue Intensive here: https://leanscaper.com/events/revenue-intensiveWhat happens when you hire a software programmer, not a landscaper, to help run one of the biggest jobs of your career? In this live talk turned podcast episode, Mike Lysecki reveals the behind-the-scenes story of how systems, transparency, and accountability became the backbone of TBG’s success and eventually the foundation for LMN and LeanScaper. From a $5M residential project that ballooned into $12M, to a job interview where Mark opened his QuickBooks and doubled Mike’s salary on the spot, this conversation lays out the real playbook landscapers need to scale smarter. ✅ Why you might want to hire an operator instead of another landscaper ✅ How a $12M project exposed the need for systems ✅ The surprising power of financial transparency in leadership ✅ The first version of the Lean Playbook—and why it still works today ✅ Lessons from 20 years of cutting waste, building teams, and scaling businesses This isn’t theory. It’s the operating system that transformed a company, and can transform yours. 

Register for LeanScaper's Revenue Intensive here: https://leanscaper.com/events/revenue-intensiveYou don’t run a profitable landscaping business by accident. In this episode, Benji sits down with Robert Gauvreau - CPA, author of The Wealthy Entrepreneur, and founder of Gauvreau Accounting, Tax, Law, Advisory - to expose the eight most common financial mistakes contractors make and how to avoid them. Robert’s firm has worked with over 4,000 businesses across North America, including 700+ contractors, giving him a unique, behind-the-scenes look at what drives sustainable profitability in landscaping. Expect to learn: • Why financial literacy is still taboo in the trades and how to get over it • The biggest “cash flow killers” and how to fix them fast • Why underpricing is not a math problem, but a mindset problem • The truth about taxes and why “I bought it with cash” is just bad business • How to build a simple financial scoreboard to make better decisions Whether you’re just getting your books in order or gearing up for serious growth, this episode will show you how to become the CFO your business needs. Because doing great work is only half the battle. The other half? Knowing your numbers. 🔗 Connect with Robert: https://www.gauvreaucpa.ca/ 📥 Need help? DM us or visit leanscaper.com 

Register for LeanScaper's Revenue Intensive here: https://leanscaper.com/events/revenue-intensiveIn this special episode of The LeanScaper Podcast, Benji Carlson takes the stage to deliver one of his most impactful talks yet: how to build a one-year people plan that actually works. Most contractors love strategy - it’s fun, exciting, and creative. But sooner or later, every great plan must run through people… and that’s where the real challenges begin.  In this live session, Benji shares the painful lessons a particularly bad year in business taught him about leadership, and the simple but powerful framework any entrepreneur can use to align their team, prevent chaos, and drive results. You’ll hear from a bunch of the business owners in the room too, raw reflections on leadership mistakes, and practical takeaways you can implement immediately in your own company. If you’ve ever wondered how to get your people to care as much as you do, this is the episode for you. In This Episode: • Why strategy always breaks down at the people level • The lessons Benji learned from his “dumpster fire year” in business • How to design your org chart around vision, not chaos The three most common hiring and leadership mistakes contractors make • Practical tools to build trust, accountability, and performance across your team • Audience Q&A: real-world people challenges and how to solve them If you’re interested in coming to a LeanScaper event like the one this talk was taken from go to LeanScaper.com/events to see our event calendar.  We’d love to see you at our next one! Timestamps 0:00 – Welcome to The LeanScaper Podcast 2:15 – Why strategy fails without people 6:30 – Benji’s “dumpster fire year” story 12:50 – Vision first, structure second, people third 17:45 – Clear deliverables and written agreements 22:40 – Chaos addiction vs. structure 25:00 – Why management systems matter 29:10 – Real-world people challenges shared from the audience 34:05 – Nervousness around delegation and leadership growth 38:50 – How to earn respect and inspire your team 40:55 – Every pair of hands comes with a free brain 46:30 – Hiring, firing, and culture fit lessons 49:00 – Closing reflections and takeaways

Register for LeanScaper's Revenue Intensive here: https://leanscaper.com/events/revenue-intensiveIn this powerful episode, Benji sits down with Jon DeWaal, Executive Director of Liminal Space, to unpack burnout from the inside out - what it feels like, why it happens, and how entrepreneurs can break free from the grind that’s stealing their energy and purpose. Expect to learn: • What “functional burnout” feels like and how it traps leaders in a life they can’t escape • How burnout hijacks your presence, leadership, and decision-making • Easy-to-spot signs you’re burning out (and what to do about it) • 5 practical strategies to get back your energy and lead with purpose • Why owning your limits can actually build trust and performance in your team This episode cuts to the heart of a common but unspoken problem: the cost of grinding nonstop without pause. Jon gives you the tools to self-diagnose burnout and reframe it not as a failure, but as a signal that it’s time to lead differently. If you’re running low on energy but can’t slow down - this one’s for you. Connect with Jon Learn more at inaliminalspace.org Email: jon@inaliminalspace.org

Register for LeanScaper's Revenue Intensive here: https://leanscaper.com/events/revenue-intensiveWhat’s holding landscapers back from their true potential? In this episode, Justin White (CEO of K&D Landscaping) brings raw energy to his keynote in Charlotte. He shares how “sweat equity,” a championship mindset, and bold long-term vision can transform not just your business but your entire life. Justin doesn’t just talk about growth; he proves it by living it. From nearly losing his family business to scaling it into a market leader, his story is a wake-up call for every landscaper who’s playing small. ✅ Why most contractors set goals that are way too small ✅ The “champion’s mindset” that separates winners from everyone else ✅ How private equity is reshaping the industry - and why grit still wins ✅ Why your 10-year vision is the most valuable thing you’ll ever build ✅ The truth about sweat equity and why most leaders never apply it This isn’t about easy hacks or shortcuts. It’s about discipline, mindset, and action. 👉 Subscribe for more no-BS leadership insights 👉 Join the LeanScaper Community: community.leanscaper.com 👉 Learn more about the Accelerator Program: leanscaper.com T

Register for LeanScaper's Revenue Intensive here: https://leanscaper.com/events/revenue-intensiveSometimes it’s not your systems holding you back, but your mindset. In this episode, Benji sits down with Tom Reber - Marine Corps veteran, business coach, speaker and founder of The Contractor Fight - to unpack the real work contractors need to do: winning the inner fight. You’ll learn: • Why fear is the #1 limiter of growth - and how to beat it • The daily habits top contractors use to stay sharp and focused • How to lead people instead of doing everything yourself • Why success is an inside-out game (and how to start at home) • A simple mindset framework (T-BAR) to reset your thinking and actions If you’re tired of repeating the same problems in your business, this episode will challenge you to look in the mirror and take your power back. 📚 Grab Tom’s book Sell Unafraid on Amazon🎯 Learn more at thecontractorfight.com 

Register for LeanScaper's Revenue Intensive here: https://leanscaper.com/events/revenue-intensiveOn Thursday July 24th, LeanScaper’s Founder Mark Bradley unveiled LeanScaper.ai, the first and only AI platform built for landscapers and their teams. Lana, the chat agent inside LeanScaper.AI, which you’ll see demonstrated in this video is available to you now for free. Just click here to create an account in less than one minute. In this groundbreaking keynote from the Lawn and Landscape Technology Conference, Mark shares the deeply personal story behind Lana’s creation, a mission sparked by his son’s decision to join the landscaping industry and a determination to help the next generation avoid the burnout and chaos Mark once faced. More than just tech, Lana represents a new era of leadership, efficiency, and empowerment for landscape business owners. If you’re tired of the grind, overwhelmed by inefficiencies, and ready to unlock real growth, this episode is a must-listen. Discover how LeanScaper.AI is built to eliminate waste, scale smarter, and give landscapers the tools and the freedom they’ve been missing.

Register for LeanScaper's Revenue Intensive here: https://leanscaper.com/events/revenue-intensiveThe era of order-taking is over and if your sales team is still sitting around waiting for the phone to ring, you’re in trouble. In this episode, Benji sits down with Ryan Groth, CEO of Sales Transformation Group, to unpack what today’s high-performance contractor sales orgs actually look like and how you can build one from scratch. You’ll learn: • Why “sales culture” is your biggest lever in today’s market • How to future-proof your sales org in an AI-driven world • What sales leaders must master (hint: CRM, coaching, and culture) • Why it’s time to lead from the front - not from the boardroom Hard truth's and tactical next steps every $1M–$10M contractor needs to hear. Connect with Ryan Groth and STG at salestransformationgroup.com