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[00:00]
Wayfair Announcer
Hey there, it's Wayfair here where delivery and setup are as easy as a few taps on your phone. You're relaxing in an old hammock, scrolling Wayfair's app when you spot it, a brand new patio set. Next thing you know, Wayfair delivers it right to your patio and sets it up. Oh, you need a new grill too. Alright, Wayfair's got you covered. With Wayfair's room of choice delivery and fast expert setup on qualifying orders, life gets a little easier. Visit Wayfair.com or the Wayfair app.
[00:26]
Paul Jamison
Wayfair Every style, Every home.
[00:32]
Podcast Host/Producer and Megan Koberly
Hello and welcome to the Green Industry podcast. Your go to guide for building a more profitable and thriving lawn care and landscaping business. Your host, Paul Jamison is the author of five best selling books including Cut that grass and make that Cash and his latest, Level up your money, all available on Amazon and Audible. Now get ready for more expert insights and practical strategies to boost your your business and level up your life. Here's Paul Jamison.
[01:10]
Paul Jamison
Welcome back to the Green Industry podcast. Today we are tackling the ultimate crossroads every lawn care entrepreneur eventually faces. Should you keep your operations small, lean, highly profitable? Is that solo operator or is it time, baby, to put the pedal to the metal? Add multiple crews, chase that seven figure million dollar revenue mark or beyond, we all know. Well, maybe not all of us, but you should know that revenue is vanity and profit is sanity. So today I'm going to break down the raw, just truth of the pros and cons of staying small versus scaling up. So hopefully that will help you decide which path is the true ticket to leveling up your life and your business. And before we get into it, I want to say I don't have a dog in the fight. I have a friend who has 11,000 customers. He does, you know, crazy amounts of revenue. I mean close to $20 million a year and lives in a big old house. I've been to his house, big old business and he's successful. So that path works. And if he does sell that business one day, which I'm imagining he would, he gonna get tens of millions of dollars for it. Now I also have friends who are a solo operator or maybe they're one crew operator, meaning they are working and maybe they have, you know, Pookie helping and Johnny and Timmy, you know, but there's only one crew and they're crushing it and they're happy as a lark in the park and they're successful as well. So I don't care if you go the route of the solo operator or you go the route of million dollar or multi million dollar business. But what I do care about is that, you know, mainly the cons, the negatives of each of these paths. And of course I'm going to share the pros as well the positives, because why would you do it if there wasn't upside to it? But there is downside to both and I just want to make sure that you're aware of it so that you can choose your path with strategy rather than just letting circumstances build your business. So let's dive into the solo operator first. And I'm going to, I'm going to, I'm going to do solo operator and I'm gonna mix in there the one crew setup. Because it's, it's really kind of similar whether you're just doing all the work yourself and you never have a helper or, you know, employee or maybe you are working all by yourself, but occasionally, you know, Johnny helps out or whoever. Maybe they're part time in the summer and you have a little helper here there. It's, it's pretty much the same thing with that setup. Here's the pros. The profit margins can potentially be absolutely massive because my friend with 11,000 customers, okay, and, and hundreds of employees, he doesn't even know all his employees names or faces. Like, hey, bump into him at Costco and be like, hey, I work for you. Like, oh, you know, nice to meet you. Right, right. But anyway, my friend that has the big company, his payroll is gigantic, right? They pay on Mondays, but every, every Monday when they pay their team, it's a huge payroll, right? They have a fleet of trucks. All them trucks cost money, right? They have rental units, like a ton of them. Like, they basically own the whole rental. Not all literally, but, you know, I got a ton of rental space for where they keep all the mowers and equipment and trucks and everything. Well, all of that eats into the big guy's profits. So if you're just a solo operator, you don't have to pay for the vehicle repairs of the vehicle insurances on these fleet of trucks. You don't have my one buddy, his payroll is 200,000 every month. Pardon me? Every pay period. Every pay period. Just. I was just like, that's just crazy. That's crazy. Anyway, I got, I got several friends with these big companies and it's just like, whoa. So anyway, when you're solo, you don't have to deal with the payroll or, you know, big payroll. You don't have to deal with all the other stuff. So you should have gigantic profits. That's probably the biggest reason why you would want to be a solo operator. One crew set up. As long as you got a good operation, you're going to have gigantic profits that the bigger companies, it's impossible for them to hit those profit margins just because of all the expenditures. Secondly. Hold on, Mr. Producer. Thank you. Secondly, we are going to do a better job with quality control. When you're the one on every property every single week, you pro. I mean, you probably know every single customer's names. You probably know their dog's names. You probably know their spouse's names, their kids names. I mean, if you're, if you're mowing their yard for multiple years, right, Little Coco's gonna come running up to the door. Hey, you want a pet, Coco? Not really, but okay. Hey, Coco, you want to treat Coco? Oh, hey, Coco. Right? You, you, you learn the dog's names, right? Coco's a little white fluffy dog for one of my favorite customers. I, I served this customer for 10 years in a row. One of my first customers. And I served them all the way up 10 years in a row. They never moved. Great customers. I think about year three or four, they got this little white fluffy dog, Coco and nerd customers. Dog's name was ironically Fluffy. Big linebacker for the New England Patriots. Big football player guy. He had me Hugh Humongous on the super bowl. Or actually they lost in the super bowl that year, but that team that went undefeated anyway, big old jacked linebacker, big old muscles. And he's got this little, his dog, a little white one too. Fluffy. Hey, Fluffy. Anyway, people are funny with their dogs, but my point is quality control. You're on that customer's property every week. You are. I'm not talking about your, your worker that you just hired last week. It's his first week. His quality control might not be that good, but your standard of excellence never drops because you, you're doing it. Unless you're just low character, you don't have a high standard of excellence. But if you're somebody who cares about your customer's yard looking nice, and you're the one actually doing it as a solo operator, a one crew setup, you are going to make sure them edges are crispy as possible. Those stripes are straight with sharp blades, and they're looking good, your customers yards are going to look the best because you are the one doing it. So now you got massive profit margins. Your customers are happy because of the quality Control. You can charge a premium because it's you they want you. And probably the biggest pro to solo operator, you don't have the employee headaches. You don't have to worry about guys showing up late. I went to pick up a guy one time, which is not a good habit to be in where you have to go pick up your employees. But this guy didn't have a vehicle, let alone a license. And there's a whole story behind all of that. But I doing a job. Shout out to my boy Tony Rudolph in Lake Oconee. I was doing a, a job down there. Great waters neighborhood, Lake Oconee. Tony knows. And I got to go pick up my guy in the morning. He lives near downtown Atlanta. And I'm going out of my way because it, there's back roads I can take out to Lake Oconee. If I living in Lawrenceville at the time. I could just head on out there. Easy, easy peasy lemon squeezy. I go all the way down to downtown Atlanta, out of my way, pick up this guy so we can go do this big job for a big, big customer. Big job, very important. Go to pick up my employee, which I know that's a red flag, but in to pick him up Saturday morning, drunk as a skunk. I mean, his eyes are cross eyed, he can't speak. Hey, B, I'm drunk. He just tells me I'm drunk. I can't come. I'm drunk. And I'm, I'm, I'm sitting there thinking, we, you know, we're sat there for about a half hour. I was like, I have to have you working today because we got this big job. My customers are waiting for me. Literally they're home that day. They're like waiting around for us. Hey, what do you want in your coffee? I mean, they're ready for us. And he's so drunk. And I'm like, just get in the truck. You know, sober him up, give him a breakfast burrito and a cup of coffee and see if we can get him back, you know, back to something. And he just can't. I mean, he can't walk. He just, you know, stumbling, fumbling. And I'm, I'm realizing, okay, I don't, I don't think it's actually feasible for him to be working today. So anyway, long story, I pick up another guy that was Bows Worth. I mean this guy was. Oh, man. But anyway, I say all that to say if you're, if you're a solo operator and it's just, you you don't have the employee headaches. You don't have to worry about guys showing up late. You don't have to worry about guys tearing up your equipment, right? Bought a brand new. This is back in the day, still BR1, BR600 blower. I eventually switched to Echo and eventually I switched to Crest commercial. But my Original blower was steel 600, BR600. This thing was brand new, brand spanga new. You know, got the blower going and new guy fills the thing up with gas. Doesn't tell me fills it up with gas. We, you know, we work all day, work all day, the next day, and this thing ain't. Ain't start. I'm thinking, this, this blower is brand new. What in the world is going on? And take it into the shop. I was like, I just bought this thing. And you're like, hey, engine block. This thing's cooked. What'd you do, put gas in it? So I asked, you know, like the gentleman that no longer works for me, but, hey, you didn't by any chance, like, put gas in this? Like the same, you know, we have. We have a red gas can for the mower. This is gas. We got a blue gas can, five gallon, you know, gigantic blue gas can that says 50 to 1 mix ratio. You only put the blue in the power equipment. You only put the red in the gas. I mean, could we make it any more easier for you? You didn't happen to put the red gas can, gas in the blower, did you? Oh, yeah, yeah. Did you not remember the whole conversation about blue? Well, I didn't. You know, gas is gas. It was. Oh, man. Headaches, headaches, headaches, headaches. You don't care. You don't have to go, you know, spend 600 bucks on a new blower. It is anyway, zero headache when you're solo because you know what to do. We're going to hear a quick word from today's show sponsors. And coming up, I'm going to share more pros, more cons, and help you make the best decision of what business path is best for you. We'll be right back. Have you ever felt like you're drowning in scattered quotes, schedules and chasing payments that never come easy? I've been there with you. I used to be a chuck in the truck, completely disorganized and constantly chasing payments. But then I started using jobber back in 2019, and it was a complete game changer for my business. I'm still using it today. I love it and recommend it to all My coaching clients now. Jobber is an all in one business app software where you can store customer information, send quotes and invoices, schedule your appointments and even collect payments. Best of all, you know I talk about this a lot on the podcast. You can save a credit card on file for automatic and hassle free payments. No more awkward follow ups or lost money. You ready to simplify your business operations? Check the link in the show notes and use my special Jobber link and try it for free. You won't look back. Crest Commercial is the only solution for commercial landscapers to convert to electric with the power of gas, no downtime. With their 8 minute charging system and industry disrupting warranties that offer 6 years or 3000 full life cycles on the cyberpack batteries, there is no reason to not make the switch. To find out more about the free demos and how you can start saving up to $2,000 per year per crew, visit crest.com today to find your local dealer.
[14:18]
Podcast Host/Producer and Megan Koberly
Here's Megan Koberly from the Landscaping Bookkeeper.
[14:22]
Wayfair Announcer
The Landscaping Bookkeeper is a company for lawn care businesses under 300k. We like to onboard you under 300k so that we can educate you on your finances. Many bookkeepers love numbers, but we love the education behind the numbers. So each month we want to organize behind the scenes, but then we want to meet with you monthly to deliver your statement of cash flows, your profit and loss called the income statement and your balance sheet. And our real goal is to help you to understand how each of those work together so that you can see the health of your business. And not just crunch numbers. It's about actually putting them inside a framework so you know when to purchase and what to do with each of those facets of business.
[15:00]
Podcast Host/Producer and Megan Koberly
Schedule your free 15 minute call today at the landscaping bookkeeper.com.
[15:14]
Paul Jamison
All right, so so far we've only focused on the pros of being a solo operator. You got massive profit margins if you are and you should be pricing premium. If you are a solo operator, your prices should be so high. And the value proposition is Mrs. Smith, Mrs. Jones, Mrs. Wilson, you're getting me. I'm not sending out, you know, random people to take care of your property. I'm the one doing it every week. And because of that I charge super premium and we have a gigantic waiting list of people who would love for me to add them to my route. We want to keep you, we got, you got premium price. I'm talking about you're, you're so much more expensive than the other guys and they're going to want if they, if that's what they value is you being there in that quality of their property, they're going to pay you and you're going to have massive profit margins because you don't have all the payroll, you don't have all the other expenditures that are out there. And another benefit is that you should be cultivating way deeper relationships with your customers than just my friend who has, you know, the 11,000 customers, which is just crazy to think about. But I mean, they just show up, do the service and they're gone. But they're not, they're not invested in really building those relationships with your clients. But when you're on the property every week and it's you, that builds incredible loyalty, that builds incredible word of mouth referrals to where they're talking to their neighbors. And then you're, you're just, I mean, you can really, if you're a solo operator, you can really get your business down to just a couple of streets within one neighborhood because you just, you just dominate, you just dominate this street, you dominate that street. I mean, you should, you know, you could easily have enough work to make you rich just in one neighborhood. If it's a nice neighborhood and you are the face of the business, they know you, they want you. That's, that's very powerful. And then lastly, it's, it's simple. It's easy to pivot when you need to pivot, you know something in your business, it's easy to adjust your route. You're, you're the one, I mean, I, I use Jobber. You're, you're just, you're the one doing everything. It's just very simple. With Jobber, you just get their card on file, you're done mowing, you charge their card, Boom, you got paid. It's simple. You did the work, you got paid. There's not, in these big companies, right? They, they have, there's so there's so much more going on. So if you value simplicity, the solo operator, one crew setup is the way to go. Now here's the cons. The obvious one is the income ceiling. Okay? My friend who lives in the mansion with all the fancy cars, that, that does, you know, 15, $17 million a year and has for so long. You can't compete with that. There's a ceiling. If you're just, I'm going to say a solopreneur, it's just you. And let's say you don't work on Sundays, so you only work Monday through Friday with Saturdays is kind of like a, you know, safety net. If you had rain that week or you have to go work on a Saturdays, it's not preferred, but it's, it's there if it, you know, if it, Thursday's a washout, it's like, hey, okay, well, we're gonna have to, you know, work on Saturday, but, but you don't work on Sunday. So let's say you work 5ish days a week, maybe 6 some weeks. And you work, you know, you get going around 8:39am you work to about, you know, four or five, your, you know, capped. Even if you charge those customers I'm talking about, they're paying the highest price in your, in your city, you're still got an income ceiling. You're capped by the number of hours in the day. And I think more limiting than that is you're capped by your physical energy because you could have more time in the day. But how much actual physical energy do you have? Because it comes to a point when you, if you, if our bodies get fatigued and tired and worn out, it's now dangerous for us and, and for our future. And we have to, we have to work with a physical energy reservoir that's, you know, strong and, and, but that's limited. And the other con of the, the solo operator is it does take a toll emotionally, mentally, and most importantly, physically. You're out there mowing every day. And I've lived in southern states for a while that's hot in the summer, so I call it Hotlanta. I don't live there anymore, but it was hot. Where I live now is even hotter. They got weed eating, right? It takes a toll on your body. String trimming, bush trimming. Part of me takes a toll on your body, right? Lifting up that hedge trimmer takes, takes wear and tear on the shoulders. Heavy lifting takes a toll on your body over time. That's one of the cons of being the solo operators. You're doing the work. What hold does that take on your body? Another con is, this is the, the scary one is if you stop, the money stops. You want to go out of town? Want to go on a vacation? I have a friend of mine who's going on vacation this weekend and he's not in the landscaping industries, another industry. And okay, how long are you gonna be gone? He's like, oh, 13 days. I was thinking 13 days. You know, that's a long time. He's oh, yeah, you know, we're leaving on this date, we're coming back in this date and flying away to the vacation. And when you have a lawn mowing business and you're the one doing the work, and it's the spring, summer, early fall, you don't just leave for 13 days. So going on vacation as a solo operator, I won't say it's impossible, but it's challenging. You got a wedding on a Saturday out of town. Well, it's like you gotta grind it out Monday, Tuesday, Wednesday, Thursday. Let's say you're leaving Friday to go to that city. Hopefully by Thursday afternoon, Thursday evening you got all your customers yards done and they're happy and you, you know, load up the vehicle and head off to the wedding or go to the airport, fly out to the wedding, go to the wedding on Saturday. Now you're back on Sunday and then bam, Monday morning you're back to work. It's, it's not the solo operator, I would say, I don't say it's the biggest one because I think the income ceiling is the biggest one. But this, this one's huge. It makes it hard to travel and vacation and then even worse if you get sick now you gotta reach out to your customers and be like, hey, I, you know, unfortunately I'm, you know, can't make it this week. I'm not feeling well. Now they're gonna, if you've been doing a great job for years, they're going to be reasonable and hey, get well soon. See you next week. Get well soon. No big deal. Get well soon. But if it becomes an ongoing issue, they're going to fire your rear end. And what's worse is if you get injured, like if you are injured and you can't work for extended period of time now, now you're, I mean, you're definitely fired, they're going to hire someone else because the grass, you know, maybe one week you can get away with it. But if it's a multiple week thing and their property's not being taken care of, they're, they're going to hire the guy, you know, another company. So there are safety guards to this. There are some types of insurances that you can get in place that if you were to get an injury that the insurance policy would pay you, you can look into that. You know, the different options of insurances when you're a solo entrepreneur working by yourself, doing physical labor of what you can get in place if you do get injured. But I would absolutely have that if you're going to be a solo operator, just in case. But that is, that is One of the cons, and the other con is you are wearing every hat, right? You are the one sending the invoice, collecting the payment, getting the card on file with Jobber. You are the one putting door hangers on the doors. You are the one going down to. To get your truck wrapped. You are the one taking your truck into the shop to get it fixed. You are the one changing the blades on your lawnmower. You are the one going to get your lawnmower fixed. You are the one who's mowing. You are the one who's edging. You are the one who's blowing. You are the one. If you're doing fertilization and weed control like my buddy Jason Krill, you are the one spraying and praying, baby. So you are everything. Technician, mechanic, bookkeeper, marketer, customer service. Right. PHONE rings. Hey, you know, by any chance, did you guys. Did you forget to shut the gate? When you were done, old Coco ran out, got hit by a car. Truth? It's not funny, but that did happen to one of my friends. And. And that was. Oh, it was. I'm not sure if I can ever get him to talk about on the podcast, but it was crazy. I mean, it literally happened. It wasn't Coco. It was another dog. But the. They didn't. They. It was their fault. They didn't shut the gate. All right? Dog comes out, okay, Goes out on the street, gets run over. That's a tough pill to swallow. That was tough. It was all their fault. I mean, they, you know, security cameras there. I mean, guy confessed anyway, but. Security cameras there. Yep. Open the gate, go back there, Mo. Leave gate wide open. Customer comes home. Oh, the dog needs, you know, go, go number two. Open the door. Dog goes outside, goes to the bathroom, runs right out the gate, runs in the street. Bam. So, anyway, what was the misappreciation? So what was your point of that story? I. I didn't have a point. So it just. It just came to mind that you're. You're. One of the cons of being a solo operator is you're wearing every hat you got. You got to do everything, and that's a lot to handle. So in review, if you're considering going the solo operator, one crew setup the positives. Let's get back to the positives. Now. Your profit margins can be enormous. Your quality control should be 100 perfect, because you're the one doing the work. If you. If you have integrity and you care about working with excellence, it should be perfect. You have zero headaches of employees. Because you don't have any. Your customer relationships should be deep because you're the one on the property, you're the face of the business. And you know you're probably going to build deeper relationships with your customers and that's going to bring loyalty and more referrals. And it's more simple. The cons, you have a ceiling on your income. There's a physical toll of doing this work. When you stop working, the money stops coming in for illness, injury or vacation. You got to be continuously doing the work for the money to continuously flow in. And the other con is you're wearing every hat. So what we're gonna do because I got it, I got, I got ran out of time here, having too much fun. We're gonna go over the pros and cons of the million dollar plus multi crew operation on the next, probably the next episode. So be on the lookout for that one. There's a lot of cons and there's a lot of pros, AKA big money when you go that route. We'll talk about it on the next podcast. As always, thanks for listening. A quick favor to ask you, all right, on Apple podcast if you find value from my podcast, if you're listening all the way to the end here, hopefully you've got some value in this episode. Please. My favor is please leave me a rating and review on Apple podcast. We just had one come in from Messer, Messer Lawn Care. Five stars. Actually, Messer gave us a four star. I think he did that on accident because it shows you four. There's four orange stars, Messer, where there could be five orange stars. But then above that, for the title of his review, he put five star podcast. So I think he accidentally only hit four stars on Apple, I'm assuming. But he says friend of the show. Hi. I listen to this podcast every day while I'm working, even on a lawnmower. This podcast has changed the way I think about business. It's tell. It's helped me grow financially and spiritually. Thanks, Paul, for your wise advice, Master Lawn Care. Thank you, sir. Thank you for the four star review. Oh, man. Anyway, I think you meant to leave five stars, Mr. Producer, because it said five star review in the title. But yeah, yeah, yeah. If you got, when you, when you go to leave the review, there's, there's, there's stars and if you accidentally hit the fourth star instead of the fifth star will give us a four star review. But anyway, we'll take it because those words were very, very kind and encouraging. That you are growing financially and spiritually. So cool Master. Thank you for the kind words. But my my my request favor to ask is if you could leave us a five star rating and review. Not four stars. Five stars baby. If you're finding value from this podcast, a little note of how we've helped you. That would mean the world to us. Over there on Apple Podcasts or Spotify or wherever you listen, they have the the review rating system. We would appreciate your feedback. So thanks for listening. Help catch you on next episode.
[30:25]
Podcast Host/Producer and Megan Koberly
Hey it's Marty, producer of the Green Industry Podcast. This episode is over, but check the episode notes for links to products and services that you heard about during the episode. And thanks for listening.
[30:37]
Thrive Cosmetics Announcer
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Summary6 min read

Green Industry Podcast Episode Summary

Episode: Is Staying Small the Right Call? Solo Lawn Care Pros & Cons (Part 1)
Host: Paul Jamison
Date: June 5, 2026

Episode Overview

In this episode, Paul Jamison dives deep into the perennial dilemma faced by lawn care entrepreneurs: Is it better to remain a solo operator or small crew (staying small, lean, and ultra-profitable), or to scale up with multiple crews and chase million-dollar revenues? With stories, practical analysis, and straight talk, Paul lays out the pros and cons of solo operations, arming listeners with the clarity needed to choose their business path with intention and strategy.

Key Discussion Points and Insights

The Great Solo vs. Scale Debate

Intro Statement:
“Should you keep your operations small, lean, highly profitable? Is that solo operator, or is it time, baby, to put the pedal to the metal? Add multiple crews, chase that seven figure million dollar revenue mark or beyond?”
— Paul Jamison [01:10]
Paul emphasizes he has no “dog in the fight” and highlights both paths can lead to success, but each has unique upsides and drawbacks.

Pros of Solo Operation / One-Crew Setup

1. High Profit Margins

Key Point:
Without large payrolls, multiple trucks, or expensive overhead, solo operators can retain significantly more of their earnings compared to bigger companies.
Memorable Quote:
“As long as you got a good operation, you’re going to have gigantic profits that the bigger companies, it’s impossible for them to hit those profit margins just because of all the expenditures.”
— Paul Jamison [03:22]

2. Quality Control

Key Point:
Solo operators can maintain a consistently higher standard of work, knowing every detail about their clients and their properties.
Memorable Moments:
- Anecdotes about knowing customers’ dogs: “Little Coco’s gonna come running up to the door. Hey, you want a pet, Coco? Not really, but okay.” [05:07]
- Reference to a customer with a linebacker and a fluffy white dog named, ironically, Fluffy. [05:42]
Quality Assurance:
“Your standard of excellence never drops because you, you’re doing it.” [06:11]

3. Premium Pricing and Simplicity

Key Point:
Because of relationship depth and direct service, solo operators can command higher pricing.
Quote:
“If you are a solo operator, your prices should be so high. And the value proposition is ... you’re getting me.” [15:17]
Simplicity:
Being a solo operator allows for an agile business with straightforward operations (“It’s simple. You did the work, you got paid.” [15:58])

4. No Employee Drama

Key Point:
No need to manage unreliable workers, deal with lateness, or pay for equipment damaged by others.
Memorable Story:
- “Go to pick up my employee, which I know that’s a red flag... Drunk as a skunk.” [08:03]
- Blower incident with the wrong gas: “Could we make it any more easier for you? ... Gas is gas.” [10:28]

5. Deeper Customer Relationships

Key Point:
Repeat, face-to-face service strengthens loyalty and spikes referrals. “You can really get your business down to just a couple of streets within one neighborhood ... and you are the face of the business.” [16:21]

Cons of Solo Operation / One-Crew Setup

1. Income Ceiling

Key Point:
There’s a hard cap on earnings due to limited working hours and physical limitations.
Quote:
“Even if you charge those customers... the highest price in your city, you’re still got an income ceiling. You’re capped by the number of hours in the day. And I think more limiting than that is you’re capped by your physical energy.”
— Paul Jamison [17:10]

2. Physical and Emotional Toll

Key Point:
Daily lawn care work is backbreaking and takes a toll over time—especially in hot climates.
Quote:
“I’ve lived in southern states for a while that’s hot in the summer ... String trimming, bush trimming. Lifting up that hedge trimmer takes wear and tear on the shoulders.” [18:03]

3. No Work, No Income

Key Point:
If you go on vacation, get sick, or get injured, your revenue grinds to a halt.
Quote:
“When you have a lawn mowing business and you’re the one doing the work ... You don’t just leave for 13 days.” [19:09]
Sick Leave Reality:
Occasional missed weeks may be forgiven by longtime clients, but long absences mean clients will move on.

4. Wearing Every Hat

Key Point:
“You are the one sending the invoice, collecting the payment, getting the card on file... You are everything: technician, mechanic, bookkeeper, marketer, customer service.” [21:29]
Cautionary Tale:
Allegory to not shutting a customer’s gate: “Dog goes outside ... runs in the street. Bam.” [22:30]

Review and Synthesis

Solo Operator Advantages:

Massive profits (if run efficiently and priced right)
Best-in-class quality control and direct accountability
No employee management headaches
Strong, recurring client relationships and neighborhood dominance
Agility and simple business systems

Solo Operator Disadvantages:

Earning potential capped by time and physical output
Work is physically demanding and can wear you out
No revenue during vacations, illness, or injury (and risk of losing clients)
Responsible for every aspect of the business, from marketing to back-office work

Notable Quotes & Memorable Moments

Revenue is vanity, profit is sanity. [01:27]
“Drunk as a skunk. I mean, his eyes are cross eyed, he can’t speak. ‘Hey, B, I’m drunk. I can’t come.’” [08:14] (on unreliable employees)
“You should have gigantic profits... That’s probably the biggest reason why you would want to be a solo operator.” [03:56]
“You gotta be continuously doing the work for the money to continuously flow in.” [21:18]
“Could we make it any more easier for you? You didn’t happen to put the red gas can, gas in the blower, did you? ‘Oh, yeah, yeah. Did you not remember the whole conversation about blue? Well, I didn’t. You know, gas is gas.’” [10:46]

Timestamps for Key Segments

[01:10] Introduction to the episode’s central dilemma
[03:22] Biggest pro: profit margins of solo operation
[05:07–06:11] Deep dive into quality control and customer rapport
[08:03] Employee problem stories (drunk worker & equipment damage)
[14:18] Business operational simplicity and premium pricing power
[17:10] Income ceiling explained
[18:03] Physical toll of solo work described
[19:09] Challenges of taking vacation or sick days as a solo operator
[21:29] The burden of multitasking all roles in the business
[22:30] True (tragic) story about missing gate and a client’s pet
[29:13] Recap of solo operator pros & cons, tease for next episode

Tone and Delivery

Paul’s style: Relatable, humorous, direct—peppered with real anecdotes, friendly banter, and a penchant for memorable catchphrases (“easy peasy lemon squeezy”, “spraying and praying baby”, “massive profit margins”).
Balanced but candid: He stresses both paths to business ownership are valid if pursued knowingly—warns against drifting into a setup due to inertia or lack of planning.

What’s Next?

Paul teases a follow-up episode where he’ll break down the pros and cons of the “million dollar plus, multi-crew operation,” promising there’s “a lot of cons and a lot of pros, AKA big money when you go that route.” [29:28]

For listeners considering solo lawn care business, this episode provides a brutally honest reflection on the rewards and the relentless, often unseen, hustle required.

Loading summary

Transcript10 lines

[00:00]
Wayfair Announcer
Hey there, it's Wayfair here where delivery and setup are as easy as a few taps on your phone. You're relaxing in an old hammock, scrolling Wayfair's app when you spot it, a brand new patio set. Next thing you know, Wayfair delivers it right to your patio and sets it up. Oh, you need a new grill too. Alright, Wayfair's got you covered. With Wayfair's room of choice delivery and fast expert setup on qualifying orders, life gets a little easier. Visit Wayfair.com or the Wayfair app.
[00:26]
Paul Jamison
Wayfair Every style, Every home.
[00:32]
Podcast Host/Producer and Megan Koberly
Hello and welcome to the Green Industry podcast. Your go to guide for building a more profitable and thriving lawn care and landscaping business. Your host, Paul Jamison is the author of five best selling books including Cut that grass and make that Cash and his latest, Level up your money, all available on Amazon and Audible. Now get ready for more expert insights and practical strategies to boost your your business and level up your life. Here's Paul Jamison.
[01:10]
Paul Jamison
Welcome back to the Green Industry podcast. Today we are tackling the ultimate crossroads every lawn care entrepreneur eventually faces. Should you keep your operations small, lean, highly profitable? Is that solo operator or is it time, baby, to put the pedal to the metal? Add multiple crews, chase that seven figure million dollar revenue mark or beyond, we all know. Well, maybe not all of us, but you should know that revenue is vanity and profit is sanity. So today I'm going to break down the raw, just truth of the pros and cons of staying small versus scaling up. So hopefully that will help you decide which path is the true ticket to leveling up your life and your business. And before we get into it, I want to say I don't have a dog in the fight. I have a friend who has 11,000 customers. He does, you know, crazy amounts of revenue. I mean close to $20 million a year and lives in a big old house. I've been to his house, big old business and he's successful. So that path works. And if he does sell that business one day, which I'm imagining he would, he gonna get tens of millions of dollars for it. Now I also have friends who are a solo operator or maybe they're one crew operator, meaning they are working and maybe they have, you know, Pookie helping and Johnny and Timmy, you know, but there's only one crew and they're crushing it and they're happy as a lark in the park and they're successful as well. So I don't care if you go the route of the solo operator or you go the route of million dollar or multi million dollar business. But what I do care about is that, you know, mainly the cons, the negatives of each of these paths. And of course I'm going to share the pros as well the positives, because why would you do it if there wasn't upside to it? But there is downside to both and I just want to make sure that you're aware of it so that you can choose your path with strategy rather than just letting circumstances build your business. So let's dive into the solo operator first. And I'm going to, I'm going to, I'm going to do solo operator and I'm gonna mix in there the one crew setup. Because it's, it's really kind of similar whether you're just doing all the work yourself and you never have a helper or, you know, employee or maybe you are working all by yourself, but occasionally, you know, Johnny helps out or whoever. Maybe they're part time in the summer and you have a little helper here there. It's, it's pretty much the same thing with that setup. Here's the pros. The profit margins can potentially be absolutely massive because my friend with 11,000 customers, okay, and, and hundreds of employees, he doesn't even know all his employees names or faces. Like, hey, bump into him at Costco and be like, hey, I work for you. Like, oh, you know, nice to meet you. Right, right. But anyway, my friend that has the big company, his payroll is gigantic, right? They pay on Mondays, but every, every Monday when they pay their team, it's a huge payroll, right? They have a fleet of trucks. All them trucks cost money, right? They have rental units, like a ton of them. Like, they basically own the whole rental. Not all literally, but, you know, I got a ton of rental space for where they keep all the mowers and equipment and trucks and everything. Well, all of that eats into the big guy's profits. So if you're just a solo operator, you don't have to pay for the vehicle repairs of the vehicle insurances on these fleet of trucks. You don't have my one buddy, his payroll is 200,000 every month. Pardon me? Every pay period. Every pay period. Just. I was just like, that's just crazy. That's crazy. Anyway, I got, I got several friends with these big companies and it's just like, whoa. So anyway, when you're solo, you don't have to deal with the payroll or, you know, big payroll. You don't have to deal with all the other stuff. So you should have gigantic profits. That's probably the biggest reason why you would want to be a solo operator. One crew set up. As long as you got a good operation, you're going to have gigantic profits that the bigger companies, it's impossible for them to hit those profit margins just because of all the expenditures. Secondly. Hold on, Mr. Producer. Thank you. Secondly, we are going to do a better job with quality control. When you're the one on every property every single week, you pro. I mean, you probably know every single customer's names. You probably know their dog's names. You probably know their spouse's names, their kids names. I mean, if you're, if you're mowing their yard for multiple years, right, Little Coco's gonna come running up to the door. Hey, you want a pet, Coco? Not really, but okay. Hey, Coco, you want to treat Coco? Oh, hey, Coco. Right? You, you, you learn the dog's names, right? Coco's a little white fluffy dog for one of my favorite customers. I, I served this customer for 10 years in a row. One of my first customers. And I served them all the way up 10 years in a row. They never moved. Great customers. I think about year three or four, they got this little white fluffy dog, Coco and nerd customers. Dog's name was ironically Fluffy. Big linebacker for the New England Patriots. Big football player guy. He had me Hugh Humongous on the super bowl. Or actually they lost in the super bowl that year, but that team that went undefeated anyway, big old jacked linebacker, big old muscles. And he's got this little, his dog, a little white one too. Fluffy. Hey, Fluffy. Anyway, people are funny with their dogs, but my point is quality control. You're on that customer's property every week. You are. I'm not talking about your, your worker that you just hired last week. It's his first week. His quality control might not be that good, but your standard of excellence never drops because you, you're doing it. Unless you're just low character, you don't have a high standard of excellence. But if you're somebody who cares about your customer's yard looking nice, and you're the one actually doing it as a solo operator, a one crew setup, you are going to make sure them edges are crispy as possible. Those stripes are straight with sharp blades, and they're looking good, your customers yards are going to look the best because you are the one doing it. So now you got massive profit margins. Your customers are happy because of the quality Control. You can charge a premium because it's you they want you. And probably the biggest pro to solo operator, you don't have the employee headaches. You don't have to worry about guys showing up late. I went to pick up a guy one time, which is not a good habit to be in where you have to go pick up your employees. But this guy didn't have a vehicle, let alone a license. And there's a whole story behind all of that. But I doing a job. Shout out to my boy Tony Rudolph in Lake Oconee. I was doing a, a job down there. Great waters neighborhood, Lake Oconee. Tony knows. And I got to go pick up my guy in the morning. He lives near downtown Atlanta. And I'm going out of my way because it, there's back roads I can take out to Lake Oconee. If I living in Lawrenceville at the time. I could just head on out there. Easy, easy peasy lemon squeezy. I go all the way down to downtown Atlanta, out of my way, pick up this guy so we can go do this big job for a big, big customer. Big job, very important. Go to pick up my employee, which I know that's a red flag, but in to pick him up Saturday morning, drunk as a skunk. I mean, his eyes are cross eyed, he can't speak. Hey, B, I'm drunk. He just tells me I'm drunk. I can't come. I'm drunk. And I'm, I'm, I'm sitting there thinking, we, you know, we're sat there for about a half hour. I was like, I have to have you working today because we got this big job. My customers are waiting for me. Literally they're home that day. They're like waiting around for us. Hey, what do you want in your coffee? I mean, they're ready for us. And he's so drunk. And I'm like, just get in the truck. You know, sober him up, give him a breakfast burrito and a cup of coffee and see if we can get him back, you know, back to something. And he just can't. I mean, he can't walk. He just, you know, stumbling, fumbling. And I'm, I'm realizing, okay, I don't, I don't think it's actually feasible for him to be working today. So anyway, long story, I pick up another guy that was Bows Worth. I mean this guy was. Oh, man. But anyway, I say all that to say if you're, if you're a solo operator and it's just, you you don't have the employee headaches. You don't have to worry about guys showing up late. You don't have to worry about guys tearing up your equipment, right? Bought a brand new. This is back in the day, still BR1, BR600 blower. I eventually switched to Echo and eventually I switched to Crest commercial. But my Original blower was steel 600, BR600. This thing was brand new, brand spanga new. You know, got the blower going and new guy fills the thing up with gas. Doesn't tell me fills it up with gas. We, you know, we work all day, work all day, the next day, and this thing ain't. Ain't start. I'm thinking, this, this blower is brand new. What in the world is going on? And take it into the shop. I was like, I just bought this thing. And you're like, hey, engine block. This thing's cooked. What'd you do, put gas in it? So I asked, you know, like the gentleman that no longer works for me, but, hey, you didn't by any chance, like, put gas in this? Like the same, you know, we have. We have a red gas can for the mower. This is gas. We got a blue gas can, five gallon, you know, gigantic blue gas can that says 50 to 1 mix ratio. You only put the blue in the power equipment. You only put the red in the gas. I mean, could we make it any more easier for you? You didn't happen to put the red gas can, gas in the blower, did you? Oh, yeah, yeah. Did you not remember the whole conversation about blue? Well, I didn't. You know, gas is gas. It was. Oh, man. Headaches, headaches, headaches, headaches. You don't care. You don't have to go, you know, spend 600 bucks on a new blower. It is anyway, zero headache when you're solo because you know what to do. We're going to hear a quick word from today's show sponsors. And coming up, I'm going to share more pros, more cons, and help you make the best decision of what business path is best for you. We'll be right back. Have you ever felt like you're drowning in scattered quotes, schedules and chasing payments that never come easy? I've been there with you. I used to be a chuck in the truck, completely disorganized and constantly chasing payments. But then I started using jobber back in 2019, and it was a complete game changer for my business. I'm still using it today. I love it and recommend it to all My coaching clients now. Jobber is an all in one business app software where you can store customer information, send quotes and invoices, schedule your appointments and even collect payments. Best of all, you know I talk about this a lot on the podcast. You can save a credit card on file for automatic and hassle free payments. No more awkward follow ups or lost money. You ready to simplify your business operations? Check the link in the show notes and use my special Jobber link and try it for free. You won't look back. Crest Commercial is the only solution for commercial landscapers to convert to electric with the power of gas, no downtime. With their 8 minute charging system and industry disrupting warranties that offer 6 years or 3000 full life cycles on the cyberpack batteries, there is no reason to not make the switch. To find out more about the free demos and how you can start saving up to $2,000 per year per crew, visit crest.com today to find your local dealer.
[14:18]
Podcast Host/Producer and Megan Koberly
Here's Megan Koberly from the Landscaping Bookkeeper.
[14:22]
Wayfair Announcer
The Landscaping Bookkeeper is a company for lawn care businesses under 300k. We like to onboard you under 300k so that we can educate you on your finances. Many bookkeepers love numbers, but we love the education behind the numbers. So each month we want to organize behind the scenes, but then we want to meet with you monthly to deliver your statement of cash flows, your profit and loss called the income statement and your balance sheet. And our real goal is to help you to understand how each of those work together so that you can see the health of your business. And not just crunch numbers. It's about actually putting them inside a framework so you know when to purchase and what to do with each of those facets of business.
[15:00]
Podcast Host/Producer and Megan Koberly
Schedule your free 15 minute call today at the landscaping bookkeeper.com.
[15:14]
Paul Jamison
All right, so so far we've only focused on the pros of being a solo operator. You got massive profit margins if you are and you should be pricing premium. If you are a solo operator, your prices should be so high. And the value proposition is Mrs. Smith, Mrs. Jones, Mrs. Wilson, you're getting me. I'm not sending out, you know, random people to take care of your property. I'm the one doing it every week. And because of that I charge super premium and we have a gigantic waiting list of people who would love for me to add them to my route. We want to keep you, we got, you got premium price. I'm talking about you're, you're so much more expensive than the other guys and they're going to want if they, if that's what they value is you being there in that quality of their property, they're going to pay you and you're going to have massive profit margins because you don't have all the payroll, you don't have all the other expenditures that are out there. And another benefit is that you should be cultivating way deeper relationships with your customers than just my friend who has, you know, the 11,000 customers, which is just crazy to think about. But I mean, they just show up, do the service and they're gone. But they're not, they're not invested in really building those relationships with your clients. But when you're on the property every week and it's you, that builds incredible loyalty, that builds incredible word of mouth referrals to where they're talking to their neighbors. And then you're, you're just, I mean, you can really, if you're a solo operator, you can really get your business down to just a couple of streets within one neighborhood because you just, you just dominate, you just dominate this street, you dominate that street. I mean, you should, you know, you could easily have enough work to make you rich just in one neighborhood. If it's a nice neighborhood and you are the face of the business, they know you, they want you. That's, that's very powerful. And then lastly, it's, it's simple. It's easy to pivot when you need to pivot, you know something in your business, it's easy to adjust your route. You're, you're the one, I mean, I, I use Jobber. You're, you're just, you're the one doing everything. It's just very simple. With Jobber, you just get their card on file, you're done mowing, you charge their card, Boom, you got paid. It's simple. You did the work, you got paid. There's not, in these big companies, right? They, they have, there's so there's so much more going on. So if you value simplicity, the solo operator, one crew setup is the way to go. Now here's the cons. The obvious one is the income ceiling. Okay? My friend who lives in the mansion with all the fancy cars, that, that does, you know, 15, $17 million a year and has for so long. You can't compete with that. There's a ceiling. If you're just, I'm going to say a solopreneur, it's just you. And let's say you don't work on Sundays, so you only work Monday through Friday with Saturdays is kind of like a, you know, safety net. If you had rain that week or you have to go work on a Saturdays, it's not preferred, but it's, it's there if it, you know, if it, Thursday's a washout, it's like, hey, okay, well, we're gonna have to, you know, work on Saturday, but, but you don't work on Sunday. So let's say you work 5ish days a week, maybe 6 some weeks. And you work, you know, you get going around 8:39am you work to about, you know, four or five, your, you know, capped. Even if you charge those customers I'm talking about, they're paying the highest price in your, in your city, you're still got an income ceiling. You're capped by the number of hours in the day. And I think more limiting than that is you're capped by your physical energy because you could have more time in the day. But how much actual physical energy do you have? Because it comes to a point when you, if you, if our bodies get fatigued and tired and worn out, it's now dangerous for us and, and for our future. And we have to, we have to work with a physical energy reservoir that's, you know, strong and, and, but that's limited. And the other con of the, the solo operator is it does take a toll emotionally, mentally, and most importantly, physically. You're out there mowing every day. And I've lived in southern states for a while that's hot in the summer, so I call it Hotlanta. I don't live there anymore, but it was hot. Where I live now is even hotter. They got weed eating, right? It takes a toll on your body. String trimming, bush trimming. Part of me takes a toll on your body, right? Lifting up that hedge trimmer takes, takes wear and tear on the shoulders. Heavy lifting takes a toll on your body over time. That's one of the cons of being the solo operators. You're doing the work. What hold does that take on your body? Another con is, this is the, the scary one is if you stop, the money stops. You want to go out of town? Want to go on a vacation? I have a friend of mine who's going on vacation this weekend and he's not in the landscaping industries, another industry. And okay, how long are you gonna be gone? He's like, oh, 13 days. I was thinking 13 days. You know, that's a long time. He's oh, yeah, you know, we're leaving on this date, we're coming back in this date and flying away to the vacation. And when you have a lawn mowing business and you're the one doing the work, and it's the spring, summer, early fall, you don't just leave for 13 days. So going on vacation as a solo operator, I won't say it's impossible, but it's challenging. You got a wedding on a Saturday out of town. Well, it's like you gotta grind it out Monday, Tuesday, Wednesday, Thursday. Let's say you're leaving Friday to go to that city. Hopefully by Thursday afternoon, Thursday evening you got all your customers yards done and they're happy and you, you know, load up the vehicle and head off to the wedding or go to the airport, fly out to the wedding, go to the wedding on Saturday. Now you're back on Sunday and then bam, Monday morning you're back to work. It's, it's not the solo operator, I would say, I don't say it's the biggest one because I think the income ceiling is the biggest one. But this, this one's huge. It makes it hard to travel and vacation and then even worse if you get sick now you gotta reach out to your customers and be like, hey, I, you know, unfortunately I'm, you know, can't make it this week. I'm not feeling well. Now they're gonna, if you've been doing a great job for years, they're going to be reasonable and hey, get well soon. See you next week. Get well soon. No big deal. Get well soon. But if it becomes an ongoing issue, they're going to fire your rear end. And what's worse is if you get injured, like if you are injured and you can't work for extended period of time now, now you're, I mean, you're definitely fired, they're going to hire someone else because the grass, you know, maybe one week you can get away with it. But if it's a multiple week thing and their property's not being taken care of, they're, they're going to hire the guy, you know, another company. So there are safety guards to this. There are some types of insurances that you can get in place that if you were to get an injury that the insurance policy would pay you, you can look into that. You know, the different options of insurances when you're a solo entrepreneur working by yourself, doing physical labor of what you can get in place if you do get injured. But I would absolutely have that if you're going to be a solo operator, just in case. But that is, that is One of the cons, and the other con is you are wearing every hat, right? You are the one sending the invoice, collecting the payment, getting the card on file with Jobber. You are the one putting door hangers on the doors. You are the one going down to. To get your truck wrapped. You are the one taking your truck into the shop to get it fixed. You are the one changing the blades on your lawnmower. You are the one going to get your lawnmower fixed. You are the one who's mowing. You are the one who's edging. You are the one who's blowing. You are the one. If you're doing fertilization and weed control like my buddy Jason Krill, you are the one spraying and praying, baby. So you are everything. Technician, mechanic, bookkeeper, marketer, customer service. Right. PHONE rings. Hey, you know, by any chance, did you guys. Did you forget to shut the gate? When you were done, old Coco ran out, got hit by a car. Truth? It's not funny, but that did happen to one of my friends. And. And that was. Oh, it was. I'm not sure if I can ever get him to talk about on the podcast, but it was crazy. I mean, it literally happened. It wasn't Coco. It was another dog. But the. They didn't. They. It was their fault. They didn't shut the gate. All right? Dog comes out, okay, Goes out on the street, gets run over. That's a tough pill to swallow. That was tough. It was all their fault. I mean, they, you know, security cameras there. I mean, guy confessed anyway, but. Security cameras there. Yep. Open the gate, go back there, Mo. Leave gate wide open. Customer comes home. Oh, the dog needs, you know, go, go number two. Open the door. Dog goes outside, goes to the bathroom, runs right out the gate, runs in the street. Bam. So, anyway, what was the misappreciation? So what was your point of that story? I. I didn't have a point. So it just. It just came to mind that you're. You're. One of the cons of being a solo operator is you're wearing every hat you got. You got to do everything, and that's a lot to handle. So in review, if you're considering going the solo operator, one crew setup the positives. Let's get back to the positives. Now. Your profit margins can be enormous. Your quality control should be 100 perfect, because you're the one doing the work. If you. If you have integrity and you care about working with excellence, it should be perfect. You have zero headaches of employees. Because you don't have any. Your customer relationships should be deep because you're the one on the property, you're the face of the business. And you know you're probably going to build deeper relationships with your customers and that's going to bring loyalty and more referrals. And it's more simple. The cons, you have a ceiling on your income. There's a physical toll of doing this work. When you stop working, the money stops coming in for illness, injury or vacation. You got to be continuously doing the work for the money to continuously flow in. And the other con is you're wearing every hat. So what we're gonna do because I got it, I got, I got ran out of time here, having too much fun. We're gonna go over the pros and cons of the million dollar plus multi crew operation on the next, probably the next episode. So be on the lookout for that one. There's a lot of cons and there's a lot of pros, AKA big money when you go that route. We'll talk about it on the next podcast. As always, thanks for listening. A quick favor to ask you, all right, on Apple podcast if you find value from my podcast, if you're listening all the way to the end here, hopefully you've got some value in this episode. Please. My favor is please leave me a rating and review on Apple podcast. We just had one come in from Messer, Messer Lawn Care. Five stars. Actually, Messer gave us a four star. I think he did that on accident because it shows you four. There's four orange stars, Messer, where there could be five orange stars. But then above that, for the title of his review, he put five star podcast. So I think he accidentally only hit four stars on Apple, I'm assuming. But he says friend of the show. Hi. I listen to this podcast every day while I'm working, even on a lawnmower. This podcast has changed the way I think about business. It's tell. It's helped me grow financially and spiritually. Thanks, Paul, for your wise advice, Master Lawn Care. Thank you, sir. Thank you for the four star review. Oh, man. Anyway, I think you meant to leave five stars, Mr. Producer, because it said five star review in the title. But yeah, yeah, yeah. If you got, when you, when you go to leave the review, there's, there's, there's stars and if you accidentally hit the fourth star instead of the fifth star will give us a four star review. But anyway, we'll take it because those words were very, very kind and encouraging. That you are growing financially and spiritually. So cool Master. Thank you for the kind words. But my my my request favor to ask is if you could leave us a five star rating and review. Not four stars. Five stars baby. If you're finding value from this podcast, a little note of how we've helped you. That would mean the world to us. Over there on Apple Podcasts or Spotify or wherever you listen, they have the the review rating system. We would appreciate your feedback. So thanks for listening. Help catch you on next episode.
[30:25]
Podcast Host/Producer and Megan Koberly
Hey it's Marty, producer of the Green Industry Podcast. This episode is over, but check the episode notes for links to products and services that you heard about during the episode. And thanks for listening.
[30:37]
Thrive Cosmetics Announcer
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