Ep 115. Selling Smarter: On-Site Sales, SOPs, and Running Lean

Summary

Podcast Summary: Green Side Up – Ep 115: Selling Smarter: On-Site Sales, SOPs, and Running Lean

Release Date: March 12, 2026
Hosts: Jason Lee & Jordan Upcavage

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Episode Overview

This episode of Green Side Up dives deep into the world of sales, SOPs (Standard Operating Procedures), and operational efficiency in landscaping and tree care businesses. Hosts Jason Lee, a seasoned landscaper, and Jordan Upcavage, a tree care expert, provide no-nonsense, field-tested insights on building smarter sales processes, implementing digital SOPs, dealing with lean crews, and balancing day-to-day business realities. Expect candid stories, practical solutions, and a transparent look behind the scenes as they walk through their own sales techniques and lessons learned.

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Key Discussion Points & Insights

1. Landscaper Event Recap & Digital SOPs

[02:01 – 08:10] Jason: LeanScaper Operations Intensive

• Jason attended the LeanScaper operations event, gaining hands-on exposure to the Lana AI platform for SOP development.
• Lana AI: An AI platform tailored for landscapers, enabling creation, storage, and implementation of digital SOPs, checklists, and lean boards.
• Major Takeaway: The value lies in having “a place for all these processes and systems that we all have a hard time implementing, having a place for all these things to live” ([03:16], Jason).
• Eliminates paper checklists; uses tablets for real-time updates by crews.
• Still considering the investment due to current cash flow constraints, despite recognizing its potential for streamlining and micromanaging processes.

2. Real World Inventory & Accountability Challenges

[08:10 – 12:59] Jason & Jordan on Checklists and Tools

• Both hosts share stories of tools left at job sites—chainsaws, gas cans, and specialty equipment.
• Jordan underscores that checklists are useless if “the person filling them out gives a shit” ([09:22], Jordan).
• They credit their recent leaner crews and company culture with reducing these mishaps—a direct result of laying off underperforming employees and keeping only team members who take pride in their work.

3. Running Lean, Team Turnover, and Job Backlogs

[10:49 – 19:56] Jordan: Lean Crews and Employee Changes

• Jordan describes laying off six employees and losing others, paring the team from 23 down to 15.
• Candid about letting an employee go for “values that did not align” with the company—kept discreet but highlighting how culture impacts operations ([11:11], Jordan).
• Despite being "down to 15 employees and the work is increasing," he remains optimistic and motivated by finally having several days of work in the books after months of living “day-to-day” ([18:52], Jordan).

4. Adapting to Seasonal Uncertainty & Cash Flow Struggles

[19:30 – 21:10] Jordan's Perspective

• Jordan reflects on the stress of unpredictable schedules and how he's grown used to “waking up every morning and selling work just to stay afloat.”
• The segment encapsulates the psychological grind of seasonal business: “After like four months of that... I just kind of got used to it...it’s normal” ([20:11], Jordan).

5. On-Site Sales: Process Walkthroughs

A. Design/Build Landscaping Sales Process

[27:51 – 46:02] Jason’s Process

• Pre-Visit: Office staff calls clients to confirm appointments, usually 1–2 days in advance.
• On Arrival: (Ideally) calls client en route; avoids entering clients' houses, preferring yard walk-arounds for practical access reasons.
• Discovery: Begins by clarifying client needs, their goals, and how they use the space (fire pits, seating areas, etc).
• Site Analysis: Details checks for utilities (noting recent costly mishaps with cable lines under mulch), irrigation, drainage, and other logistical hurdles.
  • "[Cable lines] under the mulch...cost us $500 each in recent months." ([31:25], Jason)
• On-the-Spot Design: Uses photos and markup tools (Company Cam) or physical spray paint for quick sketches and concepts onsite.
• Pricing: For smaller jobs, aims to provide an exact quote on the spot (“to the penny” if possible); for more complex jobs, gives a confirmed range and follows up as soon as possible.
• Client Education: Emphasizes setting expectations around plant variability and the likelihood of last-minute species swaps, always noting “What plants don’t you like?” to align designs with preferences.

B. Tree Care Sales Process

[47:37 – 60:01] Jordan’s Process

• Lead Intake: All leads logged in SingleOps with mandatory “lead source” field for accurate tracking.
• Appointment Scheduling: Schedules in “between time” blocks (e.g., 11–12), not fixed times.
• Client Communication: Courtesy call on approach, considered essential.
  • “Hey Doug, this is Jordan, Independent Tree. Just wanted to give a courtesy call… I’m about eight minutes away.” ([47:55], Jordan)
• On Arrival: Mindful parking, avoids blocking driveways or walking over roots; shows professionalism even in the little things.
• Fact-Finding: Starts with open-ended questions: “How can I help you? What are your concerns? What are your goals?”—never assumes the solution is obvious.
• Education First: Explains tree species, health, and risks, often debunking common myths (e.g., what dead branches really mean).
  • “Dead branches are normal....Now if we find dead branches up at the top...something’s not right. That’s root degradation due to fungus or construction compaction.” ([48:47], Jordan)
• Proposals & Closing: Recaps the plan verbally, then typically writes up and emails the proposal from the driveway—used to close on the spot but now finds email follow-ups suffice.
• Guidance v. Pressure: Emphasizes client empowerment: “I very much care that I have given you all the information and education so you can make an informed decision. That’s what I very much care about.” ([52:38], Jordan)

6. Adaptations for Growth and Efficiency

• Both hosts are actively pushing toward more on-site closes for efficiency, using tools like digital sketch-ups, product images in proposals, and immediate proposal generation.
• The importance of education, transparency, and minimal pressure in their sales approach is repeatedly emphasized.

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Notable Quotes & Memorable Moments

• On Digital SOPs:
  “All these things that we’re already doing on paper…now through Leanscaper and Lana AI, this is something that we can easily have the guys pull up on their tablets. Check, check, check. And then…real time shows up. If we log in, we can see everything done in real time.”
  — Jason, [04:30]

• On Employee Culture:
  “Checklists only work if the person filling them out gives a shit. Now, if you have a person to begin with that gives a shit, you’re probably less likely to leave your shit everywhere.”
  — Jordan, [09:22]

• On Running Lean:
  “I have the fewest number of employees I’ve had in a long time…But I’ll tell you, the values of this individual did not align with the values of independent tree service…So I’m down to 15 employees right now, Jason, and the work is increasing.”
  — Jordan, [10:49, 15:26]

• On Business Anxiety:
  “It’s been so day to day since end of October that I’m now very callous and numb to it…After like four months of that being my life, I just kind of got used to it. And it’s normal: better sell something or we’re twiddling our thumbs…”
  — Jordan, [20:11]

• On Sales Process—Tree Work:
  “I don’t care what the client chooses to do. I very much care that I have given you all the information and education so you can make an informed decision. That’s what I very much care about.”
  — Jordan, [52:38]

• On Jobsite Etiquette:
  “I try not to go through [the customer’s] house…Because me going through your house actually takes away from my knowledge of your property…I still need to then scout around and look at our access via the sides of your house to get to the backyard.”
  — Jordan, [36:16]

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Segment Timestamps

• Jason’s LeanScaper event/SOPs deep dive: [02:01 – 07:12]
• Checklist reality & tool inventory stories: [08:10 – 12:59]
• Team reductions & company culture: [10:49 – 19:56]
• Selling with barely any backlog / Cash flow stress: [19:30 – 21:10]
• Landscaping sales script, step-by-step: [27:51 – 46:02]
• Tree care sales script, step-by-step: [47:37 – 60:01]
• Comparing tree/landscape sales cycles & proposal tactics: [43:58 – 46:02]
• Closing thoughts, future episode teasers, and shout-outs: [60:01 – 64:01]

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Key Takeaways

• Digital tools—from AI-driven SOPs to instant jobsite markups—are shaping efficiency, but their value depends on staff engagement and culture.
• Running a lean operation intensifies the importance of each team member’s buy-in, accountability, and pride in workmanship.
• The sales process for both landscaping and tree care is rooted in open communication, practical site analysis, client education, and, ideally, expedient quoting/closing.
• Both hosts see follow-up, client empowerment, and continuous process improvement—not high-pressure “closing”—as the true keys to growing sales and securing repeat/word-of-mouth business.

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Connect & Upcoming Topics

• Next week, the hosts will tackle follow-up & scheduling, and provide updates on business development manager initiatives.
• For questions or to reach out: greensideuppodcastmail.com, or social media (Instagram/Facebook).

End Note from Jason:
"Keep working hard so you can play even harder, and keep the green side up." ([63:25])

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Transcript

[A]

Welcome to Green side Up, the perfect podcast for small business entrepreneurs looking to cultivate success in the landscaping and tree care industry. Join Jason Lee, a seasoned landscaper, and Jordan Upkavage, a true tree whisperer, as they share their wealth of experience and insights to navigate the challenges of growing your business. Get ready to hear real life stories, practical solutions, and invaluable advice that will empower you to thrive amidst the chaos of entrepreneurship. And now, let's keep the Green side Up with your hosts, Jason Lee and Jordan Upcavage. Buenos dias, Jordan.

[B]

Hey, man. Happy. Happy morning to you. How are you?

[A]

Happy morning. Welcome back to this week's episode of Green side Up podcast. Let's do this shit.

[B]

Okay, here we go. So we deliberated a little bit back and forth on what we're going to talk about today, and I think we're going to continue on the topic of sales. Right. We had our last week's episode of attempting to answer some sales processes from Cairo Landscape.

[A]

Yep.

[B]

Right. See, the old. The old noodles working up here in the brain, and I don't think we were able to cover the whole thing. Ah, damn it. Just had somebody call out

[A]

Real Time Entrepreneurship live here on Green side Up podcast.

[B]

I don't want to read it out loud. I don't want to, like, give it away, but. Hey, Jordan, I need to go to a doctor. Yeah, we have some health issues. Okay, sorry, one second here.

[A]

You talk.

[B]

Let me respond to this text.

[A]

All right, so I'll talk about my recent adventure. Going down to leanscaper. So I went down to a leanscaper event in Cape Coral hosted by Mark Bradley and the leanscaper team. It was their operations intensive. So we went down. We had met Mr. Paul at leanscaper back at equip in October, and we zoomed with Paul and we went on a couple of webinars with leanscaper and looked at Lana AI, which all seemed very attractive. So I got to go down and anyway go more in depth with the leanscaper team through the operations intensive. Obviously, being a business owner, I was part of a leadership track where they also had operation people's operations teams there and finance teams and a couple of different tracks of what was going on with the speaking engagements. Well, we got to go through and actually use. Use the Lana AI as part of leanscaper and build out some SOPs and programs. So being able to see how that program works in real time and with being shown how to use it was. Was very interesting. So it has a little. I see how it could have a lot of potential and benefit for industry and streamlining communication. Streamlining communication and also having a place for all of these processes and systems that we're making in our business that we all have a hard time implementing, having a place for all these things to live. All right, so that's one of all

[B]

goes and lives there. Are you going to use it or is it just going to go live there and hide and you paid a lot of money.

[A]

Well, I, I don't know and I think that all falls on who's using it. But I'll tell you what, one of our biggest pain points is not having a place for it to live so that we can use it. So that was one of my biggest takeaways was now they've taken one. They're using LANA to create all these systems and processes which is it's a chatgpt juiced up on super steer landscape knowledge and industry which is constantly being built out by all the landscapers that are using it and enhanced. So it's taking the power of the robots and making it very landscape, industry specific. But at the end of the day I think it gets back to the user of actually using it. And it's also designed, they're designing it to be accessible through just like we're doing our. One of the examples was the morning rollout. You know, what's a daily, weekly and monthly task that your guys do during, you know, during your morning rollouts. And we got down into and it's. For me it was pretty much what we're using with our, you know, our Monday morning checklist when we check, you know, vehicles and trailers and all the safety, safety items that we check every Monday. And then the SOP that we developed in LANA was very or would have encompassed all of our Monday morning checklists. We already have our end of the day checklist for inventory for equipment coming back from jobs. So all these things that we're already doing on paper in a weekly and monthly checklist now through leanscaper and Lana AI if you have this SOP and of course it's all their named widgets of leanscaper but they call a lean board, which is an active thing that lives in this program that instead of having paper copies that no one ever looks at again, these lean boards are active documents where on the checklist you create to dos and then when the guys do it, they move it over and they're checking the boxes. And for us, you know, it might be something that if you're out there and you have employees and crew leaders that are, you know, on their personal phones, that's one thing. But all of our guys have tablets, all of our crews run tablets. So for us it would be something like, I'm looking at this, it's like, okay, instead of all these pieces of paper, now this is something that we can easily have the guys pull up on their tablets. Check, check, check. And then check, check, check. Real time shows up. If we log into Landscaper, then we can see everything that gets done in real time. So it's already done. So it's like the management of it, the implementation of it, the documentation of it and then the management of it is all done through this program, which seemed pretty, which seemed pretty interesting. So, all right, I don't know. And there's so much more that goes into it. Like I said, we had an overwhelming two days of information rolling through my head, four hours of sleep.

[B]

How much does it cost?

[A]

It's not cheap. Okay, I don't, I don't remember. Or else I'd say I don't remember from our initial conversation. But I've got a follow up call with Paul next week. But like for us, after our recent HOA losses, where our cash flow is, I'm hand strung, like I'm not spending any more money on anything. But I think that now when we go back and I debrief everybody on Landscaper, I think between what it could, you know, and what we're doing with those sops from the morning, the weekly equipment checks and the daily checks, you know, that's a pretty, I mean, I wouldn't say that we've got it down pat by any means, but I mean we're doing it effectively in our business. So we've, so we're already doing it, but we're not follow. It's not a. We're doing it, but then it's not necessarily a managed, a managed thing. So yeah,

[B]

so we, Buddy, I don't know man. This isn't the sales process, but this is real. I mean we got tons of stuff and we had a tool checklist where you have this, this chainsaw and that chainsaw and this power pruner and how many poles and how many pole saw heads and where's your pole clip, how many rigging lines? And like we had check ins and you'd check everything in as it would come into the pod and that way, oh, who, who's missing a pole? It must be on a job site. And I don't know if the guys still do that sometimes, like. But, you know, we follow up with each customer when we're done. And sometimes, like, yeah, the guy has left this long yellow pole here and it's by the garage. So then I got to send them back to go get it. Or size ridiculous. Sometimes they leave a chainsaw. Like, they left a chainsaw. It's a really big, expensive one. I think you'd like it back, Jordan.

[A]

My guys, my guys left the 5 gallon gas can in my front yard last week. Still there. But obviously that didn't get checked off on an inventory list. It's still sitting in my yard. It'll be a yard ornament until they come back.

[B]

I mean, I don't have all the answers here, but you can have this. You can have checklists to the degree, and they only work if the person filling them out gives a shit. Now, now, if you have a person to begin with that gives a shit, you're probably less likely to leave your shit everywhere.

[A]

That is a very factual, it's a very actual statement.

[B]

I've just done this before, Jason, where if you have the people that don't give a shit and you give them all this to do, they're not going to do it because they don't give it. I'm just going to end up repeating myself. But I think we don't have a lot of that problem because I think the people that work here care and they have pride in it, buddy. I don't have a tool checklist. Do you have a tool checklist? Do you have, oh, do I have my computer with me? Do I have my cell phone with me? Do I have my green laser pointer with me? Do I have all this shit that's got to get, like, packed up to go for you to go to work? Your standard tools that go with you, Jason Lee. To work. Do you have a checklist?

[A]

No, I don't. I don't have a checklist. I have a hat. I have a hat. And all those things, if they're not in my pocket, then they go in my head on the table.

[B]

Okay, you don't need a checklist, right? Like, I don't know. I. I don't know. The last time we left something at a job site, it was probably a month ago. But it's kind of rare, to be honest with you, because I think we're so lean, mean and awesome right now. I have like, the fewest number of employees I've had in a long time, though. We had, you know, I laid off six people in November. I went from 23 down to 17 and then I lost a crew leader so I'm down to 16. He ended up moving to Alabama. He and his a new wife or fiance or I don't know, but change of scenery. He wanted to no longer live in the state of Florida so he moved to Alabama. It's unfortunate. Great dude. Wish him the best. So I was down to 16 and then I fired a guy last Friday and there was some person. I'm going to keep this overly professional and I would love to get in the nitty gritty because it gets so Trailer park boys type juicy and story. I mean it's great. So I'm sorry listeners to disappoint you but for the respect of employees or past employees, I'm not going to go there. But I will tell you that the values of this individual did not align with the values of independent tree service. And there was some behavior. Buddy, I'd love to tell you the details. There's some behavior that was not acceptable and there were some choices and lifestyle decisions that this person made that don't align with the values of independent tree service. And those decisions are only going to perpetuate into a much bigger problem where the quality of life for that individual will never increase.

[A]

Okay, that has, that is a very good. That was an amazing professional response. Thank you for knowing the story myself. You did a wonderful job there. And maybe if you run into a set of trade show or in person event and you're a listener to the show and you really want to know the nitty gritty, remember to ask then I'll tell you.

[B]

So that person got let go, which is unfortunate because this person, I taught them a lot. They know how to brace trees together, run a big drill bit, put rods in a tree, lightning protection. We just finished a Frankenstein tree, man. It was a long time ago I talked about the live oak that I put 18 rods in at USAA. Well, I just got done putting lightning protection in it. I put in five or six air terminals and then each of the 18 rods are all bonded to the lightning protection system. So there's, there's copper that touches every single rod in that tree. So every piece of metal is bonded. It was really unique, man, because you have like a V shaped stem and you have the rod in between it. You can like bond right in the middle. Put this clamp, this bonding clamp. So you put a clamp that has another type of a metal connector for the copper to go to the other metal to the whatever so you don't have galvanic action of this metal and that metal don't like each other and they, they, they don't play nice in the sandbox. So you have these special clamps that you use. So if you're right in the middle, you can bond to the rod right there. But I had number of rods that, that are like here and you can't get to it in the middle because it's inside the meat of the tree. And I already finished the brace rods and I hadn't sold them lightning protection. So I cut the ends of the rods off washer nut beat the hell out of it to Peanut. So I got a bond to it. So there's something called coupling nuts. Have you ever heard of a coupling nut?

[A]

No, I have not.

[B]

Would you like to see a coupling nut?

[A]

I 100% would love to see a coupling nut.

[B]

Uno momento.

[A]

You're an arborist listening to the show. Oh, three guy knowledge today. This is a coupling nut that looks like a nut. That's a coupling.

[B]

It's a giant nut. It's like two and three quarter inches or two and a half inches deep. And that way you can have that. And it's a coupling, It's a coupling nut. So did you know that when my welder because my welder fabricator. So we cut the ends of the rods off. So now I need a little pecker Frankenstein neck to stick out of the tree for my new clamp to go on. And I don't have any Frankenstein neck. So I was going to have my welder come and weld little extension peckers on. He flaked out and is not reliable. So now I'm like screwed. How do I pull this job off? So I call my brace rod supplier where we get all my brace rods and nuts and stainless steel. And these are stainless, but hey, I need one inch diameter coupling nuts. Like hey, Jordan, no problem, we got you. I was like, I need 20 of them and they're I don't know how much this is. $15, whatever.

[A]

Okay.

[B]

And I said, cool. Well, it's going to be a week till I can get them to you. I said, but I need them now. It's Monday and I'm gonna, I have Monday, Tuesday, Wednesday, Thursday on this job. Like I need it now. Like, okay, well uh, let me see if what I could do. Well, we found some, but they're in Atlanta. I was like, fuck, can you overnight them to me? You're like, oh, you don't want to do, do that, Jordan. It's too expensive. Just, can you, can you just get them to me tomorrow? And they said, well, let me see how much it is. Well, Jordan, I don't know. You don't want. This is crazy. Shipping's gonna be $350. I said, do it. I need these frickin coupling nuts. I was like, I can't pull a mobile welder out of my rear end. They can painless on this job tomorrow, but you can give FedEx a lot of money to get me a box of these. So just if you need, if you need to overnight 20 coupling nuts from Atlanta. Well, just eight hour car ride from. For big metro city to big metro city. Just so you know, the shipping is going to be about 350 bucks. But anyways, that's. I have no idea what. Oh, the guy fired. So he did all this stuff and he like put the things on and he bonded it and I taught him a lot and he started getting pretty good at climbing and running a truck. But he is promoted out of our business. So I am down to 15 employees right now, Jason, and the work is increasing. I met with my team the morning I let this person go and I wanted everybody, I wanted to let the guy go in person and I wanted everybody to know what I did and why I did it. And I think my decision was supported by everybody else. And I told people that I had the most work on the books that we've had since like end of October. And I was, I'm like solid two days booked, Jason. Like, like, do you know how excited I am? I'm. I have 48 hours of work ahead of me on the schedule where I've been like day to day or day and a half or a day ahead since all winter. So I feel pretty fat and happy that I got work on the books for Friday and I got work on the books for Monday and we're solid. And I'm like halfway booked on Tuesday and Wednesday. I'm like freaking killing it right now.

[A]

Good.

[B]

How humbling it is to be two days booked and feel like you're killing it.

[A]

Like this is really going from 10 weeks of backlog to two days.

[B]

And like I'm going to sleep well tonight. Like I'm gonna knock off early at 6:30pm Because I got two days on the books.

[A]

Keeps a tree guy. Keeps the tree guy on us.

[B]

Oh my gosh, I tell you, man, it was to the point. I was talking to my dad and you know, he goes in and out, out of town or whatever he's doing and we were Talking. He's like, yeah, we got some good work on the books. You know, you don't have to be nervous anymore. I'm like, dad, it's been so day to day since end of October that I'm now very callous and numb to it. You know, I used to be all up in the nerves of I have no work. What are we going to do tomorrow? Oh my God. If I don't sell today, we have nothing to do tomorrow. And I said, but after like four months of that being my life, I just kind of got used to it. And it's normal. We're like, well, good morning, better sell something. Or we're twiddling our thumbs and son of a bitch, we're gonna do it. And I've lived that day to day for four months and I'm kind of used to it. So it's refreshing to have two days of work on the books. Jason plant healthcare seems to be all the buzz in the green industry right now. Are you like many business owners that don't know how or where to start, or are you looking to add a new tool to your PHC toolbox?

[A]

Mitigro is an innovative product that focuses on root and soil health. A different approach than loading up the ground with more npk. Mitigro is a blend of mycorrhizae, fungi, bacteria, vitamin B and iba, which is a rooting hormone.

[B]

The concept is simple. More roots equals a healthier and more robust plant. This simple concept is exactly why both Jason and I have incorporated mitigro into our PhD programs. Deep Root applications on my end for mature or struggling trees, soil drenches and spray applications for when Jason installs trees and installs new sod.

[A]

Give Mitigro a shop for yourself. Their product is easy to apply and no special licenses are needed. Visit mitogrowpro.com to learn more. That's M I T O G-R-O-W P R O.com Are we going to talk about sales or let's talk about sales.

[B]

Let's talk about sales.

[A]

Okay, then to wrap up. So we might. Anyway, I don't have any more to say about Landscaper. Besides it was very interesting event to go to and it might be something that we. Might be something that we do in the future. I don't know, we'll see. But we got to sell some damn work before that. So let's talk about sales.

[B]

Okay, so we beat up our.

[A]

We beat up our phone script pretty hard last week in our initial phone calls and then taking a Sales lead into the business. Now, we covered that. We had our role playing conversation. Yeah. Scott Frog, phone script. So should we go into what we do on site when we show up?

[B]

Let me attempt to lead into this. We talked about switchy live switch a little bit last week in Lucky the AI Dog. And I told a story. I want to give closure to a story. Jason, okay, told a story about this Bay Short job and this weeping podocarpus that's this big around. And then it's this bastard of a job to do because the client had high expectations and, like, wanted a bunch of plywood. And I made a comment of, like, well, that'll be another thousand bucks. Not to the client in my head, like on the radio show. I made that comment and that I gave the live switch video link to map the process. I gave a link to every piece of equipment and the center of the bid. Crickets. I left her a phone call on Monday. Crickets. Single ops, second automated email. Yesterday she calls me an hour later. Hey, Jordan, this is April Blank, Blank, Blank. Last name. Yeah, I got your quote. I have some questions for you. I see you gave me the links. You have these, the log carriers. I was like, yeah, the wheel loaders. Am I getting charged for two of them? I was like, no, ma'.

[A]

Am.

[B]

I gave you a link to the Giant and I gave you a link to the Avant. I own both of them. I don't know which one we're going to use, but I gave you the link in case. I sent you the link to the yellow one and we show up with a green one. I didn't want to alarm you with that. Okay, so I'm not getting charged for two. I was like, no, ma', am. We're just gonna use one of them. I just don't know which one of those we're gonna use.

[A]

So we go over the.

[B]

The deal and it's like the. The lifty thing, the cherry picker. Is that cool in my yard? I was like, no, ma', am, that. That's gonna go in. In George's yard next door. And the log carrier goes on your end. Okay, okay. All right, let's do it. Holy. I got the job. And I said, okay. Were you able to review the video link that walks us through the process? Oh, yeah, yeah, yeah, yeah, yeah, yeah. And she brushed it off as if my video link was nothing. But I got the damn job, man. The video link, the link to the equipment manufacturer of all the crap we're going to use. I got the frickin job and it's enough money for me to want to do the job because I, I, as the job became more and more apparent that it's going to be a massive pain in the ass. I just made the dollar figure more money and I can probably do the job in a day. And I have estimated this job to be two days. So now I can talk to my guys like, hey, look, we're going to go cut this tree down. We got two days to do it. Like, don't kill yourself.

[A]

Take your time and take your time. Take your time. And don't mess anything up.

[B]

Don't mess anything up. You see this low foliage that's in our face? I sold it that we're going to leave this low foliage in our face and we're not going to touch any of it. So we got time, let's use the time and let's have a great day. Let's have two great days. Because instead of cramming it down in a day, which we probably can do, we're going to cram it down in two days. We're going to have a lot of fun and enjoy ourselves and be delicate and she's going to pay for it. Voila. So that's the closure. Thank you for sexy proposals. It made my communication to a very unique customer a hell of a lot easier. So thank you. Thank you. Switchy, ie live switch. So that might lead us into sales process. So where did we leave off and where do we need to pick back up?

[A]

I don't remember you talked about the baseboard job that you just wrapped up on. So I mean that would be covering your on site dealing with customer. Well, of course we approach things. I mean, yes, we're both doing sales. Our businesses both do sales. And we're doing, when we get on site, you're looking up and we're looking down on the ground. So you're looking for hazards in the trees and we're looking for underground utilities. And so I think then we, we

[B]

did the whole like sales call and schedule. Schedule the time for guy to come to guy or gal to come to my house. Right. We kind of left off there. All right, well, let's, let's pick up there. Okay, so let's say this. When you arrive at a client's house and maybe it's design, build enhancement, maybe it's maintenance or fert and chem. I don't know how do, what do you do? You tell me, tell me this. What are the steps? You, you're on the way, on the way to my house.

[A]

Let's use. Let's use the design build scenario. All right. For sake of discussion, and how much

[B]

money am I prepared to spend for the phone call that we've already had?

[A]

You're gonna spend. Are we gonna use the same scenario? No, we're not. We're just gonna go to design a $10,000 job.

[B]

Oh, nothing crazy. 10K?

[A]

Yeah. 10 to 15,000 is the budget for this client. All right, cool. So we are once. I'm trying now I'm trying to think of our system in the office. So we are, I believe Michelle is calling the day before to confirm appointments in the office. I think it's the day before, maybe 48 hours before. I don't know, but I know Michelle. I hear Michelle calling just to confirm appointments in the office and just to remind people that we are coming. When we get on site with a design build job, I mean, our ultimate goal is following up on the sales script, of course, to get as much information as we can ahead of time about the job. And this gets into where I'd really like. And I think that the live switch videos, if we can get the client to do it in this scenario of design build, would give our salespeople an upper hand in the marketplace. If we're already able to see the property ahead of time, know what the people in more detail than just answering up phone script, know in more detail what they're looking for. But our ultimate goal when we get on site is to start analyzing what the end goal for the user is. So we want to know, how are you? If we're doing an outdoor living area, let's just pretend that this customer is looking for a small fire pit and seating area. You know, it's like, hey, we really like to be outside. We already have, you know, x patio here with this type of pavers. We just like to spruce this area up. We really want to have a fire pit. You know, we like being outside with our kids and this and that. So it's like, you know, trying to draw that information. And it can be. They could want anything under the sun. So by getting that information out of them, so that one, we can make sure we're staying if we already have a budget to make sure it's within the realm of their budget. So we're not just designing to, you know, something that's not going to fit into what they're. What they're looking for. So it's really determining the client's needs first and then doing a site analysis of can we Build it. What's going to be in the way? What are our limiting factors? Is your irrigation here? Is there drainage already in the ground? Do we need to put drainage in the ground? If we're going to spruce up some plants around your fire pit, do we need to add on to your irrigation system? Do you not have an irrigation system? So it really gets into the main thing that we've just paid almost a thousand dollars in AT&T utility bills from two repairs that we caused earlier this summer. Utilities, I think is going to be a giant thing coming up if utility companies are now coming back on contractors for cutting service drops. So.

[B]

Oh, like the cable, phone, Internet line that goes to the house.

[A]

Yeah. And we cut them all the time. So now they're coming back on us. And we just paid, we just paid two of them.

[B]

How much did they cost?

[A]

Oh, both of them were just under 500 bucks. So we're what? Oh. Oh, yeah. Oh, yeah. It's real. Yeah.

[B]

For the line that's under the mulch.

[A]

Yep. Yes. That's a very accurate statement. For the line that is under the mulch, above the dirt and below the mulch. Yes. So in a client visit now and site analysis, it's a very important thing for us to confirm where utilities are. And of course we're going to call for locates. But when the line is under the mulch, we cut the cables. Just trying to find the cables. If we have to work around them, we can be just excavating, hand excavating with a little, little pick a little trowel and we'll cut the cape like it's, it's a silly situation to be in. So. But we're looking for hazards like that during that first visit and then trying to gather as much information as we can to give the client a thorough, thorough estimate and proposal. And if it's something that's small enough that we can.

[B]

I thought you were gonna tell. I thought you were gonna, you were gonna start with like knock on the door.

[A]

Oh, I'm sorry, you like.

[B]

I, I what? I was hoping you would, you said that you would do. Michelle does a follow up two days ahead of time. I was hoping you would also let in with. When we're on the way, we call the client to say, hi, Mrs. Lee, this is Jordan. I wanted to give you a courtesy call. I'm on the way to your home. I'll be there in.

[A]

Well, in full transparency. I also don't go on sales calls. So it's.

[B]

Well,

[A]

I'm knocking the dust off of this theoretical scenario.

[B]

Well, you as king Ding, a ling of your business and captain of the boat, you must then train your salespeople on how to do your process. So you must have mastered your process. So you should be able to regurgitate your process pretty easily. Jason, because you wrote it in theory, right? Yeah. Okay, so start making it up. Pretend that, you know, pretend that you've done your homework.

[A]

Yeah. I'll have to ask Clayton if he calls people on the way or not. That's a good, that's a good item to.

[B]

Does Clayton use his own sales process or does he use a sky frog landscape sale sales process?

[A]

Clayton is using a modified Clayton sales process. So yeah, that's the best way to put it. So I mean, he's got his ins and outs of how he handles customers on the on site. He's added another level of thoroughness from what we've had before and what seems to be, well, it's the thoroughness level of it and the push for the sale. So his sales process is. Has more of an urgency on closing, which is meeting our 2026 goal of closing and selling more work. So him trying to do on site proposals, get the proposals out as fast as he can, I mean, in some of them. And he did. And he's not doing this on every job by any means because there's a lot of jobs where he's going to come back and on the design build portion of it, you know, if it was a small fire pit, as our scenario lays out, you know, we might be able to, you know, do that estimate on site, do a little mock up on company cam, a little, you know, quick pricing and then it's not that big of a deal. But if we start adding in more materials and designs and looking at softscapes around it and plant choices, then that I guess under requirement of a little bit more time and effort in the office.

[B]

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[A]

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[B]

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[A]

Intrigue Media is fast tracking lead volume for both Sky Frog Landscape and independent tree service. You should give them a try. For your business, visit intriguemedia.com if you want to make more money and crush your competitors online, that's intriguemedia.com before we do this walkthrough with the customer insight analysis, we would knock on the door, say, hello, Ms. Smith, it's very nice to see you today. Can we go walk around your yard? And I don't like walking into people's houses. So if they offer to. Nope, not going to do it. My feet are dirty. Oh, they don't look dirty. Oh, they're very dirty. Don't worry, we'll walk around. You go in people's houses.

[B]

I try really hard not to. Unless I'm going to degrade my professional stigma if I tell you more. I just said I was like, unless they're like nice people and like cool.

[A]

Right?

[B]

You're cool. Yeah, sure, I'll walk through, but normally I try really hard not to because me going through your house actually takes away from my knowledge of your property. Because if I go through your house to the backyard, how the hell am I going to get the crap out of your backyard? And I'm not gonna take it through your front door. I still need to then scout around and look at our access via the sides of your house to get to the backyard. And where is. Is there an AC overhang? Cause we get like, we have a lot of. In South Tampa, there's a lot of air conditioning condensers that are elevated off of the ground attached to the stem wall of the house. So the condenser could be 8ft off the ground or 6ft off of the ground. Like, is there a condenser that's gonna whack me in the head? Or does your gate not open all the way? Or is there pool equip here? And the whole scenario of there's seven feet between house and property line is really tight. So I need to look at how am I going to get the. Am I going to get in the backyard and out of the backyard? That's what I tell people of. I try not to go through their house, but sometimes if they're nice, cool people and they're normalish and normally they don't have a shithole of a house because they're normally not calling us. But it can be just kind of weird and I'd rather not. So most of the time I try not to Go in there.

[A]

Only time I really will is if it's. If we're looking at it from the Ronnie perspective, if we're looking at it from the perspective of what's it going to look like from inside, then I'll go inside and we'll take a look at it. What the landscape or softscape, hardscape is going to look like from inside the house, which is an important part of it. Yeah.

[B]

Okay, so you knock on the door. You're now in the backyard. You didn't go through the house because you walked around.

[A]

Correct. And then we would.

[B]

And I want a fire pit. I want a fire pit and a thing. And you're gonna give it to me.

[A]

Yep. So depending on the scenario and what the yard looks like, we would start with, where are we going to put it? You know, where, Where. Where are we going to put it? How do you use your yard? How many, you know, how many kids do you have? Do you have a dog? Do you go through all the scenarios of how the. How our customer is going to use this space and an outdoor living scenario? You know, how often. How often are you going to use this space? You know, are you going to use it? It's this going to be every week? You know, every night during the week? Is this only weekend? Do you entertain. I mean, going through a laundry list of questions that I don't have all of them off the top of my head, but as we gather as much knowledge as we can, then we can provide the best scenario and best design that they're going to utilize and have value for our product.

[B]

Okay, so we figure out where we're going to do it. Like, how. What's the next step? Do you, like, have a clipboard in a piece of paper? And like, what's this? Are we going to do the Stonehenge circle Y thing? Are we going to do pavers? Do you draw a little squiggly on this and make it very time efficient for concepts?

[A]

So that's where Clayton carries a tablet. So he's got an iPad. And he is currently using company cam. So he's currently using company cam. And he'll mark up photos and company cam with. If it's. If it's a basic design and we don't have to go back and draw anything extra or do mockup photos or anything like that. You know, he'll be able to take a photo of the yard and then mark up with the stylus. You know, where things are going to go for general visualizations and concepts. If we were going to add a Stonehenge, then take a picture of the backyard. I'd take a picture of your backyard and lay out a. Now, your backyard would not fit into our 10 or $15,000 budget. But if I was looking at your backyard specifically from your pool deck, Jordan upcammage on your peninsula of new. Lake Newlands. Lake Newlands, yes, Lake Newlands. If I were doing that, I'd take a picture from the pool deck. I would draw an outline of where the turf is going to go and then I'd probably put some little squiggly plants around the edges and then I'd draw a big circle down at the end for Stonehenge and maybe put a little line for the creek that's there. And so that would be a general concept. So that's really all we're doing on site at that point. If we don't have to go any further with the design is providing, providing some sort of visual concept. If I personally am going there, I'm going to have a can of paint. I'm going to paint out everywhere. Everything's going to go because that's just my style of doing things.

[B]

And then, okay, so you get that on the tablet or you paint it out and then I already know it's 10 to 15k. Do you break down. I'm going to have seven shrubs here and some one gallon flowers. Do you go all the way into what species of plant you're going to put in the ground?

[A]

We will. So yeah, we'd have quantities, quantities of species. I mean, I think if you're closing on site and you don't have all of that necessarily, like down to the species. As long as you have the quantity, that's all that really matters. So I had a disclaimer of, hey, this is a fluid process for landscape design, yada, yada, yada. You know, we might, we'll get you a list of plants and some of the. We attach plant pictures now into single ops. So Clayton will put pictures of some plants.

[B]

And it's already auto saved in there, right?

[A]

Yes, Yep. Yes. Or he has it auto saved somewhere on the tab. I don't know how that works in the, in the. Getting the information into single ops, but we are adding more things into it and saving it. So now we're, we're adding products, product pictures. I saw my irrigation proposal that got approved and I saw it come through and just clicked on it to see what it looked like. And we've got, we've updated our commercial maintenance proposals. But Then we're kind of running our old template of install proposals. So all the extra stuff about us, it's like we need to make that look nicer. But he attached a product picture of 100 PGP rotor and 6 inch Hunter Pro spray. So it's just showing the people that, hey, these are the irrigation heads we're going to use. But same thing with the plants. So. But we're trying to, at any point in time, with any landscape designer, softscape, I mean, we try to let people know that changes are going to be made with plants. We might get on site. And once we start laying stuff out and it's a different time of day and it's just, oh, man, this plant's going to get scorched right here by the sun. So maybe we need to swap it out. So. And as much as we try to figure out what on the softscape side of the things, we try to figure out what people like. You know, what's your favorite plant? What color flowers do you like? But the more most important question to ask, what plants don't you like? Because generally people will have a plan or two that they just hate. And so, hey, are there any plants that you really just don't like? And so try to get that out of. Out of them to start with. And then generally we can work around that, come up with a good solution for softscapes. Yeah.

[B]

And then do you close on site? All right, you draw your thing on the clipboard. You get a rough plant and say, all right, Jordan, we're at. I know it's going to be 10 to 15k. Do you come at me, it's 14,026 bucks. Are you able to get to the price on site or are you still within range and know that barring how things play out, it might adjust a little bit at the end?

[A]

I would say our goal now is to close on site, if possible, to

[B]

the, to the penny or to the

[A]

range to the penny.

[B]

Okay.

[A]

If, if possible. And then. And then if not to confirm the range. Yes, this is going to be within, you know, within the range of your budget. You know, this will land somewhere between 10 and 15,000. And every now and then we'll come back in. And after as well, it probably gets into larger jobs than that. You know, for estimating a 20 to $30,000 job. And then you start pulling elevations and there's elevation changes or there's other obstacles on site that are going to add more money. You know, it's like, oh, well, we went over over, over the budget by five grand. And at that point, the price is still the price. It's just like, hey, we, we're a little bit more than what we thought we were going to be. But here's the scenario. This is what it is. And provide them options. Trying to give, you know, multiple options. You can give different plant sizes, give different scenarios. Patio. Here's a, you know, here's a patio. That's 400 square feet. You know, you're looking to save it could be 300 square feet. Trying to give some different pricing options.

[B]

Yeah, yeah, I hear you. But usually decreasing the size. Yeah, that'll decrease cost to some degree, but it's marginal because you got to be there and set it up anyway. You might as well build the whole thing.

[A]

Oh, it is a marginal cost now. So, yeah. And then it's. It gets also gets to the point where people, especially with hardscapes, if they're trying to save money, don't make it smaller. Don't make it smaller. Just don't do it.

[B]

Just don't do it until you can do the whole thing and do it right 100%.

[A]

And I make that recommendation.

[B]

Yes. Yeah, yeah, that same thing on the tree sales process, like, they really don't need anything. And like, well, what if we just do the front yard and not the back? I'm like, look, and I'll tell you my sales process in a minute. But like that, that's not the way to think about it. We either need to come to your property and we need to reset the clock on your property, or we need to not come until we're going to reset the clock on the entire property. Because if we're trying to save a couple of bucks and we just do the front yard, we are just losing efficiencies and economy of scale because it's going to get gobbled up by mobilization and set up and clean up and break down. And the right answer is just for the surface area of real estate that we have to touch, we should touch all of it. So until we're ready to do the whole thing, you should manage this from your roof with a pair of loppers or buy a Home Depot pole saw and get by for what you can for the immediate needs until you're ready to hire me to do everything. And I have that conversation quite frequently and like it. Okay, I think it works.

[A]

I don't know. Okay, so now, now that you are the silver tongue salesman that you are and you have a full two days of work on the Books. Why don't you use the next 11 minutes? Because I need to stop at 7 o' clock and tell us your sales process.

[B]

All right, well, we already know that the client calls in. We're going to skip the phone script. You did that part. But we have a similar one at Independent Tree Service. How did you hear about us? Well, I'll tell you how do you hear about us? And we record that in single ops. I had them build a custom component when they take in, when we take in a lead and it's lead source is what it's titled. So single ops will not let a lead get inputted unless the lead source dropdown is filled out. So we had them build that so we can track every single lead, whether it was a repeat referral, saw your trucks, Facebook referred by another arborist referral from whatever proposal given to in the past, Google, whatever. Right. So they fill that out, sister does the phone pitch and schedules the appointment. So now it's time for the appointment. So I'm going to look at my. For instance, yesterday I met with a guy named Doug between 10 and 11 in the morning when I'm. I don't do a clock appointments, I do between appointments because I don't know how long it's going to take me. So I have a 10 to an 11, then 11 to 12, 12 to 1, 1 to 2, 2 to 3, 3 to 4. Sometimes they're between a two hour block of window between 11 and 1, and I might have, I might get three. If I do normal hour blocks, I might get three proposals done in two hours, barring how close they are. So I will arrive between 11 and between 11 and 12. For instance, that's the window. So I call the client. Hey Doug, this is Jordan, Independent Tree. Just wanted to give a courtesy call, let you know I'm en route to your home. I'm about eight minutes away. Oh great. Thanks Jordan. And it just gives them a heads up for whatever they're doing. I think a lot of people appreciate that, right? Oh, I gotta put my underwear on. Jordan's coming. You know, so when I get to their job site, I park, I get out of the truck and I sometimes park in the driveway. Normally, like I'll scout if the oak tree or if the tree's right over the driveway. And if I park in the driveway, my truck's going to be in the way of us walking around. I won't park in the driveway on purpose. Or if I can already tell that the driveway is lifted from the roots. I'll intentionally not pull in the driveway because it's likely that we're going to talk about this, and I don't want my truck there. So sometimes if I'm going to park in the road, I make sure that I'm facing the right direction for traffic. I make sure that my tire is not on the grass and that it's in the gutter, curb, or on the asphalt, and I'm parked respectfully. And I'll sometimes, like, look at where the low branches are and kind of park in the shade. So I'll strategically park so my vehicle's not in the way. And then I knock on the door, and they come to the door, hey, how you doing, Jordan? Up cabbage independent tree. A lot of the nice, nice vetting ness of certified arborist has already been done. So it's not. I'm not trying to give you my resume at the front door and explain all of my credentials. Maybe when I was younger and less confident, I felt the need to, like, tell the person how informed I am. I don't do that anymore. I'm just, jordan, hey, how are you? And sometimes they say, now, now, you're an arbinist, right? And I'd say, I don't even correct them. I'm like, yes, ma', am. I'm a certified arborist. But that's rare that people make sure that I'm an arbitus. So normally after I knock on the door, they come out, I say, what can I do for you? What's on your mind? What are your concerns? And I open up with just a broad question, and I don't, it could be a dead tree smack in the front yard. I don't say, hey, you're looking to take the dead tree out? Nope. I ask a very open question. How can I help you? What's it? Well, I need to get my tree trimmed, Jordan. Like, okay, great. Yeah, but we'd love to do that for you. Tell me what your concerns are. What's bothering you about your trees? Or what are your concerns? What are your goals? What are we trying to do here? Like, oh, well, I just need to get them cleaned up. Like, okay, do you know exactly what you want done? Or you kind of unsure of what you need and you're looking for some guidance? And sometimes they just kind of, like, finally relax and they go, I have no idea, man. It looks ridiculous, and I think it needs to be trimmed. Can you tell me what to do? I'm like, sure. What I can do is, like, I'm going to start with some education, I'm going to tell you about your trees. I'm just going to lay down some facts about your trees. And if you'd want, I'll tell you what I would do if it were my house and I said, jordan, that'd be great. So I tell them about, you know, what you have here is a laurel oak tree. It's a good tree, Florida native. This is what we can expect. These are some standard characteristics. Over here is a live oak. This is what we can expect out of a live oak. This is how they're different, different shelf lives. And this over here is a red maple. And I tell them about, you know, the species characteristics and different shelf lives of the different species, of how long their average lifespan is based on their features and their relationship with fungus. And I explain, you know, how. Well, how do you know the tree is healthy or how do you know the trees declined? And I give them the education. I was like, look, I look, look for where are the dead branches? And I said, dead branches are normal. We're supposed to have dead branches in trees. And if I have dead branches on the underside in the shade, those branches died from lack of sunlight. It's natural starvation and natural self pruning leaves above it shaded out the understory branches and the tree self pruned and let those branches go because they couldn't sustain themselves due to shade. It's normal. Now if we find dead branches up at the top, out the outer silhouette of the canopy exposed, exposed to full sunlight, something's not right. Either we have root degradation due to fungus, maybe we have root loss from construction compaction. But if I see this tip die back, it's normally telling me that the roots are unhappy. Okay? And then we can figure out why. So that's how I can tell you a happy tree from a sad tree. And I give them this education. So I'm not saying this tree's diseased, we need to do whatever. I mean explaining why we're seeing what we're seeing. And then they're a more educated consumer. And so I'll walk them through branches that are likely to fail or unlikely to fail. Whether the attachment is U shaped like a chicken's wishbone, it's a very strong union. If it's V shaped like a set of chopsticks, it's a more, it's a union that's more likely to fail because the wood fibers very parallel. If we have swollen areas like these hips at the point of attachment on a V shaped union, that tells me that we have very parallel wood fibers and it's even more likely to fail. So maybe we reduce the end weight, take some leverage away, we keep all of the interior sprouts. I tell them how sprouts increase taper, decrease the movement of the pendulum arm of the branch, give me options for reduction pruning, because the more ingredients I have, the more I could justify weight removal from the end of the branch. Because we know every branch sustains itself. We've already educated about deadwood. And so I walk them through the whole bit about raising the canopy over roof so it can wiggle around and not touch in a thunderstorm. But we don't need it to be 20ft high. Because if we have a 20 foot tall branch and something crazy happens, there's 20ft of momentum, the impact is greater if we have 10, 12ft of clearance and the branch falls, it's limited impact. Or if we have low branches and really high ones and the high ones fail, they could get lodged in the lower branches that act as a protection factor over your house. And I give them all this information. So sometimes we cut trees down, or sometimes I talk them out of cutting trees down, which I really selfishly like to do. And with a lot of reduction pruning, we can prolong a tree's life beyond its average shelf life by lessening the likelihood of massive failure on these bigger, older laurel oaks. But I really asked them, after the education's done, what is it that they want? Do you want to try to buy the tree some time if it's a good candidate or would you rather just rip the band aid off? And I tell people, this is like, look, if we take, let's say this tree is a candidate for removal. I said, if we take this tree out now and you plant your future tree in this area, the sooner that tree goes in the ground, the sooner it becomes something of substance. If you're, if we know we're going to take this tree out at some point and you take that tree out five years from now, you're losing five years of opportunity growth of the new tree. So do we want to deal with it now and start over now, or do you want to deal with it later and be okay with dealing with it later? And people a little puzzled when I talk to him that way of, huh, Never thought about that. I know I'm going to deal with it at some point. Just do it now or do it later. And sometimes it's, it's an age thing. I think the younger, if you're sub 60, you're more likely to keep the tree if you're over 65, 70, you're more likely to get it cut down because the consumer is saying, if I'm. Let's say I'm 75, which is still. I mean, there's some spry young chickens at 75 running around. If they're 75, they might say, you know what, I don't want to deal with this when I'm 80. Let's just get it done with now. Because I'm going to be older and it's going to be more. I'm going to have to deal with. I'm sweating it. Let's just do it now. And the younger people that might be sub 70 are more like, yeah, let's buy it some time. I really like this tree. I'll deal with it later as kind of an observation. So anyways, yeah, that's the, it's the education of facts, options of what to do and then what do you want to do? And I kind of like champion myself on I don't care what the client chooses to do. And I tell them this, this is your home. I don't live here. I don't care what you choose to do. I very much care that I have given you all the information and education so you can make an informed decision. That's what I very much care about. And I lay, I tell them that. And then they say, okay, here's what we're gonna, here's what they. We wanna do. And they kind of debrief. I said, okay, I'm gonna go back from the top. Here's what we're gonna do. And I re. Walk them through verbally standing in front of them like I'm a chili's waiter. And I go through and I verbally tell them back the entire work order, tree by tree by tree of what we're gonna do. Like, do I have that right? They go, yeah, that's exactly right. Like, cool, I'm gonna go write a proposal. I'll have this to you in 10 or 15 minutes. I, I should close on the spot, but I stopped doing it out of laziness and haste. I used to write the whole bid, email it, print it out, go back to the door and close the deal in person with a hard printed proposal that I had a printer in the truck, stopped doing that, but I now just email it, usually from their driveway. And then I'm strung so tight I'm running to the next job, but my closing rate still, like about the Same. So that, that's my sales process. Well, and then we can talk about follow ups. But it's 701, Jason. And you got to go.

[A]

Yeah. And I would imagine unless you're doing a big commercial job that, that you can estimate 95% of your jobs on site.

[B]

Yeah. Yes, absolutely.

[A]

Cool. Yeah. So that's a hard stop. And we can maybe we beat up the follow up and scheduling one more time for going through the sales process. And then if Nick, if Nick of Caris has any other specific questions of our ramblings, then Nick, feel free to reach out to us or if anyone else has any thoughts, reach out to [e-mail] that is it.

[B]

Yes.

[A]

Perfect. Or you can send us a message on social media and I'll. I'll be checking Instagram and Facebook. So, Jordan, we're doing. All right. So this is coming out today. This is today's episode. As I said this over Mr. Producer here shortly. But next week we are doing a webinar with TCI sponsored by Single Ops. So that's March 19th. Are you pulling up the details or.

[B]

Oh, we have a practice webinar at 3:00 clock today.

[A]

Oh, okay. Did you know that I forgot. Yes, but I forgot. So that's very good. Thank you. Thank you for the reminder.

[B]

Yeah. So yeah, we're doing a webinar at 3 o' clock on Thursday the 19th through Granum and it's about a whole bunch of stuff together. They'll unpack how to onboard and prepare new hires before they step into high risk work. How to ensure required training is completed before dispatch. How to align estimating with real crew capacity. How to reduce preventable incidents during peak production. How structured workflows prevent margin when output scales. No fluff, just practical insights from operators who've lived it. I better figure this out.

[A]

Good thing we got a good thing. We got a practice. Practice run this afternoon.

[B]

Yeah. So that's at 3 o'. Clock. It's through Granum. Go to the website and check.

[A]

That's next Thursday. March. March 19th.

[B]

Yeah, I'll be in New York City. So I'm going to be in your. In New York City doing. Doing this damn thing.

[A]

What the.

[B]

Peeling away from my family vacation.

[A]

You're vacationing in New York City?

[B]

Jason, I'm a married man and I have a good friend.

[A]

Yeah, I don't need to hear anymore. Congratulations.

[B]

Yep, the 17th through the 21st, so.

[A]

Oh, nice.

[B]

I'm gonna have a dirty water dog and a piece of pizza and go up and look at the. Not the Eiffel Tower that's in France. Empire State.

[A]

Nice.

[B]

Yeah, we're gonna check. We're gonna check the box.

[A]

Jason, I understand.

[B]

I want to go on a subway and wrestle somebody. I do. And I do next week. So we're going to do follow up and scheduling process next week. And then I do want to touch on business development manager. I want to touch on Aaron, want to touch on Andrew Fucarino and talk about what we've been doing and an update on that. So that would be cool for next week.

[A]

Awesome. Sounds good, man. Have a good day.

[B]

All right. See you, dude.

[A]

As you continue your journey toward entrepreneurial success, let Jason and Jordan be your trusted companions on this uphill climb. Don't miss out on future episodes of the Green side Up podcast. Make sure to hit that follow button to stay updated. For more ways to connect with the guys, check out the podcast description. Thank you for tuning in. And remember, keep working hard so you can play even harder and keep the green side up.

[B]

Sam.