Podcast
Plantscape Business School
Hosted by Brad Miller · EN
Welcome to the Plantscape Business School Podcast... the place for growing not just beautiful plants, but thriving plantscape businesses. This is your place to create the plantscape business you've longed for, a business that works, works with excellence, and ultimately works without you!
Hosted by longtime plantscape business owner, systems nerd, and small business innovator, Brad Miller, Plantscape Business School is where we simply your business and expand your life!
16episodes
Episodes
Newest firstAll episodes
Marketing Waste: The "Best Kept Secret" Problem
1w ago00:11:25Tap to summarizeEpisode Overview "The best kept secret in town." It sounds like a compliment. It's not. It's one of the most dangerous and costly problems in a Plantscape business. In this episode of the Plantscape Business School Podcast, Brad Miller breaks down why being unknown—despite doing excellent work—is the worst kind of waste. The Big Idea You can be: Exceptional High-quality Valuable …and still struggle financially. Why? Because no one knows about you. Why This Is Tragic Being the "best kept secret" means: Your work is excellent Your service is strong Your systems may be working But… Your marketing is not. And without marketing: No leads No new customers No growth What Marketing Really Is Marketing is often misunderstood. So here is a simple definition: The purpose of marketing is to make your work known. That's it. But not just awareness… Marketing must create: A continuous stream of qualified prospects. Creating Customers Peter Drucker said: "The sole purpose of business is to create and keep customers." You don't "get" customers. You create them. You create customers through marketing You keep customers through excellent service Why Marketing Matters Peter Drucker also said: "Marketing and innovation make money. Everything else is a cost." Marketing is not optional. It is the engine of your business. What Are Leads? Leads are: People who want to do business with you People who are interested People who are qualified That is the job of marketing: To create those people. The Harsh Reality Dan Kennedy said: "If you can't create a steady flow of leads, you can't control your business." Without lead flow, you are dependent on: Referrals Random inquiries Hope That is not a system. Where Marketing Waste Shows Up Marketing waste happens when: You are unclear about your message You are unclear about your audience You try to market to everyone You rely on passive strategies You spend time—but do not create leads This is the worst kind of waste. The Fix: Direct Response Target Marketing The solution is intentional marketing. Direct response marketing means: <li class="MsoNorm...
Transcribe →Waste in Your Plantscape Sales and Selling
2w ago00:17:05Tap to summarizeEpisode Overview This episode continues the series: Eliminate the Waste. Elevate the Profit. We begin with sales—because no role in your business has more autonomy. And where there is autonomy… there is opportunity. But also risk. Because without discipline, that freedom turns into waste. The Big Idea You cannot save time. You can only spend it. And how you spend your time in sales will determine your results. Autonomy: The Double-Edged Sword Salespeople—and business owners—operate with a high level of self-rule. That means they choose: What they do Where they go How they spend their time Autonomy is a gift. But it requires discipline. If not managed well, it works against you. The Most Important Sales Skill There are many sales skills: Prospecting Product knowledge Design Proposals Presentations But the most important skill is this: Planning your week. Choosing how to spend your time. The 32 Quarters Framework An 8-hour day = 32 quarters (15-minute blocks). You have to spend them. You cannot save them. "Saving time" is a myth. You can only spend time better. Like money: You can spend it Or you can invest it Your success in sales is determined by how well you invest your time. Fake Busy = Waste Sales is full of activity that looks productive—but isn't. "Fake busy" includes: Excessive time at your desk Scrolling Over-designing proposals Poor route planning Tom Hopkins said it best: "I must do the most productive thing possible at every given moment." Choosing the Right Activities Wise activities: Strategic phone calls Thoughtful emails Handwritten notes Asking for referrals Targeted research Unwise activities explained in the Tim Woods framework Sales Is an Acquired Skill Learning to spend your time well takes practice. You will make mistakes. That's part of the process. Action leads to learning. And over time, you discover the critical few activities that produce results. TIM WOODS: Sales Edition Use this framework to identify waste in your sales activity: Transportation Too much windshield time. Poor route density. Inventory Your leads. Disorganized pipeline. Weak CRM habits. Motion Disorganized workspace. Time lost looking for tools, files, photos. Waiting Time spent on installations or low-value activities. Overproduction Too many leads to follow up on effectively. Overprocessing Too much time on proposals, designs, digital imaging. <p class="MsoNormal" style= "mso-margin-top-alt: auto; ...
Transcribe →Waste Is Quietly Mocking Your Plantscape Business
3w ago00:12:51Tap to summarizeThis episode kicks off a new series: Eliminate the Waste. Elevate the Profit. It focuses on a frustrating reality many Plantscape business owners experience: You are working hard. You are growing. But there never seems to be enough money. Why? Because as your business grows, it becomes more complex—and without intentional systems, waste begins to creep in. Quietly. The Big Idea Waste is quietly: Stealing Shrinking Sucking Draining …your Plantscape profit. Waste is not loud. It does not announce itself. It hides inside your systems and processes—and over time, it starts to erode your profitability. Revenue vs Profit Revenue is vanity. Profit is sanity. Top-line growth is important. But the real question is: Is it turning into money in the bank? If not, waste is likely the reason. What Is Waste? (Lean Thinking) In lean thinking: Waste is any activity that does not add value from the customer's perspective. Not your perspective. The customer's. If the customer would not pay for it… It is waste. Introducing TIM WOODS TIM WOODS is a framework used to identify waste in any business. Each letter represents a type of waste: Transportation – unnecessary movement Inventory – too much product Motion – inefficient movement of people Waiting – idle time Overproduction – doing more than needed Overprocessing – doing more work than required Defects – errors and rework Skills – underutilized or untrained people Applying TIM WOODS to Your Plantscape Business Transportation Too much windshield time. Inefficient routes. Inventory Over-ordering plants, leading to shrinkage—especially short-life products like blooming plants. Motion Too much time on accounts. Disorganized vans. Searching for tools. Waiting Too many people on jobs. Idle time during installs. Overproduction More plants or leads than you can properly handle and follow up with. Overprocessing Overwatering. Over-cleaning. Doing more than the client values. Defects Excessive plant replacements. Go-backs. Installation mistakes. Skills Lack of training. Weak customer relationship skills. Missed opportunities to build connection. Why Waste Matters When you begin to see your business through this lens, something changes: You become aware. And awareness leads to improvement. What worked two years ago may now be broken. What feels normal may actually be waste. And that waste is quietly draining your profit. The Opportunity When you identify and eliminate waste, you don't just cut costs. You improve: Efficiency Team performance Client experience Profitability A Word of Caution As you begin to see waste, it is easy to focus only on what is wrong. Remember: Look for the good—and praise it. Build people while you improve systems. What's Next In...
Transcribe →The Leadership System: Becoming the Leader Your Business Needs
Jun 2000:14:47Tap to summarize"What will you do with your one wild and precious life?" — Mary Oliver This episode is about more than business. It's about leadership as a system—and the ongoing work of becoming the person your business requires you to be. In this episode of the Plantscape Business School Podcast, Brad Miller explores System #7: The Leadership System—the most overlooked, yet most important system in your business. Because in the end: The business either works for you… Or you work for it. And the difference…Is leadership. Learn more at https://www.plantscapebusinessschool.com/the-plantscapers-financial-system Download the free Plantscape Business Systems Scorecard and assess all seven core systems inside your business: 👉 [Download Here]: https://www.plantscapebusinessschool.com
Transcribe →The Plantscape People System: Building a Team That Grows Your Business
Jun 1200:12:58Tap to summarize"Plants aren't for buildings… Plants are for people." Which means: You're not in the plant business. You're in the people business. In this episode of the Plantscape Business School Podcast, Brad Miller focuses on System #6: The People System—specifically your coworkers, the team that delivers your service every day. Because everything in your business happens: · For people · With people · Through people Learn more at https://www.plantscapebusinessschool.com/the-plantscapers-financial-system Download the free Plantscape Business Systems Scorecard and assess all seven core systems inside your business: 👉 [Download Here]: https://www.plantscapebusinessschool.com
Transcribe →The Financial System: Revenue, Profit, & Cash
Jun 600:13:28Tap to summarize"Revenue is vanity. Profit is sanity. Cash is reality." In this episode of the Plantscape Business School Podcast, Brad Miller dives into System #5: The Financial System—and why so many businesses struggle, even when they're busy. Because activity doesn't equal success. And revenue alone doesn't mean you're winning. Learn more at https://www.plantscapebusinessschool.com/the-plantscapers-financial-system Download the free Plantscape Business Systems Scorecard and assess all seven core systems inside your business: 👉 [Download Here]: https://www.plantscapebusinessschool.com
Transcribe →The Gardening System: Your Frontline for Growing and Protecting MRR
May 3000:13:38Tap to summarize"The purpose of business is to create and keep customers." In a Plantscape business, that responsibility doesn't live in marketing… It doesn't even live in sales. It lives with your Gardener. In this episode of the Plantscape Business School Podcast, Brad Miller reframes the Gardening System—not as a concept, but as a frontline execution system driven by the people who show up to care for your clients' Plantscape. The Big Idea Your Monthly Recurring Revenue (MRR) is built and protected by one role more than any other: The Gardener They are not just maintaining plants… They are maintaining: The relationship The experience The value The Gardener is the system in action. The Gardener = The Frontline of the Relationship Every visit is a moment of truth. The client sees the results The client feels the professionalism The client decides—consciously or not—if you're worth keeping Retention doesn't happen in theory. It happens on the Gardener's route. 4 Keys to a Strong Gardening System 1. Right Plant, Right Place This is where everything begins. Proper plant selection Matching light, environment, and use Designing for long-term success—not short-term appearance The best service in the world can't fix the wrong plant in the wrong place. 2. Training Your Gardener is only as strong as your system. Clear standards Ongoing skill development Understanding not just what to do—but why it matters Trained Gardeners create consistent client experiences. 3. Plant Replacements This is a moment of truth. How quickly are plants replaced? How seamlessly is it handled? Does the client even notice? Great companies replace proactively. Average companies react too late. 4. Optimizing Routes Efficiency impacts everything: Time with each client Consistency of care Team energy and focus Well-designed routes create better service—and better margins. The Deeper Truth Most owners think growth comes from: More sales More marketing But real, sustainable growth comes from: Retention And retention is driven by: The consistency and quality of your Gardening System Closing Thought You don't keep customers with promises. You keep them with performance. And in a Plantscape business… Your Gardener is the face of that performance. Next Steps Download the free Plantscape Business Systems Scorecard and assess all seven core systems inside your business: 👉 [Download Here] http://www.plantscapebusinessschool.com About Plantscape Business School Plantscape Business School is dedicated to helping Plantscape business owners build companies that: <li class="MsoNormal" style= "color: black; mso-margin-top-alt: auto; mso-margin-...
Transcribe →The Installation System: Where Your Reputation Is Born
May 2200:14:45Tap to summarizeMarketing gets the lead. Sales gets the agreement. But installation… builds your reputation. In this episode of the Plantscape Business School Podcast, Brad Miller shifts the focus to System #3: The Installation System—and why it's more than just putting plants in place. It's about order fulfillment—delivering on every promise you made during the sales process… and then some. The Big Idea Most owners think in terms of: Marketing Sales But fewer think deeply about: Installation as a system And even more importantly: Installation as fulfillment Think Bigger: Order Fulfillment Installation is not just a task. It's the moment where: Expectations are confirmed… or questioned Details are noticed… or missed Confidence is built… or lost This is where your client decides if you're truly professional. The Common Gap Most businesses: Invest in marketing Focus on closing sales But underestimate the importance of: Delivering the experience they sold And when installation is inconsistent… Your reputation becomes inconsistent. The Reframe Stop thinking: "Installation is the final step" Start thinking: "Installation is the beginning of the relationship" It sets the tone for: Ongoing service Client trust Future growth Closing Thought You don't build your reputation when you make the promise. You build it when you fulfill it. And the businesses that win long-term… are the ones that deliver—every time. Next Steps Download the free Plantscape Business Systems Scorecard and assess all seven core systems inside your business: 👉 [Download Here] http://www.plantscapebusinessschool.com About Plantscape Business School Plantscape Business School is dedicated to helping Plantscape business owners build companies that: Work Work with excellence And ultimately work without you Because the system… is the solution.
Transcribe →The IPS Selling System – Part 2: The Mechanics of Selling
May 1600:15:21Tap to summarizeEpisode Overview Sales isn't magic. It's a system. In this episode of the Plantscape Business School Podcast, Brad Miller breaks down the Interior Plant Scapes Selling System—a proven, step-by-step approach to consistently winning the right clients. >>> Download the System Here If you've ever felt like sales is hit-or-miss, this episode will show you how to make it intentional, repeatable, and scalable. The Big Idea Great sales results don't come from talent alone. They come from a system. And inside every system are clear processes that guide each step of the sale. The 5 Modules of the IPS Selling System Module 1: Prospecting & Qualification (Your Market – The WHO) Identify and target the right opportunities based on: · Industry type · Demographics · Geography · Psychographics Key elements: · Clear message-to-market match · A reliable contact management system (you'll have prospects at every stage) · Mastering the telephone—still the most powerful direct sales tool Module 2: Discovery & Rapport A simple and effective two-call sales process: 1. Discovery Call o Learn the prospect's needs, pain points, and priorities o Build trust and rapport o Ask better questions Example question: "There are a lot of reasons businesses use professional plant services… from your perspective, what's the most important reason for you?" 2. Set the Presentation Appointment o The goal of discovery is clarity—and a next step Module 3: Design & Proposal Turn discovery into a clear, compelling plan: · Create a customized proposal based on the client's needs · Use standardized plant and container designs to simplify and scale · Make the proposal easy to understand—and easy to say yes to Module 4: Presentation & Getting to Yes This is where decisions happen. · Present to the decision-makers · Bring enthusiasm and vision for the transformation · Recap what you learned in discovery · Focus on benefits, not plants Then ask for the order. Module 5: Follow-Up & Follow-Through Where great companies separate themselves: · Smooth handoff to your service team · Handle all paperwork so the client doesn't have to · Execute a zero-defect installation (no go-backs) · Follow up after installation · Look for add-on opportunities · Ask for referrals The Deeper Truth When sales is a system: · You gain confidence · Your team gains consistency · Your clients get a better experience And your business becomes scalable. Closing Thought Sales isn't about guessing. It's not about personality. It's about systems. And the stronger your system… the more predictable your results. Next Steps Download the free Plantscape Business Systems Scorecard and assess all seven core systems inside your business: 👉 [Download Here] About Plantscape Business School Plantscape Business School is dedicated to helping Plantscape business owners build companies that: Work Work with excellence And ultimately work without you Because the system… is the solution.
Transcribe →Your Plantscape Sales BS
May 900:11:03Tap to summarize"How you think about business is how you end up doing business… and how you think about business has everything to do with how you think about sales." In this episode of the Plantscape Business School Podcast, Brad Miller challenges you to examine your Sales BS—your Belief Systems. Because here's the truth: Your results in sales are not random. They are perfectly aligned with what you believe about selling. If you're not happy with your current results, this episode will help you uncover why—and what needs to change. The Big Idea Your business is a reflection of your beliefs. And when it comes to sales: Your belief system drives your behavior. Your behavior drives your results. So the real question is… What do you actually believe about selling? 10 Sales Beliefs to Examine Brad walks through 10 core mindsets that shape every Plantscape sales professional: Selling is an honorable profession Selling is an acquired skill (not a personality trait) Selling is a system (not guesswork) Sales training is essential Sales is asking (not telling) Selling is a muscle (it strengthens with use) Selling is creating customers Sales is a priority (noun) — the function matters Selling is a priority (verb) — the activity matters Imposter syndrome can be a good thing — it means you're growing Which of these do you truly believe? And which ones are quietly limiting your growth? Most sales problems are not strategy problems… They're belief problems. If you believe selling is pushy → you'll avoid it If you believe it's a skill → you'll improve it If you believe it's a system → you'll build it Your beliefs set the ceiling for your business. Selling isn't magic. It's a system. And just like every system in your business: Your sales system is perfectly designed for the results you're getting. If you want better results… It starts with better beliefs. Next Steps Download the free Plantscape Business Systems Scorecard and assess all seven core systems inside your business: 👉 https://www.plantscapebusinesschool.com About Plantscape Business School Plantscape Business School is dedicated to helping Plantscape business owners build companies that: Work Work with excellence And ultimately work without you Because the system… is the solution.
Transcribe →