← Profits with Pajak
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- [00:05]
John Pajak
500 episodes. That number, honestly doesn't even feel real to me right now, is. When I started this podcast, I wasn't trying to build some giant media company or become an influencer. I was just a lawn care guy trying to help other operators stop struggling financially. But after nearly 500 conversations, interviews, coaching calls, mistakes, wins, breakdowns and hard lessons, I've realized something. The biggest problem in this industry is not grass. It's fear. Fear of charging enough, Fear of growth. Fear of hiring. Fear of disappointing people. Fear of finally admitting that the business we built might not actually support the life we wanted. So today for episode 500, I want to talk about what this industry has taught me about business, about leadership, about money, and honestly, about life. I've dedicated over 25 years of my life to this industry and I'm going to share some of those things with you today.
- [01:08]
Yardbook Announcer
Today's episode is brought to you by Yardbook, the all in one CRM for your lawn care business. And as an exclusive partner of this podcast, you can get started today and begin simplifying your business and maximizing your profits. Sign up now@yardbook.com the the link is in. The show notes Time now for profits with PayJack, an essential podcast for you in the green industry who are looking to unlock the full potential of your business. Hosted by John Pajak, your certified financial coach, the show features in depth discussions with successful entrepreneurs, thought leaders and industry experts providing practical advice and proven strategies on financial planning, operations, marketing and sales. Profits with Paycheck has valuable insights, action steps that you can implement today for creating long term success. Now, here's John Paj.
- [02:11]
John Pajak
Welcome to Profits with Pajak, the podcast where we dive into business strategies, financial insights for the green industry and I'm your host, John Pajak. And today, I mean just whoa. Episode 500. You know, that's over three years of podcasting to get to that number three days a week every week for the past three years. So first off, I want to say thank you. Seriously, you know, whether you've been listening since episode one or you know, you've listened to all 500 or maybe this is the first one that you've listened to. I truly appreciate every single one of you and I just want to share that, you know, this podcast has changed my life in ways I never expected. And today I don't want this just to be about a celebration episode. I want this to matter. So today I want to share what I genuinely believe about this industry. After 500 episodes and thousands of conversations and countless coaching calls and Years of being in the trenches right alongside you. You know, number one, the green industry is just full of incredible people, but too many are struggling. And that is hands down one of the most common things that I see. It's one of the most common conversations that I have with people. You know, this industry is just filled with hard working people, good people. You know, these are, these are people that, that care deeply about their customers, they sacrifice for their families. These are people that are willing to work 12 to 14 hour days in brutal conditions. You know, Mother nature is not, you know, not fair. A lot of times, you know, we work in the heat, we work in the cold, we work in the rain, sleet and snow, all those things, you know, but at the same time, I've never seen so many hardworking people struggle financially while appearing successful on the outside. And that's a really dangerous combination because, you know, unfortunately, social media has made everybody look successful. You know, you see new trucks, you see new trailers, new equipment, you see big accounts, you see the big crews. But behind the scenes, some of those companies are drowning. And the scary part is a lot of operators don't even know they're drowning because they've never actually learned their numbers. And that's why I became so passionate about budgets, break evens of bottom lines. Because confidence comes from clarity. And when you know your numbers, I mean, your pricing becomes easier, your hiring becomes easier, your marketing is better, it's easier, it's fun, you know, and even your growth decisions become easier. Without clarity, everything feels emotional. It doesn't have any data to back it up. And you're always like, should I do this or should I not? That's a bad way to go. And I, you know, another thing is after, after these, this, the 500 episodes, I firmly believe that most businesses don't have a revenue problem. They've got a margin problem, you know, because, you know, most operators are not one giant marketing breakthrough away from success. You know, they're, they're, they're, it's, it's something different. It's, it just might be one pricing correction away. You know, I talked to companies, I've seen a lot of companies, they're doing, you know, ranging all the way from like $100,000 a year to over $1 million in revenue. And they're all barely making money. Why? Why? Why? Because the revenue hides problems. And in this industry, there's almost this addiction to gross revenue numbers. You know, everybody wants to say, oh, you know, we just did a million this year. Oh, oh, great, that's awesome. But you know, I'm always asking like, but what did you keep? How much of that money did you keep? Because if you're doing a million dollars and you're miserable and exhausted and buried in debt and never home, what did you exactly build? And that's why I constantly preach profitability over any other vanity metric. And really, I mean, profitability is not a vanity metric. That is, that's the point of business, is to serve others. And in exchange we make a profit. Because profit buys freedom, margins buy you peace, and the cash flow buys you options. And I, you know, over the time that I've been in this industry, you know, again, over. Is it 25 plus? Is it 26 plus? I don't even know anymore. I don't even remember how long I've technically been in this industry. I think I just say 25 plus just to be on the safe side. But the green industry is changing faster than people realize. You know, we look at, in the past couple years, AI is changing businesses. Automation, any, like any kind of automation is, it's, it's changing our operations. You look at everything from even like battery operated equipment, it's starting to change workflows and software is changing how customers, what they expect from us. And whether people like it or not, you know, the days are running your company entirely from memory or handwritten notes. It's a dinosaur. It's basically going extinct. Okay, I know there's still a lot of people that still operate like that, but the operators that survive long term are going to be the ones that embrace systems. Not because systems are exciting, not because systems, you know, it's a, it's really just a fancy way of saying this is how we do stuff, right? We don't. Let's, let's be honest, let's talk real words here. Okay? Somebody says systems to me. I get it. I understand somebody says systems to you. You might underst. You might be like you're, you might glaze over. But just remember, it's just the stuff, the way that you do stuff in your business, that's it. You know, we don't, we're always looking for a fancier way of saying stuff. But you know, when you do have systems in your business, it creates consistency. Now here's the interesting part. Even with all this technology, relationships still matter more than anything because people still want trust and communication, reliability and professionalism. Now technology enhances those relationships. It doesn't replace them. And real quick, before we get further into the episode here, I just want to Just give a real live read here. I want to just really thank the people over at Yardbook. They've been the ones that have supported profits with paycheck for years. And I, you know, since we're talking about technology and things like that. CRMs, right? YardBook is a CRM. And if you're still trying to run your business with sticky notes, text messages and your aging memory, you are making life harder than it needs to be. Yardbook helps you manage scheduling, invoicing, routing, customer communications, and so much more. I can't even run my business, my lawn and landscape business, my fertilization, weed control business. That's what it is these days. I can't run it without Yardbook. And the best part is you can get started for free if you want to check out the premium features. If you want to say, hey, let's, you know, get some bulk emailing and texting and you know, the multi step programs and all the really, really cool stuff that Yardbook has to offer that makes my life super simple. You can start a 30 day free trial using promo code PAYJACK. So again, go visit them@yardbook.com and if you want, use promo code PAYJACK when you want to try the premium version. So the show the links in the show notes, go check them out.
- [10:20]
Yardbook Announcer
If you're ready to get your lawn care business running smoother, faster and more profitably this year, it's time to check Yardbook. Yardbook is the all in one software built specifically for lawn care professionals. From scheduling jobs and routing crews to invoicing customers and collecting payments, Yardbook helps you manage everything in one place. Whether you're solo or scaling fast. Over 20,000 lawn pros already trust Yardbook to run their business. And the best part, it's free. To get started, head to yardbook.com and create your free account today. Stop doing everything the hard way and start running your business like a pro with yardbook.
- [11:00]
John Pajak
Equip Expo 2026 is coming up October 20th through the 23rd in Louisville, Kentucky. If you're serious about growing your business, this is where you need to be. We're talking live equipment demos, the latest technology, and thousands of contractors all in one place, sharing what's actually working right now. And here's the deal. Tickets are normally $120, but right now you can get them for $12.50. When you use promo code PAY, that's 50% off the already discounted early bird price. But this deal expires May 31 and prices go up after that. So don't wait on this. Lock in your ticket. Now. Get in the room and I'll see you there. Use promo code payjack. The link is in the show notes and grab your ticket. Today,
- [11:48]
Yardbook Announcer
are you mowing lawns, running crews, and still wondering where all the money went? You're not alone. Naylor Taliaferro of LCR Media has been there. And that's exactly why he created Profit Accelerator Live. Join Naylor and expert speakers John Pajak and Eric Triplett for two powerful days of hands on workshops designed specifically for lawn care and landscaping business owners in Richmond, Virginia, June 26th and 27th. This isn't a conference where you'll sit in the back and take notes. You'll leave with an actual box, business plan in hand, knowing exactly what to charge, how to manage your time, and how to attract better customers. Tickets are just $299, but right now you can bring a partner or fellow business owner free with our two for one special. Tickets are just $299, but right now you can bring a partner or fellow business owner free with our 2 for 1 special. Only 75 spots are available and they will fill up fast. Use the link in the show description or go to profitacceleratorlive.com to secure your spot today. Put more money in the bank and more time in your schedule with Profit Accelerator Live.
- [13:02]
John Pajak
One last thing, one last thing I want to tell you about is, you know, if you're really serious about improving your profitability in your business, this is exactly why I created Budgets, Break Evens and Bottom Lines. This is the workshop that I created to help other business owners know their numbers and get their pricing in line so that they're going to be profitable no matter what. Because the faster you understand your numbers, the faster you stop operating from fear. So anyway, let's, let's get back into, you know, episode 500 here and some of the things that I've learned about this industry in these, you know, in my duration, during, in, in this industry. I tell you what, I think burnout is one of the least talked about dangers in the green industry. I mean, sometimes people talk about it, but they don't really go too far into it. They, they, they say, hey, I'll burn out, you know, you know, oh, you know, it's not that big a deal. You're, you know, if you're only the weak, burnout, things like that, you know, everybody's always glorifying the grind, you know, you gotta work harder, you gotta push harder, you gotta sleep less, you Gotta outwork everybody. But eventually your body collects the bill. You know, your mind collects the bill. Your body, your mind, your marriage, your family, they're all collecting that bill and they're paying out. And I've experienced it personally and I've watched countless operators go through it. Really very talented, wonderful people. I've seen them get to a point where you look at them and they're just a shell of the person they were. They hate their business, they don't enjoy it anymore, and sometimes they never recover. And I don't want to see that for anybody. You know, fortunately, most people can bounce back. They could make changes before it gets too bad. But, you know, the crazy thing is like, you know what's scary about burnout is that it doesn't usually happen because someone is lazy. It happens because, you know, they care too much for too long without resting, without having some recovery in there. And that's why if you've listened for any duration of time, I mean, you, you probably hear me getting more vocal about my health and rest, delegating work and delegating the responsibilities across my team. I also talk about the systems, you know, we're always systems, system, systems, you know, just, honestly, just the way we do things, you know, because once we get that down, you know, it's a written way of doing things. That's a system, makes it very easy to replicate scale. And it's like wash and wash, rinse and repeat. You know what I mean? That's how you get successful in a sense. But, you know, you also have to protect your mental bandwidth. Because if you're an owner and everything revolves around you, you're the hub. And if nothing works without you, if you collapse, eventually the business does too. So some of the biggest shifts I've seen between struggling operators and successful operators is long term thinking. And a lot of times I find that struggling operators think, how do I survive this week? And successful operators, they got a different mentality. They're thinking, how do I build a business, a company that's going to still exist 10 years from now? 10 years and plus, right, that changes everything. You're not in the short term, you're not going, how do I get through the day? How do I get through this week? Oh man, I can't wait just to get off work and then, oh, yeah, I'm gonna try to get away this weekend. You know, you're starting to shift your whole perspective. It's more long term. How do I make this business successful for 10 years? You know, 10 years from now I want it to exist, I want it to be fruitful, I want it to be profitable, I want it to be great. That changes everything. It changes the way you hire, it changes the way you pick your clients. You know, don't forget that it's a two way street. Your customers, yes, they do select you, but you could also select your customers. You have the authority, you have the power to pick where you want to work. You don't have to be stuck in an area or if you find out, hey, you know what, these people just barely survive and they can't because they're not really well suited for it. And I'm just driving my business into the ground because all I'm doing is shooting for the lowest price. Forget that. Find an area, find a pocket, find a niche where you can actually have control over who you serve. You know, when you start thinking long term, future goals, you start thinking more about how your equipment purchases are going to affect you. It's not like, oh, we're going to have 10 different types of machines. You might start going, we need one type of machine, maybe two different models within that same brand. Whatever it might be, if you're just a mowing company, then yeah, maybe you just stick with one manufacturer and you pick one or two models. You have a landscape company and you need bigger equipment. Maybe you're picking, you know, the best excavator and the best skid steer that fits your model. You know, whatever the equipment is, it doesn't matter. You know, fertilization, weed control. We have spreader sprayers that are right on. Right. I have tried just about every single one out there, you know, if not at least the type, the main genre of it, right. And I know it works for our type of lawns. I'm not going to go buy a gigoromous spreader sprayer that could hold 400 gallons of liquid. Because we don't treat huge acreage. You know, we're focused on smaller properties, you know, smaller properties. In my mind, our average size property, let's just say is, you know, between. We're just gonna say around 10,000 square feet of turf. So when we're thinking about that, it's like, is that where I want to be in 10 years? Yeah, I think that's where we want to be. So we pick equipment to fit that. You know, this might also affect your pricing, your marketing, your debt choices. I don't do debt. But you know, for some of you, that might be the way that you grow. You're saying, well, I'm going to be here for another 10 years. I'm willing to take on, you know, five years, a five year note on pieces of equipment just to make sure that we grow into it. You know, long term operators understand something really important. Every shortcut eventually sends a bill. I try not to shortcut at all. I just am steady. That's one of the big things that I've, I've learned is consistency, steadiness, keep showing up. It's not sexy, it's not exciting. But I'll tell you what, that's how our business has grown so much in the past few years. We've just been consistent and, you know, it's just been. There's no silver bullet to make your business amazing. I'm just gonna say it. It's a lot of hard work, a lot of dedication, planning, and just sticking with it. And I'll tell you, I think after, especially, you know, for this, in this context, after 500 episodes, here's what I believe matters most is it's not just in business, but it's also in life. And I think I'm going to hold to this for the rest of my life. Because your integrity matters, your word matters. When you shake someone's hand and you look them in the eye, you say, yes, we're going to do this, that means something that matters. In addition to your health and your family and your faith and your reputation, all of these things are very important. They matter. Don't just hand those things out like they're freebies. Those things only commit to these things if they're important. And they are important, especially to me. I, this is why I mentioned these. You know, you look at money, money is important, Profit is important. But I'm going to tell you, if success costs you your health or your marriage, your peace or your character, that's not success. You know, I've learned that building a business is really about building yourself. And your business eventually becomes a reflection of your discipline and your mindset, your leadership and your habits. So these, you know, these are the things that I've realized over 500 episodes of doing this podcast for you. And I still believe this industry is filled with tons of opportunity, you know, but I also believe that too many good operators are undervaluing themselves. They're overworking themselves, and they're carrying a lot of pressure on their shoulders very quietly. So here's my challenge for you. Stop building a business that only survives because you suffer. Build systems, build profit, build stability, and build something that supports your life instead of consuming it this is why I talk about goals so much. It's, you know, all of us, we have something in common. We could all go out there and make a lawn look beautiful. But the thing is, each and every one of us may have a different goal. You know, our goals change all the time. But the thing is, this is why it's so important to. Yeah, we, maybe we. Let's just say in this world, we all just cut grass, but we all have different goals. We have to take that into account. My goals are not going to be your goals and vice versa. And I'm telling you, if you've. You have to start understanding that. You have to flip that switch in your mind to change your mindset so that you understand that instead of just chasing a business that is going to make you miserable, if you're going to be miserable, why do this? But this is why I've been trying to do this, the podcast, and trying to serve you as best I can. I want to help you avoid all of the pitfalls that I've made and help you avoid the pitfalls that I've seen others make. And if you've been listening to this show for years, I really want to thank you. I truly mean that. Again, this podcast started with a microphone, a mission, and a desire to help people avoid the mistakes that I've made. And I hope somewhere in these 500 episodes something here has helped you. So until next time. Again, thank you. Thank you so much for your support. If it. If it wasn't for you, I. I couldn't make this show. And again, a shout out to Yardbook for their success. For, well, their, their success and them believing in me has helped me become more successful. So I owe them so much. I. I really believe in their product. I believe in their CRM. It's been a game changer for us. It's been. It's been allowed us to make changes for other people as well. So until next time, God bless. Keep pushing through and we'll catch you on the next one. Thank you once again for listening. If you've enjoyed the show, please leave a review and share it with fellow business owners. Your support means the world to me and helps keep the show going strong. I want to give a special shout out to our friends at Yardbook. Their continued support has been instrumental in bringing this podcast to you week after week. If you haven't checked them out yet, visit yardbook.com and see how they can give you the tools to streamline and manage your lawn care business. Also, don't forget to explore the resources and upcoming events that I've collected just for you in the Show Notes. These are curated to help you stay ahead in your business with the latest tips, tools and networking opportunities. Whether it's a new tool, an insightful article, or an event you don't want to miss, I've got you covered. Until next time, keep pushing through and God bless.