Sales made Simple for Outdoor Living Pros, Landscapers and Hardscapers (formerly Outerspaces)
Business & Finance
About
This podcast is dedicated to helping overwhelmed outdoor living professionals, landscapers and Hardscapers just like you increase your closing rate to over 75% without doubling your workload so you can build a seven-figure business that doesn't need you.
Episodes
- How To Close More Hardscaping Jobs Without Ever Visiting the Job Site First w/ Jon Valenta from General Pavingstones
This episode discusses strategies for closing hardscaping jobs without initial site visits. It focuses on pre-qualifying clients and identifying budget mismatches early in the sales process to save time and increase close rates.
- Outdoor Living Pros, Stop Chasing Every Lead and Start Closing Only the Right Ones w/ Jon Valenta from General Pavingstones
This episode discusses how outdoor living professionals, landscapers, and hardscapers can stop chasing unqualified leads and improve sales. It focuses on strategies for better lead screening and asking effective questions to increase close…
- Why Chasing Revenue Is Hurting Landscapers And What To Do Instead w/ Financial Expert, Greg Crabtree
This episode explores the challenges landscapers face when focusing on revenue without considering profitability. It discusses strategies to maintain profits, gain market share, and establish sound financial practices in a changing market.…
- How Outdoor Living Pros Can Win Without Taking Every Project That Comes Their Way w/ Financial Expert, Greg Crabtree
This episode features financial expert Greg Crabtree, who discusses how outdoor living professionals can adapt to economic changes in 2026. The discussion covers strategies for pricing, scheduling, and profitability to help businesses outp…
- Why Hardscapers Lose Projects When They Skip This Simple Rule w/ Jon Valenta from General Pavingstones
This episode, featuring Joshua Gillow and Jon Valenta from General Pavingstones, discusses the importance of involving both decision-makers in the sales process for hardscaping and outdoor living projects. They explain how engaging both ho…
- Why Outdoor Living Pros Lose Projects to Contractors Who Ask Better Questions w/ Jon Valenta from General Pavingstones
This episode explores why outdoor living professionals may lose projects by focusing on features rather than understanding client motivations. It discusses how outcome-based sales conversations can improve closing rates for landscapers and…
- Why Outdoor Living Pros Lose Jobs Before They Even Give the Price w/ Jon Valenta from General Pavingstones
Joshua Gillow and Jon Valenta discuss why contractors, especially in outdoor living, landscaping, and hardscaping, often struggle with sales. They cover mindset shifts and communication strategies that can help contractors close more proje…
- How These Hardscape Pros Sparked Local Buzz With One Creative Business Move w/ Sarah Griffith from Scaped Outdoors
This episode of Sales made Simple for Outdoor Living Pros, Landscapers and Hardscapers features Sarah Griffith from Scaped Outdoors. She discusses how her company generated local attention and created community buzz through unconventional…
- How To Build a Website That Ranks in Google’s Map Pack (Not Just the Search Results) w/ Nick Conley from Tekton Growth
This episode discusses how to build a website that ranks in Google's Map Pack and search results. It covers structuring your website to align with your Google Business Profile, foundational SEO elements, and optimizing for Google Maps and…
- Why Ignoring Google Business Profile Is Killing Leads for Landscapers & Hardscapers w/ Nick Conley from Tekton Growth
This episode explains how landscapers and hardscapers can optimize their Google Business Profile to improve lead generation. It covers common optimization mistakes and strategies for ranking higher in Google search results.
- Why Your Perfect Pitch Is Failing (And What To Do Instead.)
This episode discusses why traditional sales presentations may be ineffective and offers alternative strategies for connecting with prospects. It introduces the Ask, Listen, Connect framework to improve sales conversations.
- The Tire-Kicker Tax. How Bad Leads are Stealing Time from Landscapers and Hardscapers
This episode of Sales made Simple for Outdoor Living Pros discusses "The Tire-Kicker Tax," focusing on how bad leads can waste time and money for landscapers and hardscapers. It explores identifying unproductive leads and implementing qual…
- The $20,000 Mistake. Why Unclear Expectations are Killing Profits for Outdoor Living Pros
This episode discusses how unclear expectations in outdoor living projects can lead to significant financial losses. It highlights the importance of setting clear boundaries to improve client satisfaction and protect profit margins.
- Why Good Contractors Lose to Average Salespeople (And How to Fix It)
This episode explores why good contractors struggle against average salespeople and offers solutions. It focuses on how clarity, certainty, and communication can improve sales outcomes and close rates in the outdoor living industry.
- If You’re Serious About Growth, You Can’t Ignore Hardscape Paradise w/ Event Creator & Outdoor Living Expert Tanner Broughton
This episode features Josh and Tanner Broughton discussing Hardscape Paradise, an event designed for hardscaping contractors. They explore how this unique destination event combines education, networking, and relaxation to help businesses…
- Why Outdoor Living Pros Should See Retirement as a Redirection, Not an Exit w/ Jon Valenta from General Pavingstones
This episode features Joshua Gillow and Jon Valenta discussing retirement for outdoor living professionals. They explore the idea of retirement as a redirection, maintaining purpose and identity, and the importance of planning for life aft…
- Why Avoiding Budget Conversations Is Costing Contractors Big Jobs w/ Jon Valenta from General Pavingstones
In this episode, Joshua Gillow and John Valenta discuss how to handle lost projects and budget creep. They explain the importance of honest communication and mindset shifts for protecting trust and growth in business.
- Why “Impressing” Homeowners Is the Worst Sales Strategy w/ Jon Valenta from General Pavingstones
This episode discusses why impressing homeowners can be a bad sales strategy for outdoor living professionals. It covers improving close rates, identifying qualified clients, and how better sales conversations can lead to improved revenue…
- How a Outdoor Living Pro Turned Sales Frustration into Business Control w/ General Pavingstone's, Jon Valenta
In this episode, Jon Valenta discusses his experience in the outdoor living industry, sharing his journey from sales frustration to creating a successful residential hardscaping business. He offers insights into common sales struggles and…
- Outdoor Living Pro Pricing Strategies to Stay Profitable in 2026 w/ Financial Expert, Greg Crabtree
Greg Crabtree discusses pricing strategies for outdoor living professionals to maintain profitability. He covers cash flow protection and adapting to market changes in 2026.
- The Financial Discipline Landscapers and Hardscapers Need Heading Into 2026 w/ Financial Expert, Greg Crabtree
This episode features financial expert Greg Crabtree discussing financial discipline for landscapers and hardscapers. The conversation covers current economic signals, the importance of gross margin over revenue, and optimizing staffing, p…
- A Simple Mindset Shift Helping Outdoor Living Pros Close More…You vs. the Overcomplicators
This episode explores why clarifying the sales process is crucial for outdoor living professionals to close more deals. It details how to simplify pricing, proposals, and next steps to avoid client hesitation and build trust.
- Why Selling Features Is Costing Outdoor Living Pros High-Value Projects
This episode explains how outdoor living professionals can improve sales by shifting their focus from features to the emotional outcomes clients desire. It details how to uncover emotional drivers, create outcome-based proposals, and use s…
- How Landscapers Can Stop Wasting Time Without Hurting Sales
This episode discusses how landscapers can stop wasting time and improve sales by pre-qualifying leads. It covers methods to identify high-value clients and filter out unsuitable prospects.
- Why Traditional Pitch-Heavy Sales Won’t Help You Close High-Ticket Outdoor Living Projects
This episode explores why traditional pitch-heavy sales may not be effective for closing high-ticket outdoor living projects. It discusses understanding emotional drivers, building client trust, and adopting a listening-first sales approac…
- How to Build a Successful Outdoor Living Business Without Sacrificing Your Sanity or Your Soul w/ Chris Cooper
This episode features Chris Cooper discussing how to build a successful outdoor living business that serves your life instead of consuming it. He shares insights on finding freedom, releasing burdens, and creating structure and clarity in…
- Why Purpose Outlasts Revenue in the Long Run for Outdoor Living Pros w/ Chris Cooper
Joshua and Chris Cooper discuss the COMPASS business framework for green-industry leaders. They explore how this framework provides clarity, structure, financial stability, and a purpose-driven approach to business, helping navigate challe…
- Why Your Pride Might Be the Reason You’re Burning Out as an Outdoor Living Pro w/ Chris Cooper
This episode discusses why outdoor living professionals experience burnout. Joshua and Chris Cooper explore how factors like misalignment, isolation, and pride, rather than just long hours, contribute to burnout in the outdoor living and g…
- Building an Outdoor Living Business That Supports Your Faith, Family & Future w/ Chris Cooper
In this episode, Joshua Gillow and Chris Cooper discuss how green industry contractors can overcome feeling overwhelmed. They explore why structure can bring clarity, creativity, peace, and freedom to a business, rather than restriction.
- Why Ignoring Mission and Values Might Be the Reason Your Hardscapers Keep Quitting
This episode discusses how rebuilding a company's mission and values can help reduce employee turnover, particularly for hardscapers and landscapers. It emphasizes that winter is an ideal time to redefine company identity and provide clari…
- Stop Calling Winter a Break. It’s the Most Valuable Season You’re Wasting as an Outdoor Living Pro
This episode discusses how outdoor living professionals can utilize the winter season for business growth. It covers strategies for overhauling systems, improving team efficiency, and fixing profit-draining inefficiencies.
- How To Use the Off-Season To Rebuild Your Mission, Vision, and Values and Lead With Purpose Again
This episode of "Sales made Simple for Outdoor Living Pros" discusses how to use the off-season to rebuild a company's mission, vision, and values. It covers strategies for inspiring teams and aligning values with actions to foster purpose…
- Why Being the “Hero” in Your Landscaping Business Is the Fastest Path to Burnout
This episode discusses why being the "hero" in a landscaping business can lead to burnout. It explores how a constant "firefighting" mindset can erode energy and purpose, and offers insights on building systems and redefining identity to a…
- The Mindset Shift Every Outdoor Living Pro Needs to Start Closing Bigger Projects
This episode of "Sales made Simple" focuses on the mindset required for sales in the outdoor living industry. It covers strategies to overcome self-sabotage, build confidence, and effectively close larger projects.
- Think You Need a Better Portfolio? Wrong. Here’s What’s Really Costing Hardscapers Their Best Clients
This episode discusses why sales success for outdoor living professionals, hardscapers, and landscapers often depends on their mindset, energy, and presence in client meetings rather than just a portfolio. It offers practical ways to build…
- How To Sell Without Feeling Sleazy (The Mindset Hardscapers Have Been Missing)
This episode explores how outdoor living professionals, landscapers, and hardscapers can change their mindset about selling. It discusses how to view selling as a service and build authentic connections to secure premium projects.
- Why a Less Skilled Outdoor Living Pro Is Earning 20x More Than You
This episode explores why outward confidence, not just craftsmanship, can be a deciding factor in sales for outdoor living professionals. It discusses how to build confidence, understand emotional connections in sales, and communicate trus…
- If You’re an Outdoor Living Pro Still Selling Patios Instead of Certainty, You’re Losing Clients Fast
This episode clarifies that "bad leads" are not the issue for low close rates in the outdoor living industry. It highlights the importance of refining sales communication, selling certainty and emotional outcomes, and leading with curiosit…
- The Two Phrases That Stop Great Landscapers from Closing Great Clients
This episode for landscapers and outdoor living professionals discusses two phrases to avoid on sales calls. It covers how to replace weak sales language with trust-building conversations to win premium projects.
- Stop Saying “Leads Are the Problem”. The Real Reason Hardscapers & Landscapers Keep Getting Ghosted
This episode explores why hardscapers and landscapers lose jobs and offers solutions to improve the sales process. It discusses how to simplify offers, lead conversations, and build emotional connections to close more deals.
- Think You’re Great on Sales Calls? The #1 Mistakes Landscapers Keep Making Says Otherwise
This episode discusses common sales call mistakes made by landscapers. It focuses on identifying errors that hinder client connection and provides strategies to improve sales calls and closing rates.
- How Top Outdoor Living Pros Turn “Maybe Later” Into “Let’s Start Today” by Building Emotional Connection
This episode discusses how outdoor living professionals can improve their sales process by building emotional connections with clients. It focuses on strategies to understand customer motivation and turn "maybe later" into "let's start tod…
- How Hardscapers Beat Less Skilled Competitors By Listening To Client Pain
This episode discusses how hardscapers and outdoor living professionals can overcome competition by focusing on clients' pain points rather than just selling features. It explores strategies for identifying hidden pain, building trust, and…
- The Pricing Lie That Keeps Outdoor Living Pros Trapped in Discounts
This episode discusses how discounting projects can negatively impact outdoor living professionals. It explores how to build confidence and strategies for charging premium prices in the landscaping and hardscaping industry.
- Why “More Quotes” Don’t Help Clients & Why True Closing Builds Certainty
This episode discusses how sales closing, when reframed as leadership and building certainty, can benefit clients in the outdoor living, landscaping, and hardscaping industries. It explores how to guide clients from doubt to clarity and bu…
- Why Failing Big Might Be the Best Thing To Happen To Your Outdoor Living Business w/ Garr Russell
In this episode, Garr Russell discusses his journey as an entrepreneur, highlighting how failures can be a catalyst for success. He shares insights on reframing setbacks and the importance of transparency in business.
- Why Consistency Beats Hustle for Landscapers Trying To Build Premium Brands
This episode discusses why consistency and authenticity are more effective than hustle for landscapers building premium brands. It explores how aligning professional and personal identities can build trust with clients and teams, leading t…
- Why “Professional Detachment” Is Killing Your Outdoor Living Sales (And What To Do Instead)
This episode discusses how professional detachment can negatively impact sales in the outdoor living industry. It explores strategies for landscapers and hardscapers to improve their sales approach by leading with empathy and curiosity to…
- Does Your Proposal Overwhelm Clients Into Saying Nothing? Here’s the Fix
This episode of Sales made Simple for Outdoor Living Pros, Landscapers and Hardscapers discusses how to simplify proposals to avoid overwhelming clients, which can lead to increased sales. It covers strategies for clearer communication to…
- Why “More Options” Is the Worst Sales Strategy You Can Use
This episode explains why offering too many options in sales proposals can lead to client confusion and lost deals. Joshua Gillow discusses how unclear proposals and vague timelines negatively impact sales, offering strategies to simplify…