Marine Vet turned Landscape Operator. 80 employees. 7.5M and growing | I post about the daily struggles of running a business. | Brother to
@goracleofdelphi
Lots of new followers, so here's a quick reintroduction:
I’m a small business guy that happens to run a 6M residential landscaping company.
We are currently buying a friendly competitor which will take us to 8.5M.
Here's how it happened...
I’m the son of an entrepreneur.
This Toyota truck is $10k.
I would buy 5 of them if I could for our landscape business.
Unfortunately, they aren’t selling them in the US.
We need cheaper, simplified vehicles in the US.
This Toyota truck is $10k.
I would buy 5 of them if I could for our business.
Unfortunately, they aren’t selling them in the US.
We need cheaper, simplified vehicles in the US.
5 months in the NICU
Came home yesterday.
1.5 lbs to 11 lbs
What’s the business lesson?
Maybe there isn’t much of one except to say that there will be really hard times that prevent you from focusing on work. That’s ok.
It’s times like this where it’s impossible to
Had a remote teammate start recently.
She is great.
We were thrilled to onboard her.
Then she slipped up and we realized she was working two jobs simultaneously.
She no longer works here.
Had a remote teammate start recently.
Great hire.
We were thrilled to onboard her.
Then she slipped up and we realized she was working two jobs simultaneously.
She no longer works here.
Your kids don’t want expensive toys.
They want:
-empty boxes
- tape
- paper
- markers
- pipe cleaners
- sticks
- sharp things
- string. Lots of it
- rubber bands
- toilet paper rolls
What am I missing?
Medical billing is insane. Perhaps criminally insane?
Can I get an AMEN?
My son was born at 24 weeks - 1.5 lbs. Spent 5 months in NICU. Miraculously he is now doing well.
- $500k+ in medical bills
- 100s of calls
- Countless hours
- "It's done" then another bill from the same
Sorry… not sorry….
Texas has the best food in America.
- Texas BBQ destroys everywhere else
- Tex-Mex is better than all other Mexican food
- Best Ramen I’ve ever had - in ATX
- Best ice cream: blue bell in Texas
- Best Pizza overall
Prove me wrong.
Multiple guys threatening to quit this morning.
They just got a raise.
But they want it to be bigger.
Here’s the thing:
- they are right. Paying them $.50 more per hour won’t sink the business.
- but paying everyone $.50 becomes a problem for the business.
I WANT to pay
Are you making your kids order at restaurants?
By 4 years old, I make all my kids speak to the hostess to be seated and order their own food.
Waiters often look at me and I direct them to the kid.
This teaches communication, self confidence, and independence.
We bought a company on Monday and added them to our landscaping company.
Their team was completely surprised.
Let's just say - it got spicy.
The morning started by telling their office team. They were shocked and then very emotional. It was definitely not a rah-rah moment.
I run a 6M landscaping company.
We are buying a 2.5M competitor.
Close in a few weeks.
What advice do you have for me about managing the transition for their employees?
Need to get my wife a new car.
We have 4 growing kids.
Looking for something big, safe, reliable.
I heard the Sequoia is good.
Any other recommendations?
Best buy on the market for your $.
Maverick.
I buy a lot of trucks for our business.
I just texted my ford dealer.
“I need a maverick. What you got? I will buy it tomorrow”
26k. Great deal.
Show me a better deal.
If you are working exclusively/primarily from home - you’re in trouble.
Overseas talent is real - and cheap.
Get back in the office and connect with humans.
Top 1% talent in the Philippines is sub 40k and will work through a monsoon without complaint.
Am I wrong?
Economy feels weird…here are my numbers for June landscaping projects…
(I run a residential landscaping business with 1700 routine clients)
June 2023:
- Estimates sent: 108
- Estimates won: 40
- Sales: $107,540.95
- Projects over 5k: 7
June 2024:
- Estimates sent: 290
-
My sales guy made 29 sales this week.
All day he:
- responds to requests
- makes follow ups (calls, texts, emails)
29 is a hell of a week.
I am psyched.
Oh yeah…he gets paid $7.50 out of the Philippines.
The guy is a freaking killer.
My everyday car.
This bad boy exceeds expectations.
- more family friendly than expected
- super business friendly
- clients and employees respect it
- very safe
- acceptable gas mileage
I wouldn’t drive anything else
I drive the white contractor truck in the background.
Today is my son’s 1st birthday.
He was born at 24 weeks (4 mos early)
He should be dead.
By God’s grace he isn’t. But it’s still been a hell of a year.
5 months in the hospital, tons of medical apts and bills, lots of tears.
5 lessons from our year of suffering:
——
1.
$80,000 in payroll weekly is:
- an honor
- scary
- humbling
It blows my mind that over 80 families rely on our company for their weekly paychecks.
Oh God - please provide
I still require my kids to say “yes sir / ma’am” to just about everyone, but especially adults.
I personally still say it to them to instill it as a habit.
Am I antiquated?
Want to know more about our landscape business?
Here is a deeper dive based on many of your questions.
Before we dive in:
-6M in Revenue
- ~60 employees
- Residential lawn, landscape, irrigation
- 0 acquisitions to date (except small irrigation co).
Revenue mix:
- 50%
I run a 6M residential landscaping co.
Next week I am going to write a thread that breaks down a lot of our sales and marketing efforts, vendors, what we roughly pay, etc.
Example: google ads vs fliers. Also…I pay $100s of thousands on materials.
What do you want to know?
Had to fire someone last week.
It pretty much always sucks.
But - here is some valuable firing advice:
Remember the 3 Fs
Fair - Don't be an A**Hole
Firm - No wishy-washy
Final - They will try to get another chance
Getting sued.
Personal injury lawyer.
Very minor event.
Person insisted it was "nothing" and they were fine.
Tip: In any situation, report to your insurance. They will call and investigate. It won't cost you anything. Protects you from future suits.
I run a 6M residential landscaping co.
Next week I am going to write a thread that breaks down a lot of our sales and marketing efforts, vendors, what we roughly pay, etc.
Example: google ads vs fliers. Also…I pay $100s of thousands on materials.
What do you want to know?
You get life passes to one sporting event.
What’s your pick?
1- Super Bowl
2- National Championship
3- Kentucky Derby
4- Masters
5- March Madness
6- Army Navy game
7- Indi 500
8- Stanley Cup
9- NBA finals
10- World Series
11- Ohio State vs Michigan
12- Other
I’m taking
Not every season is for growth.
Sometimes you just need to hold on and be grateful for survival.
It’s been a hard season for our family. But rich.
4 months ago today our son was born as a super-premi at 24 weeks.
Context- his due date was supposed to be May 8th.
30 cheap things to do with young kids.
I wrote this for myself bc I want to do more things like this in 2024.
- Scavenger hunt. Get AI to create rhyming clues with things in your house/yard. (example clue that leads to trampoline - Bounce, jump, and play, where fun's on
My everyday driver.
- world class performance
- family friendly
- clients / employees expect it
- very safe
I drive the white contractor truck in the background.
“Can I get a breakdown on Time and Materials for this pricing?”
We get this question often from homeowners on landscaping quotes.
Do you think they ask for a T&M breakdown for their food at restaurants?
I hired a guy in the Philippines to make outbound calls.
He consistently makes over 100 calls per day.
And he loves it.
I feel like I have an unlock for follow ups / sales / customer service / pranking my brother.
We give each employee $50 for their birthday.
I was scared to do it at first bc it adds up.
But it’s worth it.
There is no silver bullet for retaining employees, but 10 things like this over the year make a huge difference.
Day in the life of a business guy.
I run an 8m ish landscaping co.
- 4:30 feed the baby and pray
- 5:30 think about work priorities
- 6:00 head into office
- 6:20 send disciplinary email
- 6:40 drink 5th cup of coffee
- 6:43 give feedback on pricing project
- 7:00 send off
I killed our Ops Manager.
The most important day-to-day guy.
Dead.
Ok…not dead…but silenced.
This morning I told him that his
#2
has to be in charge of the morning plan. He is “dead” for all intents and purposes.
We rely on him too much.
I need more depth on the
Had to fire someone.
It pretty much always sucks. But this was probably my worst ever.
But - here is some valuable firing advice:
Remember the 3 Fs
Fair - Don't be an A**Hole
Firm - No wishy-washy
Final - They will try to get another chance
I thought about this one for
Notice the names.
We text clients each week and say something like…
“Tip your crew. We will give them $10 each if you mention their name in a 5-star review”
It’s a blast to pay the crew this marketing expense instead of a review aggregator.
Let me know how it goes for you
Sorry… not sorry….
Texas has the best food in America.
- Texas BBQ destroys everywhere else
- Tex-Mex is better than all other Mexican food
- Best Ramen I’ve ever had - in ATX
- Best ice cream: blue bell in Texas
- Best Pizza overall
Prove me wrong.
Waiter: “Would you like 7 tortillas with your meal?”
Me: “no”
Waiter: “what if I fry them and present them to you as chips? You can excessively salt them.”
Me: “sounds like a great idea.”
We run 4-10s.
Crews work 4 days per week - 10 hrs/day
That leaves Mondays for maintenance of the equipment.
We sharpen blades (pictured)
We get materials for upcoming jobs.
We gas up trucks (saves labor)
If needed we can also use Mondays for weather catch up or extra
Don’t forget about that one employee that never causes problems.
They aren’t the squeaky wheel
They aren’t agitating for a raise
They are always on time and never miss a day
Maybe they aren’t a super star
But reward them
Make sure they are recognized
I am buying a competitor. We both have great reviews but I have more and better.
What do I do with their Google listing and website?
I want to pay someone $100 for 30 min to advise me on this. Who can I talk to?
Stop being a visionary.
Stop being an "ideas guy",
Execution. Execution. Execution.
The smaller the company you run, the higher the percentage of time you need to spend on execution.
Vision and strategy are detractors until you reach a certain scale.
Ok. You can spend an
Do you constantly think through the economics of random businesses?
My wife gets so annoyed.
Example:
I see a playground and start thinking through:
- Margins on installation
- Sales model
- Operational timelines
Give me your example.
5 months in the NICU today
Doing great. Hopefully home soon.
Roy - means God sees you.
Here are some takeaways:
- Invest in community while life is easy. Give. Give. Give. There will be a time you need the community to help carry you and your family.
- NICU staff is the
Route density drives profitability in residential home services.
Our residential lawn maintenance company just bought a competitor.
Now we get to combine routes.
Our company had about 1100 routine mow clients.
Theirs had about 650.
Both were pretty dense...but when we
Always be hiring.
The teller at my bank was amazing.
I left her a note.
Then I gave a landscaping guy in the parking lot a business card.
Always be hiring!
You should ask for a discount on EVERY medical bill.
Me: can I have a discount.
Them: we can give you a 50% discount.
Me: more?
Them: 80%?
Me:…………..more?……….
Them: no
Me: ok
Your spouse comes
#1
in the family.
Not your kids.
And your kids should know it.
Make it obvious that your spouse has priority.
It’s one of the best gifts you can give your kids.
Why on earth is it a good idea to teach your kids they are the center of the world?
White contractor truck > BMW
Timex > Rolex
Carhartt > Designer anything
Local diner > Michelin
Knowing Neighbors > McMansion
Church > Sleeping in
What else?
Lawn robots will be a thing.
The key questions are:
- when?
- what types of properties?
- what does the human do in conjunction?
Ultimately this will be a good thing for people.
The transition will be messy.
Hard reality of business ownership:
Most employees greatly overestimate profits.
Many on my team feel like I am swimming in cash - I am not.
Business growth requires investment - that's where most of the cash goes.
This is particularly emotionally taxing when people are
“Can I get a breakdown on Time and Materials for this pricing?”
We get this question often from homeowners on landscaping quotes.
Do you think they ask for a T&M breakdown for their food at restaurants?
I am super proud of our team.
We just passed 500 reviews.
4.9 total rating.
It’s hard to underestimate how valuable this is for a consumer facing business.
Here are some notes on getting reviews:
- Start with great service. No duh.
- You HAVE to ask. It feels a bit
We get so many “call outs” it’s hard not to get cynical.
It’s also hard not to get taken advantage of.
Ex:
1- car broke down
2- aunt died
3- I’m sick
Daily. We deal with this daily.
Emotionally prepare yourself.
"You parked bad at my house. I am calling the police"
"That leaf clean up was bad. Refund or I am calling my attorney".
Same client.
Should I keep them?
I bought a business 90 days ago.
How did we price it?
Here are the pertinent details and the story.
-our landscaping co was doing ~6M in rev
-competitor in town was doing ~2M
-same area of operations
-same software
-same subs
-same services (we thought)
No brainer
In person work is better than remote.
One small but tangible value for me - winding down on the way home.
Often I need the drive home (only 12 min) in order to cool off before being a good dad/husband.
Anyone relate?
Your spouse comes
#1
in the family.
Not your kids.
And your kids should know it.
Make it obvious that your spouse has priority.
It’s one of the best gifts you can give your kids.
Why on earth is it a good idea to teach your kids they are the center of the world?
Need to get my wife a new car.
We have 4 growing kids.
Looking for something big, safe, reliable.
I heard the Sequoia is good.
Any other recommendations?
White contractor truck > BMW
Timex > Rolex
Carhartt > Designer anything
Local diner > Michelin
Knowing Neighbors > McMansion
Church > Sleeping in
What else?
Hiring question:
If someone has been without a job for the past 6 months (living off their girl friend)...is that a red flag?
Or am I a jerk for thinking that?
MARRIAGE ADVICE:
I’ve been married 10 years and this is still hard.
Men - you are supposed to be the leader of the marriage.
Leader = lead repenter
No matter the fight with your wife, it’s your job to repent first.
Even if it’s 99% “her fault”, lead in humility.
It’s
Happy Independence Day,
This is one of my absolute favorite holidays.
I was in the Marine Corps for 4 years. I deployed to Iraq during all the ISIS stuff. In other words, I served a little, but not near as much as many, many people.
The picture on here is of one of my guys
Day in life of an operator:
- 1:30am bottle fed son
- 4:30 bottle fed son listened to Bible
- 6 head to work to make tacos for team
- 7 feed 40 dudes and send off crews
- 8:30 finance meeting
- 10:30 customer service manager check in
- 11:30 interview VA candidate
- 14:00
Banking sh*t show for our recent acquisition…
Long story short…
Me: Can I have some money?
Bank: Sure. No worries.
Me: Super cool. But you’re sure right?
Bank: Totally sure. No problemo.
***weeks later
Me: Sorry to be a broken record, but we good good right?
Bank: Of
Your kids don’t want expensive toys.
They want:
-empty boxes
- tape
- paper
- markers
- pipe cleaners
- sticks
- sharp things
- string. Lots of it
- rubber bands
- toilet paper rolls
What am I missing?
I GOT SPONSORED.
Jack Link's is now my official snack sponsor.
What started as a joke turned into a real thing.
(Meaning they sent some jerky & promised more).
I couldn't be prouder to hype this company.
In all seriousness - great product & fantastic company.
Tell me
I just sat across the table from a man I respect and bought his business.
Many years of stress, sweat, and relationships were handed over with a few signatures.
Now, I get to carry that legacy.
It was emotional.
Don't undervalue the emotional weight of these transactions.
350 jobs today!
We are doing 350 lawn/ landscape/ irrigation jobs today.
That blows my mind.
It’s easy to get caught up in the 2 or 3 problems each day and forget the 347 that are going well.
EXCITING ANNOUNCEMENT:
Jack Links Jerky and I are under formal and ongoing negotiations for a snack sponsorship.
(We DMed once)
So - this is what I need from you
…the people…
I need you to comment, like, bookmark, RT, send this to your dad so that
@JackLinks
actually