$7M Landscaping Company Owner Reveals Genius Method for Closing Deals

Summary

In this engaging transcript, the host joins Steve, owner of a multi-million dollar landscape business, for a sales meeting. Steve shares his proven 'Price, Amount, Close' system, emphasizing the importance of demonstrating value and differentiating from competitors. He details his company's unique selling points, including their commitment to quality and customer service, and the hard-won knowledge that has made them successful. The conversation also touches on the benefits of attending industry expos for business growth and employee morale. For those seeking to elevate their business, Steve offers advice through his company PMS on Instagram.

Takeaways

• 🚚 The speaker is joining Steve, who owns a successful landscape business worth seven million dollars, and they are discussing sales strategies.
• 📞 Steve shares his sales tips and emphasizes the importance of a structured sales meeting, which they hold once a week on Tuesdays at 5:30 a.m. for two hours.
• 🔑 The sales approach they use is 'Price, Amount, Close', focusing on demonstrating the value of their services and differentiating from competitors.
• 🛠️ Steve has developed a comprehensive sales system, including a slideshow on an iPad, which covers topics like reputation, guarantees, warranties, and avoiding costly mistakes.
• 🏗️ The script highlights the importance of quality in construction, with Steve explaining the technical details of building a patio, such as using geo ties and proper drainage systems.
• 💼 Steve's experience and knowledge in the industry are evident, as he discusses the pitfalls of poor construction practices and how he learned from past mistakes.
• 📈 The speaker suggests that attending the Equip Expo can be beneficial for business owners, as it offers new tools and equipment to improve their work and boost company morale.
• 🤝 Steve's commitment to his employees is clear, as he emphasizes the importance of investing in the company and the team to ensure high-quality work and customer satisfaction.
• 📈 The speaker encourages others to reach out to Steve for advice on growing their businesses, highlighting Steve's success in building his company from the ground up.
• 📱 Steve can be contacted on Instagram for advice, and the speaker promises that attending one of his sales training sessions can be life-changing.
• 🚴‍♂️ The conversation ends with a light-hearted anecdote about Steve buying a high-quality mountain bike for a fraction of its original price, showing his savvy nature.

Q & A

What is the value of the landscape business owned by the person mentioned in the script?

The landscape business is valued at seven million dollars.

What is the name of the company that the person in the script is associated with?

The company's name is PMS, as mentioned in the script.

What is the typical time and duration of the sales meetings in the company?

The sales meetings occur once a week on Tuesdays, starting at 5:30 a.m. and lasting for two hours.

What sales approach does the company follow, as described in the script?

The company follows a sales approach called 'price amount close,' emphasizing the value of their service and differentiating from competitors.

How does the company present their sales pitch to clients?

They use a slideshow on an iPad that covers various aspects such as reputation, guarantees, and the importance of hiring the right contractors.

What is the significance of the '5:30 a.m.' sales meeting time mentioned in the script?

The early morning meeting time is chosen because it is quiet, allowing for better focus and absorption of information in a theta brain state.

What is the importance of the 'School of Hard Knocks' in the context of the script?

The 'School of Hard Knocks' refers to the learning through failures and tough experiences that the person has undergone to build their business knowledge and expertise.

What is the main reason for attending the equip Expo as suggested in the script?

Attending the equip Expo is suggested to learn new ways to improve job efficiency and to boost company morale by investing back into the company.

How does the script describe the company's approach to building a quality patio?

The company focuses on reverse engineering and understanding common failures, then overbuilding with proper support, geo ties, and stress relief to ensure quality and longevity.

What is the role of the sales training mentioned in the script?

The sales training is meant to provide insights and strategies that can help attendees take their businesses to the next level, building a multiple six or seven-figure business.

How can someone reach out to the company for advice or sales training?

Interested individuals can reach out through PMS on Instagram or visit their website weretheguys.com for more information on sales training and company advice.

Outlines

00:00

📈 Business Growth and Sales Strategies

In this paragraph, the speaker joins Steve, who owns a multimillion-dollar landscape business, to discuss sales tips. Steve shares insights about his company's weekly sales meetings held every Tuesday at 5:30 a.m., focusing on the 'Price, Amount, Close' approach to sales. The process involves presenting a slideshow to clients, emphasizing the company's value proposition, reputation, and the importance of quality in their work. Steve also discusses the technical aspects of their installations, such as avoiding slag sand and implementing proper water mitigation techniques. The speaker expresses admiration for Steve's deep commitment and expertise in his field, which has been built over 25 years, including a period of economic downturn. The importance of understanding and communicating the value of the investment to clients is highlighted, as well as the company's focus on quality and customer experience.

05:01

🚴‍♂️ Personal Growth and Industry Insights

The second paragraph shifts focus to personal growth and industry insights. The speaker reflects on the importance of learning from failures and hard knocks, as exemplified by Steve's journey in building his business. The conversation also touches on the value of attending industry expos like the Equip Expo, which can improve job efficiency, boost company morale, and demonstrate commitment to employees. The speaker invites viewers to connect with Steve for advice on growing their businesses, promoting his Instagram handle and website. The paragraph concludes with a light-hearted anecdote about Steve purchasing a high-end mountain bike, showcasing his success and the speaker's admiration for his achievements.

Keywords

💡Landscape Business

A landscape business involves the design, creation, and maintenance of outdoor spaces using plants, hardscape, and other elements. In the video, the owner of a seven million dollar landscape business is mentioned, indicating the scale and success of the venture. The theme revolves around the business's success and the sales strategies that contribute to it.

💡Sales Tips

Sales tips refer to advice or strategies that can improve the process of selling products or services. The video discusses the importance of sales meetings and the sales system used by the landscape business, which includes showing the value of their services to clients.

💡Sales Meetings

Sales meetings are gatherings where sales strategies, goals, and performance are discussed. The video mentions a weekly sales meeting at 5:30 a.m., indicating the commitment to continuous improvement in sales practices.

💡Value Proposition

A value proposition is a statement that explains why a product or service is worth purchasing. The video emphasizes the importance of showing clients the value of the landscape business's services, differentiating them from competitors.

💡Price Amount Close

Price amount close is a sales technique where the salesperson presents the price, the amount of the service or product, and then attempts to close the deal. The video describes this as part of the landscape business's sales system.

💡Selling System

A selling system is a structured approach to selling that can be consistently applied and refined over time. The video describes a specific selling system used by the landscape business, which includes a detailed presentation to clients.

💡iPad

In the context of the video, an iPad is used to present the selling system to clients. It symbolizes the use of modern technology in the sales process to effectively communicate the value and details of the services offered.

💡Quality

Quality refers to the standard of something as measured against other things of a similar kind. It is a core focus of the landscape business, as they emphasize the importance of using high-quality materials and construction methods to ensure the longevity and durability of their work.

💡Experience

Experience in the video refers to the accumulated knowledge and skills gained over time. The owner of the landscape business has learned from past mistakes and successes, which has informed their sales approach and construction techniques.

💡Equip Expo

Equip Expo is an event mentioned in the video that showcases new tools and equipment for the industry. Attending such expos is suggested as a way to improve business practices and boost company morale by investing in better tools and equipment.

💡Investing Back

Investing back refers to the act of reinvesting profits into the business for growth and improvement. The video discusses the importance of using earnings to enhance the company's offerings and support employees, which in turn improves the overall business.

Highlights

Introduction to Steve, owner of a seven million dollar landscape business, discussing sales tips.

Steve's sales meeting routine: Weekly on Tuesdays at 5:30 a.m. for two hours.

Sales system explanation: Price, Amount, Close method focusing on value and differentiation.

Use of a slideshow on an iPad to demonstrate the company's value proposition to clients.

Importance of showcasing the company's reputation, guarantee, and unique selling points.

Avoiding costly mistakes by hiring the wrong contractors and the impact of slag in the industry.

Steve's personal experience and the value of hard-earned knowledge in the landscape business.

The significance of building a quality patio and the importance of load support and geo ties.

Steve's approach to overbuilding to ensure the longevity and stability of patios.

Innovative water mitigation techniques to prevent wall pressure and ensure proper drainage.

The client's investment not just in the patio but in the company and its people.

Commitment to quality and the experience of the builders who are experts in their field.

Steve's personal journey from zero to a successful business, including overcoming the 2008 economic crisis.

The importance of investing in the company and the benefits for employees and morale.

Advice for business growth and reaching out to Steve for guidance on building a successful company.

The value of attending the Equip Expo for learning new tools, equipment, and improving job efficiency.

Steve's personal anecdote about purchasing a high-quality mountain bike for a fraction of the cost.

Transcripts

so I'm hopping in the truck right now

this guy owns a seven million dollar

landscape business Steve to hunt PMS

we're the guys what up bro how are you

bro

good to see you oh

you like being on it you're gonna give

us some sales tips man okay I'm not

doing quotes you're all doing quotes we

just met up real quick and when I'm on

the phone with Steve and he's literally

ran me through some sales stuff in my

business blows my mind some of the stuff

he talks about first I want to say how

often do you have sales meetings in your

company and what is some of the stuff

you go over and where like have you

created a selling system that you guys

do the same thing every time and you

tweak it can you talk about that for a

minute sure so once a week on Tuesday so

I hope hope to see you there tomorrow

one time 5 30 a.m 5 30 5 30 a.m We go

for two hours and what we do is it's

called price amount close so you have to

give them the price the amount and then

you try to close the deal and it's all

about value so you have to show your

client the value of what you're doing

what is different about you than

everybody else and how long you've been

around and how you're going to back it

up our system I'll pull up right now

just to give you a quick

oh that's sweet

so here's our little system so oh so

you've created a whole slideshow that

you show the clients on a straight up

iPad correct so this goes through the

tough choice what to look for our

reputation how much did you plan to pay

what's the difference between a

guarantee and a warranty is

exclusive guarantee How We Do It

how you know who you're working with

trust and then avoiding costly

maintenance and Repairs by hiring the

wrong contractors

what slag does which in our industry

especially in Michigan it's a iron ore

byproduct that just corrodes the pavers

destroys them should not put anything on

slag sand the way we install

water mitigation big thing with building

we go through all this

and that's how we start so we have to

know these Pages they roughly take about

45 minutes to go through with the client

there then we ask for the business

because we know we're the most qualified

we know that we're going to do the best

job and we ask for the business because

you built your business from the ground

up over 25 years you started with

nothing nothing and back in 2008 you

whenever the economy was falling apart

you went all the way down and built it

back up again correct 2011 I lost

everything did not go bankrupt but I got

crushed took me about four years to come

back work for free so when you speak to

a client and you train your sales guys

to speak you have so much knowledge and

authority and because you've made the

mistakes and you like you know exactly

what goes into your building a quality

patio what is the importance of having

the highest quality so when you speak

what you're talking about like is it's

the real deal

versus somebody who can't sleep at night

after a year or two because they're

afraid what if we didn't make the base

deep enough if we didn't make the what

if the water is draining the wrong way

like what are all these things that you

know what I'm saying it's just

experience so it really it's when we

started and I started I just started

removing patios taking them apart seeing

why they failed and every single time it

was almost the same thing it was load

support grid there wasn't Geo ties there

were slag sand which slag essentially

swells every time it gets wet and gets

Frozen and then it pushes the walls over

so we reverse engineered how to build a

patio so we watched the way it was built

improperly and then we wanted to over

build so we'll for instance when we're

burying a block we'll bury two block

we'll type we'll do geo tie backs to

hold that wall into place and make it

homogeneous so that way the weight of

the patio is pulling the wall in and

then we have stress relief where you

have hydrostatic pressure pipes that go

around we call them obviously just drain

tile and then we have ports that exit so

when water moves up the wall it's not

putting pressure on the wall it's able

to escape that wall just like you do

with your basement

so and you're expressing all of that to

the client oh they see it all we go

through every way we're going to build

it because we want people to know where

their money's going it's not just hey

this is here's the price here's your

brick we want you to know what you're

investing and you're not just investing

in your patio you're investing in our

company and our company invests in the

people that we work with so the people

that are actually building your patio

are going to give you an experience

unlike any other company they're going

to care about it more than most owners

care about it because not only do that's

all they do and they're hyper focused on

building they're the best at it so they

catch things on the field and say we're

going to need another two pallets of old

wall because it's Clay so we're gonna

have to bury this this block deeper to

make sure this thing does not fail see

I'll see how committed and deeply

invested this guy is in his business so

if people want to take their business to

the next level where can they get some

of this training some of this knowledge

so they can step up their game build a

multiple six or seven figure business

and

I mean I would go to you first to be

honest I mean I have a startup guys yeah

you're zero to 100K but you've helped me

take my business to the next level I

don't do a lot of training but um you

can always reach out at PMS uh on

Instagram PMS were the guys if you have

if you want any advice on building your

company

um I don't really do very much no I'm

not I'm not well what I mean is like did

you learn all this stuff School Hard

Knocks it's all School of Hard Knocks

yeah I got I got destroyed on every

single thing I did anything that I've

learned is because I failed at it

everything I I had to learn every single

thing the hard way everything yeah okay

equip Expo yes I love the Equifax you

were there last year you you brought

your crew with you you guys saw all the

new tools and equipment why should

somebody go to the equip Expo

number one the equip Expo is gonna show

you ways to do your job better it's

gonna build morale because you're

investing back in your company so you're

going to take that money that you make

instead of putting it in your pocket

you're gonna put it into the company to

make your guys that are building this

job their lives are going to be easier

when their lives are easier they're

going to be able to think more not just

with their backs with their heads to

build this better the morale of your

company is going to boost by tenfold

because they're going to see that you're

committed to them and when you commit to

your guys your company's going all the

way no matter what this is all the way

bro thanks so much Steve dehat PMS

weretheguys.com I'll put us Instagram

below you can take a look at some of the

reels and some of the work they do it's

absolutely beautiful and I want to check

out your sales training yeah tomorrow

I'd love to have you do 5 30 in the

morning yes please I I promise you if

you come to just one it will change your

life you will see that 5 30 in the

morning you just awoke so you're in

Theta brain State you're not going to be

all revved up phone calls it's quiet and

you're there and you're going to be able

to listen and take what the information

that you're receiving and you're going

to be able to implement it because

you're going to hear it you're going to

feel it you're going to write it down

and you're going to be able to go out

and apply it pretty quickly Perfect all

right bro I'll be there

thanks man

look what we got here Steve de hunt in

the house what's up bro how are you the

brick paving master I wouldn't say that

yeah bro

you just bought a three thousand dollar

mountain bike I just bought yours for a

hundred bucks this is all I need I was

in the market for a mountain bike three

grand why would cause I'm a lunatic dude

let me try this dude it feels so direct

it's this is like the BMW of mountain

bikes bro