Sales: How Do I Handle Price Objections?

Marketing: The Content Pieces You Can't Live Without: In this episode, Marty welcomes Emily Lindley, Content & Events Manager at The Grow Group. As The Grow Group’s content & events manager, she oversees our content marketing including emails and social media, develops content solutions that deliver on client needs, and shares our story with the green industry. In addition to her role at The Grow Group, she also manages Grunder Landscaping Co.’s marketing efforts. You’ll hear about the marketing tools that have stood the test of time such as postcards and doorhangers, why you must have a website, and tips and tricks for what to incorporate in each marketing piece to make it successful. Discussion Points: How we’re tracking if leads are on or off pace for the year Leading indicators to watch: design fees Essential marketing pieces Postcards and tips to make them more effective Doorhangers: how to use your crews to make these easy to implement Website: simple changes to make your web p by The GROW! Show

18 min listen

Operations: Set Your Team Up for Efficient Work from the Start: Efficiency is the name of the landscaping game, and creating a smart site plan is step one. In this episode, Marty Grunder details how they plan their work for Grunder Landscaping crews so that they can arrive onsite and get to work quickly. Discussion Points: The old adage, “All planning is good” Planning - the great differentiator A story about a poor morning rollout in Dallas Finding and keeping talent - the number one problem The little things that help any landscaping job Team and Group Leaders partnering with production Planning the night before for morning rollouts Biggest wastes of time Streamlined loading process and plant labeling LandscapeHub and SiteOne GPS monitoring of your trucks Reward and incentivize the behavior you want Study others who do well- visit your peer companies Join us in Des Moines at the GROW Conference Feb 2024 The Grow Show podcast is sponsored by STIHL and brought to you by The Grow Grou by The GROW! Show

17 min listen

Sales: Ask for That Sale, Nicely: Does your sales team have “Commission Breath?” In this episode, Marty Grunder explains how Grunder Landscaping teams - who do not work on commission - are able to “ask for the sale, nicely” in a number of sales scenarios. Closing a sale takes practice, confidence, and a knack for connecting with people “where they’re at.” From finding out how people prefer to be contacted (email, phone call, etc.) to giving the client “permission to buy” - Marty’s tips and sales scenarios from inside the green industry will boost your confidence and help you know just what to say to close that landscaping sale. Discussion Points: The harsh reality of sales in “Glengarry Glen Ross” The Grunder approach is never pushy, never commission-based Solving your client’s problems, creating a sense of urgency If you can’t easily ask for the sale… you may have other issues Sales scenario - firepit Sales scenario - residential maintenance contract Sales scenario - commercial prope by The GROW! Show

15 min listen

Sales: Onboarding a Salesperson for Success: Setting salespeople up for success is critical to their, and your company's, success this year. As we head into the second half of 2023, here are our tips for providing your sales team with the tools they need to succeed. Discussion Points: Join us in Des Moines at the GROW Conference Feb 2024 Sales is a crucial function that often doesn’t get much focus Getting a new salesperson - how we do it Goals, Manage Activities, not methods, dialogue, and patience You must set realistic, attainable goals Every day I prospect, every day I nurture, every day I close Constant check-ins Give your salespeople time to get up to speed Dialogue and patience - have them work with your crews Use caution with promotions Check out our virtual learning events An inspirational story about Brad The Grow Show podcast is sponsored by STIHL and brought to you by The Grow Group - a leading coaching and education firm for landscape professionals. Your host is Marty Gr by The GROW! Show

14 min listen

Interview Series: Leading Without the Title with Mark Sanborn: Best-selling author of The Fred Factor Mark Sanborn joins Marty Grunder to discuss how companies can use the little things to stand out from their competition. Mark shares how great customer service can set you apart, and how individuals can be leaders within their companies by chasing their passions. Mark Sanborn CSP, CPAE is President of Sanborn & Associates, Inc. - an idea studio dedicated to developing leaders in business and in life. The mission of Sanborn & Associates is to transform knowledge into application to create a generation of leaders who make a positive difference, regardless of title. Mark is an international bestselling author, inspirational leadership keynote speaker, and noted authority on team building, customer service, and change. Discussion Points: How Marty and Mark met The Fred Factor and You Don’t Need a Title to be a Leader Mark’s postal carrier Fred Tell people ‘they make a difference’ Differe by The GROW! Show

42 min listen

Interview Series: Building a Winning Company Culture with Ed Eppley: In this episode, Marty Grunder sits down with his longtime friend and mentor Ed Eppley. Ed is considered a leading expert globally on motivating and leading teams to perform well and is always a great source of inspiration and advice. In this episode, he shares his best tips on fostering a strong and positive company culture. You’ll hear Ed’s thoughts around developing a company culture that aligns with your business model and goals, asking yourself as a leader, ‘Would I want to work for me?’, accepting ‘average’ employees just to fill positions, and planning your exit strategy years in advance. Ed Eppley, founder of The Eppley Group, is a leading global expert in professional management, sales strategy, and performance management. He has worked with executive teams at multinational companies across the U.S., Europe, China, Japan, and Australia. His clients include a “Who’s Who” of business category leaders such as BM by The GROW! Show

37 min listen

Interview Series: Leadership with Roger Phelps: Welcome to The Grow Show podcast, brought to you by The Grow Group. Led by your host, Marty Grunder, The Grow Show shares ideas, tips, tactics, and insights that will help you grow your landscaping business. For our very first episode, I have a very special guest. Roger Phelps is the Corporate Communications Manager at Stihl, and handles everything social media, corporate PR, event marketing, and strategic partnerships for the company. Roger began his career in the Navy, and has been enthralling our team with stories of leadership for years as a speaker at events. You’ll hear his unusual path from the Navy to event planner to Corporate Communications, some mistakes Roger made early on in his leadership journey, insider stories about the amazing company culture at Stihl, and his ideas about what makes a great leader, and what any individual can do to improve the way they work with others. Discussion Points: Roger’s background and unusu by The GROW! Show

38 min listen

Efficiency Ratings: What is it? How do I calculate and use it?: Welcome to The Grow Show podcast, brought to you by The Grow Group. Led by your host, Marty Grunder, The Grow Group is a premier coaching and education firm for landscape professionals, providing innovative events, peer groups, and real-world resources to help business owners and their teams succeed. In each episode of The Grow Show, we’ll share ideas, tips, tactics, and insights that will help you grow your landscaping business. In today’s episode, Marty discusses all things efficiency - your budgeted hours vs. actual hours worked. You’ll hear how this is calculated, what it means to have a good or bad rating, and which industry-focused software helps you keep track. Discussion Points: Efficiency ratings - what they are, how they’re calculated Looking at some actual numbers Capturing the numbers - Aspire or Element software for the landscaping industry Budgeted vs. actual hours at Grunder A great efficiency rating spea by The GROW! Show

10 min listen

Interview Series: Sustaining a Company Culture with Joe Calloway: In this episode of The Grow Show, acclaimed author and business consultant Joe Calloway joins Marty Grunder to talk about how companies can differentiate themselves. With 40 years of experience working with entrepreneurs and leaders, Calloway highlights the importance of immediate response to customers, prospects, and partners, strategic hiring, and the power of culture as a differentiator. Your company has a culture no matter if you're paying attention to it or not, and Joe shares his insights on the crucial role of intentional culture in businesses, navigating the changing landscape of customer expectations and technologies, and managing economic uncertainties. Discussion Points: Guest intro: Author Joe Calloway Insights on the role of intentional culture in businesses Adapting amidst changing customer expectations and technologies Case study: Evolution of delivery mechanisms in the restaurant industry Responding imm by The GROW! Show

42 min listen

Sales: Three Things to Do This Week to Get Ahead: What if you could do something today to move your business forward and improve your sales? We know sales are top of mind for landscaping companies right now, in this episode Marty Grunder shares three tactics that salespeople can use this week to get closer to reaching their goals for the year. Discussion Points: As Dave Sullivan told me- all planning is good Using OneNote for planning days, weeks, months… At the midpoint of 2023 - ponder what has gone well and what could use improvement Checking three areas - personal, family, and business Seeing someone for your mental health The tombstone test Reviewing your business Using the phone with clients Practice gratitude - your life is better with it I’m grateful for everyone listening The Grow Show podcast is sponsored by STIHL and brought to you by The Grow Group - a leading coaching and education firm for landscape professionals. Your host is Marty Grunder, president and CEO of The Gro by The GROW! Show

17 min listen

Hiring: Interview Questions to Help You Find the Right Team Members: You only get a short time to decide if someone is a good fit for your team or not during the interview, and asking the right questions can help you find the right culture fit on the first try. In this episode, Vince Torchia, VP of The Grow Group, shares the questions he recommends you ask potential employees. Vince Torchia is vice president of The Grow Group, where he drives strategy, oversees day-to-day operations, and provides executive coaching to clients. A graduate of the University of Dayton’s School of Business, Vince travels the country, ensuring programs consistently deliver results and demonstrating how business owners can leverage the strengths of both their right-hand men and women and the millennial workforce to succeed. Discussion Points: What do you know about our company? Why do you want to work here? Short and long-term goals? Your last job and details about your experience Tell me about a conflict by The GROW! Show

12 min listen

Sales: How Do I Handle Price Objections?: Handling price objections is all about communicating the value you bring to the table. In this episode, Marty Grunder provides the language and tools you need to do it yourself. From the exact steps to follow and words to say if a client objects, to handling issues with price increases due to inflation, the bottom line is, “data eliminates drama” - provide facts and details. Train your sales team, rehearse, role-play, and be prepared. Discussion Points: Price objections are a constant to deal with Clients and price objection - have you done your job selling your value? Reading the best sales books - check out Mike Weinberg Consultation fees Steps to overcoming objections: Validate their concerns, ask for other objections Explain your fees and your value Confirm that you’ve overcome their objections Overcoming objections to price itself: Acknowledge and thank them for their concerns Ask for a little time Compare the details provided by your by The GROW! Show

19 min listen

Service Stinks And That's a Good Thing!: In this episode of The Grow Show, Marty shares his recent experiences with horrible customer service, including traveling through LAX, security system salespeople, and an investment opportunity. In the last couple of years, it seems we have lost our way with customer service, and that, ladies and gentlemen, is the company's fault, not the team member's fault. Your internal customer service should never exceed your external customer service. To say it clearly, if you want your team to treat your customers well, then you better treat your team members great. Enjoy the show! Discussion Points: The horrible service at airports Standout service at Delta and an O’Hare seafood restaurant Marty’s desired investment falls through due to lack of follow up An excellent salesperson fails at follow-up and even blames his team Bad service is everywhere - if you provide only “good” service you’ll stand out! Number one rule - be nice to everyone involved in yo by The GROW! Show

15 min listen

Operations: Training Your Team on Quality: Today on The Grow Show, Marty Grunder explains that quality is in the eye of the beholder. This means consulting with clients on what THEY expect as far as results. Whether you have seasoned pros or an inexperienced team, maintaining quality standards is done through training. Marty shares some of the best practices that Grunder has established to make their weekly training sessions effective and valuable. This company-wide training on quality and safety standards means that every job is “up to snuff”. Discussion Points: Quality should always be your main focus How do we train a team to do quality work? Ohio clay and extra work that expensive and not impactful What are your activities that are horticulturally necessary? Responsibilities across teams at Grunder Weekly training sessions - focus on the basics that most workers need Check the show resources for a list of what Grunder trains on Photos of best practices - good, better, best Trainer by The GROW! Show

24 min listen

Team: Would You Want to Work for You?: A company culture where people want to work is critical to recruiting and retaining high quality team members, but how do you create that culture? Start by asking yourself, "Would you want to work for you?" Tune in to hear Marty share some of the ways he has improved his own leadership style, and how we can all be better leaders, no matter our position within the company. Discussion Points: The young Marty Grunder as a leader There will be great leadership sessions at the Des Moines show Letting go of tasks you’ve delegated Marty’s job may look easy but … Environments that people do and don’t want to work in Encouraging small landscaping businesses Are your job descriptions and their responsibilities complete and accurate? Clarity begets success Are you a complainer or a complimentor? The WAM (World According to Marty) The Grow Show podcast is sponsored by STIHL and brought to you by The Grow Group - a leading coaching and education firm for l by The GROW! Show

19 min listen

Teams: Marty's Tips for Running Effective Meetings: In this episode, Marty Grunder shares his tips and what he has learned over the years (as an owner) about making the most of your meeting time, and giving your team time back in their day when you can. Avoid meeting on topics that could be sent as an email, make a mission statement for each meeting, and maximize your team's time together. Discussion Points: Marty’s ‘morning huddle’ format Meetings should save time - have a mission statement! Owners often derail everyone unknowingly- Save discussion items for that specific meeting Queue up relevant emails through Outlook for the meetings Sharing information The meetings that Grunder has each week/month/quarter and who attends The Grow Show podcast is sponsored by STIHL and brought to you by The Grow Group - a leading coaching and education firm for landscape professionals. Your host is Marty Grunder, president and CEO of The Grow Group and Grunder Landscaping Co., one of the most s by The GROW! Show

17 min listen

Interview Series: The Core Values of Business with Larry Winget: In this podcast, Marty speaks with best-selling author and top keynote speaker Larry Winget (The Pitbull of Personal Development ®) about the values of honesty and integrity and how important they are to businesses today. You’ll hear Larry and Marty discuss the evolution of work ethic, the importance of core values, and the need for workplace education. He provides insights into the correlation between poor parenting and financial trouble, the influence of leadership on business success, and the necessity for professional communication in customer service. Wingett also shares his views on balancing entrepreneurship with fatherhood and imparts profound thoughts on personal finance, leadership, and the economy. Larry was the first to be willing to take on the “positive attitude” motivational speakers and the Law Of Attraction bozos with his common sense, back-to-the-basics approach. Larry has hosted his own television serie by The GROW! Show

47 min listen

Team: How to Celebrate Your Team's Wins: Just think about it: you work hard all week, but only your mistakes get noticed. That's not going to be a place you want to keep working. In this episode, Marty shares The Grow Group’s favorite ways to celebrate wins. Remember, you need to model the behaviors that you want your team to adopt. Tune in to hear some of the best ways to express your appreciation so that teams feel appreciated and feel seen for the great work they're doing day after day. Discussion Points: Marty admits he’s not great at celebrating Clarity of purpose is key for the whole organization- does your team know what a win looks like? Positive reinforcement - it's not just for puppies Shoutouts to team members Reviews - include all the good things Cookouts and food trucks A sports event and tailgating Motivational movies with snacks Pushing hard for sales right now No one’s perfect, but we hope this helps The Grow Show podcast is sponsored by STIHL and brought to you by Th by The GROW! Show

13 min listen

Interview Series: Steps to Improving Longevity with Dr. Condeluci: Dr. Condeluci was the commencement speaker at Marty's daughter's spring graduation, where he shared the steps people can take to improve their longevity. The research and insight he shared was so insightful, that we felt like we needed to bring it to our listeners here. Dr. Al Condeluci initiated his career in human services in 1970. He served as CEO of Community Living and Support Services (CLASS) for almost 30 years. He still teaches at the University of Pittsburgh, writes, speaks, and consults both virtually through Zoom and in person on issues related to culture, community, and social capital. He holds an MSW and PhD from the University of Pittsburgh, where he is on faculty in the School of Health and Rehabilitation Sciences and the School of Social Work. Discussion Points: How Marty discovered Dr. Condaluci Background - Dr. Condaluci Research on social capital and Blue Zones Four common traits in the five Blue Zon by The GROW! Show

29 min listen

Sales: Stay Relevant with Three Easy Ways to Keep in Touch with Prospects and Clients: Sending hand-written notes is almost non-existent these days. That’s why it makes such an impact when you send one to your clients. Avoid sending the dreaded "Just Checking In" email to your prospects and clients, and utilize other options to stand out. In this episode, Marty Grunder shares his three favorite ways to stay in touch with clients and prospects to stand out from the competition and build strong relationships. Discussion Points: Life before cell phones and social media Three ways to keep in touch Calling - make a sticky note to yourself each day A call from the dentist years ago made an impression “I’m so glad you’re happy….” then ask for a referral Things to do as a salesperson EVERY DAY Writing - thank yous, surveys, follow-ups, handwritten notes Texting - only in certain situations - do younger people abuse this? Visits - walking job sites with Marty’s son Sending a video of your wal by The GROW! Show

15 min listen

Finance: What Numbers Matter Most and How Often to Review Them: How often do you look at your company’s performance numbers? You shouldn't wait until the books are closed at the end of the year to find out how your company is doing. Vince Torchia, VP of The Grow Group, uses this episode to detail the numbers you should be watching, how often to review them, and what to do if you aren't liking what you see. Discussion Points: Daily numbers to review - CASH balances, A/R balances, hours Weekly numbers - A/P balances, payroll, sales, job performance Monthly numbers - close out of last month, balance sheets, trailing 12-month analysis Quarterly numbers - also valuable Recap The Grow Show podcast is sponsored by STIHL and brought to you by The Grow Group - a leading coaching and education firm for landscape professionals. Your host is Marty Grunder, president and CEO of The Grow Group and Grunder Landscaping Co., one of the most successful design-build operations of its kind in the Midwes by The GROW! Show

11 min listen

Finance: How Can I Reduce My Accounts Receivable: In this episode, Grunder Landscaping VP Vince Torchia delves into different ways to help you reduce your “days outstanding” in relation to A/R (accounts receivable). Collecting payment for work you've done is a critical part of maintaining strong cash flow at your landscaping company. Tune in to hear simple strategies companies can use to collect payments from clients promptly. Discussion Points: Collections are slowing in general Calculating A/R “days outstanding” Automation can help - credit cards and ACH’s Building in credit card fees, discounts for cash Providing a portal for customers to pay through Assigning A/R responsibility to one person within the company Setting up the process so everyone is aware Recap The Grow Show podcast is sponsored by STIHL and brought to you by The Grow Group - a leading coaching and education firm for landscape professionals. Your host is Marty Grunder, president and CEO of The Grow Group and Grun by The GROW! Show

11 min listen

Team: What to Consider When Creating Compensation Plans: In this episode, Grunder Landscaping VP Vince Torchia shares some of the salary and bonus structures that ensure happy, productive teams and a growth mindset. The answer we usually have to give when asked about compensation plans is that "it depends" It depends on your business structure, your financial performance, your area, and what your current compensation plans look like. To set up a plan that works for both you and your team, Vince Torchia has tips for what to consider. Discussion Points: Compensation - you get what you pay for in talent Beat what your competitors or your regional market pays - look at Chick-fil-A Hiring should be done ahead of need Sales commissions - how bonuses and pay should be structured at different stages Who is responsible for your sales team hitting their goals? Designing a salesperson’s compensation - base vs. bonus Profit-sharing - different structure levels Getting paid as an owner - what is by The GROW! Show

17 min listen

Team: Keeping Your Field Crews Engaged With the Company Culture: Does your company have a morning rollout meeting? Are you physically present for it? Engagement with your crews is crucial for fostering a great company culture. Your field crews spend most of their day out in the field and away from the office, and whether you're intentional about it or not there are sub-cultures developing within each crew. Setting the tone you want and keeping your crews engaged can be a challenge, Marty shares his ideas to help. Discussion Points: Talking about what matters, the morning rollout, and inspecting what you expect What matters most - the company vision, mission, and core values Employee engagement at Grunder Trusting our process Named one of the fastest-growing companies in Ohio Cleanliness matters at Grunder - the bathroom story Morning rollout meetings - you can’t fake good morning rollouts Witnessing a terrible rollout Come to a fall field trip to witness our morning rollout, join a pe by The GROW! Show

19 min listen

Operations: How to Decide if It's Time for New Equipment: In this episode, we continue with Part II of our series on equipment with returning guest Seth Pflum, President of Grunder Landscaping. While we love seeing fleet pictures, we also believe that trucks and equipment are investments for the success of our company. By investing smartly in these tools, we can have the greatest returns. Tune in to hear Marty and Seth share how the team at Grunder Landscaping evaluates if a new, or additional, piece of equipment is needed and how its purchase could impact productivity. If you missed Part I, there’s a link below in the resources section. Discussion Points: Thinking of your fleet as ‘assets’ Buying or replacing - tax deduction alone is not a reason Keeping older vehicles for salting The team involved in fleet decisions Budgeting and efficiency Paying overtime vs. hiring and buying more equipment Smaller equipment life cycles Mowers and mini skid steers Using data to track your equipme by The GROW! Show

17 min listen

Interview Series: Seth Pflum on Information Sharing with Your Team: Ask any organization what their number one issue is, and most companies will say, “communication.” Sharing information with the entire team at Grunder Landscaping Co. has always been a recipe for success. The entire team must be engaged with big growth goals, sales and revenue numbers, open positions, and where the company is headed. In this episode, Seth Pflum previews what he'll share at GROW! 2024 on how they share information with the broader team. Discussion Points: No matter the size of your org, communication is the #1 issue Sharing creates buy-in to your vision and mission Repetition builds understanding Who should deliver your message? What is shared at Grunder Reasons for not sharing information Building an organization that runs without you Seth and his planned presentation for Grow! 2024 The Grow Show podcast is sponsored by STIHL and brought to you by The Grow Group - a leading coaching and education fir by The GROW! Show

18 min listen

Finance: Should I be Open-Book? What Information Should I Share with My Team?: Are you afraid to share company data with all your employees? Many companies debate how much information is too much information for their team, and how much information can help motivate or inform decisions better. In this episode, Vince Torchia of The Grow Group shares the data he recommends companies share with their teams, and how he recommends they do it. Discussion Points: Lots of people ask how much they should share in “open book management” Grunder’s turnaround in sharing info Increased engagement Increased literacy around financials Aligning employees with company goals and values Watching daily progress is exciting More data = more engagement, not sabotage As a leader, put yourself in your employee’s shoes Where can you start? Watch for the next episode on this topic where we’ll dig in deeper The Grow Show podcast is sponsored by STIHL and brought to you by The Grow Group - a leading coaching a by The GROW! Show

14 min listen

Interview Series: Life, Work, and Family with Chris Joyce: In this episode of our interview series, Marty is joined by Chris Joyce, President of Joyce Companies out of Marstons Mills MA. Chris shares how he's balanced being there for his family with running a successful landscaping company in Cape Cod, and how he and his team have differentiated themselves among a crowded market of competitors. Joyce Landscaping operates its three “green industry” businesses, as well as JLC Equipment Corporation, from approximately one location in Marston Mills. The company services clients throughout Eastern Massachusetts including Cape Cod, The Islands, South Coast, and the Greater Boston area. Joyce Landscaping, Inc. designs, builds, and maintains residential and commercial properties throughout southeastern Massachusetts. Projects include site development, landscape, hardscape, stonework, tree work, horticulture, property maintenance, and more. Discussion Points: Chris’ modest upbringing made him by The GROW! Show

34 min listen

Interview Series: Mentorship and Investing in Yourself with Mark Thompson: In this episode, Marty sits down with his longtime mentor Mark Thompson to talk about the importance of mentorship and investing time, money, and energy into yourself as a leader. No matter your position within a company, taking time to work on YOU always pays dividends. Mark Thompson is a business advisor and former engineer who started his career as an engineer, then transitioned to a business leadership role where he served as president, CEO, and Chair of the Board at his engineering consulting firm. Recognizing the importance of understanding the 'soft side' of management and the fundamentals of business, he then transitioned to a business advisory role. Throughout the episode, Mark discusses the necessity of strategic planning, the role of leadership and collaboration, the value of low-risk experiments, and visual learning in business growth. He emphasizes the need to take small steps while keeping an eye o by The GROW! Show

53 min listen

Team: Take an Interest in Others, They'll Take an Interest In You: What do you wish people would say about you in your eulogy? Taking a genuine interest in others is one of the best ways to “win friends and influence people” as Dale Carnegie said. In this episode, Marty Grunder shares ways that you can be a better teammate by taking an interest in the people you work with. People always work better together when they actually like each other. Discussion Points: Speaking in Atlantic City for Site One Dale Carnegie’s book Marty’s Mom and her winning attitude Joe Burrow and other sports figures with the right outlook Bob Grover and his son Dave Vince Torchia and his impact The amazing things that can happen when you’re interested in others 4 suggestions to help develop your new habit Read “How to Win Friends” - link below Join us for GROW! 2024 The Grow Show podcast is sponsored by STIHL and brought to you by The Grow Group - a leading coaching and education firm for landscape professi by The GROW! Show

21 min listen

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Sales: How Do I Handle Price Objections?

Sales: How Do I Handle Price Objections?

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