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The Landscaper’s Guide to Modern Sales and Marketing Newsletter
NOVEMBER 2025
The Deep Work Week That Changed Everything HOW I WROTE 5 BOOK CHAPTERS WHILE LIFE THREW ME CURVEBALLS
Look, we all have chaos swirling around us. Clients call, crews need answers, problems pop up, and there’s always a fire to put out. I live it, just like you. But here’s what I’ve learned: If you want to grow, if you want to level up your business and your life, you need a Deep Work Week.
Dan Kennedy, who’s writing the foreword for my book, once shared that he writes for an hour every day, no matter what. The day his mother died? He still wrote. That stuck with me. Because business and life don’t stop. You honor the hard moments. You grieve. And then you get back to work.
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Redesign service packages or update pricing models Map out your EOS implementation or long-term business strategy Send your team for certifications or professional development Document and refine your standard operating procedures
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That’s exactly what I did recently. I took a full week with no meetings and limited distractions and cranked out five brand-new chapters for my upcoming book. This is book number three for me, and yes, it’s coming out soon. (We have something special planned for the first half of 2026, so keep your eyes peeled!) But the point is, it’s finally
That week, I also wrapped up a fly-fishing trip in Washington with my grade school buddies, a mustache contest included (hence the Hulk Hogan look). On top of that, my accountant made a mistake on my 2023 taxes, which delayed refinancing my home for a kitchen remodel by months. But here’s the lesson for you: None of that stopped me from executing.
All the things you “never have time for”? That’s what a Deep Work Week is for.
Business growth doesn’t come from talking about what you’ll do “someday.” It comes from carving out time, shutting out the noise, and getting the work done even when life gets messy. So, here’s my challenge to you: pick a week this winter and block it off. No meetings. No excuses. Use the time to tackle the big, strategic projects that will move your business forward. Because at the end of the day, success isn’t about feeling ready or waiting for the perfect moment. It’s about finishing the run, writing the chapter, or building the system, especially when life tries to get in the way.
happening because I carved out the time.
And the kicker is that I did it during one of the most chaotic weeks of my life.
I wrote five chapters from scratch and polished up several more because I had blocked out the time. And you can do the same for your business. No, you’re probably not writing a book. But you could use a Deep Work Week this winter to:
That same week, I had to put my dog down. It was brutal. The morning we took her to the vet, we cried, we mourned, and we went on a family hike together where we’d often bring her. And then I went back to work on my book. Not because I was ignoring the pain, but because this is my job.
JACK JOSTES, CEO RAMBLIN JACKSON
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Create a library of marketing videos for the upcoming season Update your CRM and scrub old data
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Read It in Your Truck on a Rainy Day
MILLER LANDSCAPE IS TURNING 55 YEARS OF EXPERTISE INTO A DIGITAL ADVANTAGE How Sales Consultant Rebekah Oman Is Using Video to Sell Smarter
Miller Landscape has been designing and maintaining beautiful outdoor spaces in Michigan since 1966. With a reputation built on craftsmanship and creativity, their team has always believed in listening to clients and delivering hassle-free experiences. Now, they’re pairing legacy with new digital strategies to keep growing stronger. Rebekah Oman, a sales consultant at Miller Landscape for 15 years, has consistently sold over $1 million a year, all while working remotely. But she sees even bigger potential with digital tools. “Ramblin Jackson is teaching us how to use digital marketing. I am so excited. It’s going to help me because I work remotely, I sell over a million a year remotely, and I could probably sell $4 million if I had digital marketing. So I am super excited.” Recently, Rebekah stepped in front of the camera to record professional sales videos, which she plans to use with every prospect.
“Jack and Robert were terrific in working with us to set this up and have a professional presentation to my customers. I plan on using this every time I talk to a customer on the phone or send an email. It gives them a wealth of information on how our process goes with Miller Landscape and why it’s so hassle-free.”
substantially because that’s the way the world’s going.”
By embracing new tools, Miller Landscape is demonstrating what great companies do: honor their history, continue innovating, and deliver better experiences for their customers.
Check out Miller Landscape’s vision at MillerLandscape.com .
The process was easier than she expected.
Want to see how Ramblin Jackson can help you scale your growth, transform your marketing, and build lasting momentum? Book a Marketing Brainstorm with our team today at Landscapersguide.com/brainstorm .
“I just did a video with the teleprompter. It was super easy. You don’t even have to prep much; they put it right in front of you. It’s simple. Ramblin Jackson makes it so easy and fun. You feel like an actress or an actor.”
For Rebekah, video isn’t just about looking polished. It’s about results.
“90% of the landscapers don’t follow up that much. I’m like a follow-up queen, right? But if I had this in addition, I would sell more. So I’m expecting that with using more digital marketing, I will increase my numbers
KEEP YOUR LANDSCAPE BUSINESS BUSY YEAR-ROUND WINTER DOESN’T MEAN WAITING
“One of the easiest ways to boost winter sales? Educate your customers.” This is what I tell landscape business owners all the time.
not ready right now, you’re putting yourself on their radar for spring projects, which keeps your schedule full year-round.
Most homeowners assume landscaping work stops when the leaves fall. They think spring, summer, and maybe early fall are the only times to call you. But you and I know there’s plenty of work that can be done in the colder months, like fall cleanups, sprinkler blowouts, and even certain landscape installations, depending on your region. The key is simple: reach out and remind them. Use email newsletters, social media, and especially good old-fashioned phone calls to let customers know they can still hire you this season. Even if they’re
So, here’s my tip: don’t wait for the phone to ring, make the call.
Want more seasonal marketing ideas? Book a 15-minute Marketing Brainstorm Call with me today at RamblinJackson.com/brainstorm , and let’s map out your strategy.
–Alyssa LANDSCAPE MARKETING ASSISTANT
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Read It in Your Tru
UPCOMING EVENTS ChatGPT for Landscape Sales Pros and Owners: A Hands-On Intro to Close More Sales Nov. 5, 9:00–9:45 a.m. MT West Building, 100 Level, Room 105 See Jack speak at NALP ELEVATE NALP ELEVATE Conference Nov. 2–5 • Phoenix, AZ Visit us at Booth #1531! The Landscaper’s Guide to Selling to the Affluent With Direct Response Advertising Nov. 13, 10–11 a.m. MT • Virtual Workshop In partnership with the Texas Nursery & Landscape Association Fireside Chat: Ask Jack Anything About Sales & Marketing Dec. 11, 10–11 a.m. MT • Free Virtual Q&A
Schedule a 15-minute Marketing Brainstorm with one of our Landscape Marketing Assistants. In just 15 minutes, they will: • Offer game-changing feedback on your marketing ideas. • Find gaps in your existing campaigns. • Discuss your best marketing strategy. • Share next steps for success! This is a quick, easy, no-pressure call — and we’ll even send you beef jerky or candied almonds for your time. Visit LandscapersGuide.com/brainstorm to schedule your Marketing Brainstorm today. Ready to Level Up Your Marketing and Get More Hell Yes Customers?
TAKE A BREAK
LandscapersGuide.com/events
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uck on a Rainy Day
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1 Execute Big Goals Even When Life Gets Messy, No Excuses 2 Miller Landscape Is Turning 55 Years of Expertise Into a Digital Advantage 2 The Secret to Selling Landscaping Services in the Off-Season 3 Upcoming Events 4 Sneak Peek: Discover the “18 Touches” Chapter From My Upcoming Book INSIDE PO Box 1429 • Lyons, CO 80540 (303) 544-2125 • RamblinJackson.com
The Power of 18 Touches: Preview a Chapter That Will Change How You Close Clients
I have hand-counted how many touches it takes to make a sale at Ramblin Jackson by meticulously counting and charting out all the calls, emails, postcards, webinars, events, etc., logged in the CRM profile of the companies that have become my customers. This can be automated to an extent, but I found it most valuable when I slowed down and actually counted each individual touch for specific customers. Based on numerous studies of high-paying long-term Hell Yes Customers, it’s typically 18 touches before someone invests in our Landscaper’s Marketing Audit and becomes a client.
I have been deep in the trenches working on my new book for landscape business owners, a no-fluff, battle-tested guide to growing your business with smarter marketing and sales. It is still in the works, but I wanted to give you an inside look at one of the most powerful chapters: “The 18 Touches.” Get ready, because this chapter sheds light on one of the most powerful sales strategies I have ever used to grow a landscaping marketing business. After hand-tracking hundreds of real sales, I uncovered the magic number of touches it takes to turn a prospect into a long-term, high-value client. Once you see it, you will never approach follow-up the same way again. The 18 Touches There are two opposing forces in sales that, when combined, make you unstoppable. They are urgency and patience. Urgency is about being fast when you need to be fast, patience is about going slow when you need to be slow, and following up consistently over time.
These touches might include: • Personal emails •
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15-minute meetings
Short follow-up phone calls
Encounters at trade shows or booths
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Voicemails Postcards
They all count.
I consistently market, even when my pipeline is full or I’m booked out. This allows me to qualify hard, close soft, and have high-quality relationships I actually want. Stay Connected and Level Up Every call, email, and meeting builds trust and moves the needle. This is just a taste of what’s coming. Keep your eyes peeled for the full book, because when it drops, it will give you the tools, strategies, and mindset to dominate your marketing and convert more of those “Hell Yes” clients than you ever thought possible. Stay tuned; you will not want to miss this.
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