The Ultimate Landscape CEO - Jeffrey Scott

In this episode, Jeffrey Scott sits down with Chase Mullin, CEO of Mullin Landscape located in St. Rose, Louisiana, to discuss the strategic decisions and leadership lessons behind scaling a regional landscape company from roughly $5 million to nearly $30 million in revenue. Chase shares how continuous improvement, tough business decisions, and strategic focus helped drive growth — including dropping hardscape services, eliminating residential divisions, and doubling down on commercial maintenance to improve efficiency and profitability. He explains how outsourcing certain services created operational leverage, how applying the “hedgehog concept” clarified their core strengths, and why regularly inspecting systems and processes is critical even when a company appears successful. The conversation highlights leadership evolution, capacity management, building strong teams, and balancing visionary thinking with operational accountability.

Register for our virtual Sales Symposium, which takes place March 10th, 2026 – https://jeffreyscott.biz/sales-symposium/

Takeaways:

Strategic decision-making and continuous improvement in scaling a business
Why dropping services can accelerate growth and profitability
Applying the “hedgehog concept” to define core business focus
Outsourcing vs. in-house services: when to add or remove offerings
Transitioning from residential design-build to commercial maintenance
Leadership evolution and empowering senior teams
Importance of systems auditing and software process cleanup
Managing growth capacity through people, processes, and strategy
Trust but verify: inspecting operations without micromanaging
Lessons learned from rapid expansion and operational challenges

The post The Discipline of Growth: Using Continuous Improvement to Make Smarter Strategic Decisions with Chase Mullin appeared first on Jeffrey Scott.

In this episode Jeffrey Scott tackles the critical topic of sales goal setting in preparation for an upcoming Sales Symposium. He challenges the traditional top-down approach to goal assignment and advocates for a collaborative method where salespeople participate in creating their own commitments rather than simply complying with quotas.

Jeffrey breaks down how to structure effective sales goals by type and month, connect activities to outcomes, and create genuine buy-in from your team that translates to resilience when market challenges arise.

Register now for our Sales Symposium, which takes place March 10th. The early bird ends last week of February.

Takeaways:

Replace top-down quota assignment with collaborative goal-setting to transform compliance into genuine commitment
Break sales goals down by month and type (maintenance, enhancements, new sales) rather than using simple annual targets
Set activity goals as leading indicators to track inputs like phone calls, proposals, and site visits alongside sales outputs
Monitor both conservative baseline goals and stretch goals to account for natural performance variation across your team
Involve salespeople in creating monthly targets to enable mid-month adjustments and coaching opportunities
Align sales goals with production scheduling and revenue planning for company-wide coordination
Track closing ratios and deal size to connect activity inputs with sales outcomes

The post The Art to Setting Highly Effective Sales Goals and Achieving Massive Buy-In with Jeffrey Scott appeared first on Jeffrey Scott.

In this episode, Jeffrey Scott sits down with Mark Sedley, CEO of Granum, the parent company behind LMN, SingleOps, and Greenius, to explore his entrepreneurial journey and bold vision for the green industry. From knocking on doors as a teenager to leading software platforms serving landscaping and tree care businesses, Mark shares how his background shaped his leadership style, why landscaping is harder than running a software company, and how technology, education, and labor solutions must evolve together. The conversation dives deep into industry fragmentation, the growing complexity of landscape operations, and why training, middle management development, and workforce empowerment are critical for the future of the green industry.

Key Takeaways

Entrepreneurial mindset vs. caretaker leadership
Why landscaping operations are uniquely complex
Tree care vs. landscape market dynamics
Software consolidation vs. organic growth
The role of education and middle management training
Greenius’ evolution into a labor and learning marketplace
Solving the green industry’s labor and skills gap
Lessons from scaling and exiting software companies

The post The Innovative Spirit of Granum (LMN, Greenius and Single Ops) with new CEO Mark Sedgley appeared first on Jeffrey Scott.

In this episode, Jeffrey Scott steps away from traditional business strategy to explore a more intentional and sustainable approach to personal goal setting for the new year. Rather than relying on reactive New Year’s resolutions, Jeffrey explains why they often fail and introduces a simple but powerful framework built around four core questions: Who do you want to be? What do you want to do? Where do you want to go? And what do you want to have? Drawing from personal experiences, travel aspirations, family life, health goals, and leadership growth, he shares how aligning personal goals with purpose creates clarity, focus, and long-term momentum. Jeffrey also emphasizes the importance of pacing, prioritization, accountability partners, and borrowing proven business tools like quarterly goals and OKRs to support personal development in 2026 and beyond.

Takeaways:

Personal goal setting vs. New Year’s resolutions
The “Be, Do, Go, Have” goal framework
Aligning personal purpose with professional growth
Simplifying goals to avoid overwhelm
Using quarterly prioritization for personal goals
The role of environment, travel, and exposure in growth
Accountability partners and shared goal setting
Removing negative influences to sustain progress

The post Setting Simple Personal Goals That Move The Needle with Jeffrey Scott appeared first on Jeffrey Scott.

In this episode, Dan Simpson, Manager of Product Marketing at Fleetio, joins Jeffrey Scott to break down why fleet and equipment management is one of the most overlooked — yet most volatile — cost centers in landscaping and contracting businesses. Dan shares insights from his hands-on background in construction and years working directly with fleets, explaining how better visibility, preventative maintenance, inspections, fuel tracking, and data-driven decisions can dramatically reduce breakdowns, control costs, and protect margins. The conversation dives into why landscaping companies are also “in the fleet business,” how software and data turn gut-feel decisions into confident ones, and where AI and automation are heading in fleet management.

Takeaways:

Fleet management as a hidden profit lever
Preventative maintenance vs. reactive repairs
Inspections and communication from the field
Fuel cost visibility and control
Total cost of ownership for vehicles and equipment
Reducing downtime and breakdown volatility
Tracking tools, assets, and accountability
Using data to make smarter equipment decisions
Integrations with accounting and ops software
The future of AI and automation in fleet operations

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