Trades Talk Podcast

This week on Trades Talk, Justin White sits down with Marcus Sheridan, bestselling author of They Ask, You Answer and Endless Customers, and the man who saved his pool company during the 2008 crash by doing the one thing nobody else would: telling customers the truth about pricing.
Now he is sounding the alarm for the trades. Homeowners want to know roughly what things cost before they ever reach out, and AI is about to make pricing transparency non-negotiable.
In this episode:
Why AI jumped from 6% to 47% of local contractor searches in a single year The pricing estimator that takes paid ad conversions from 8% to around 60% The three pages every contractor needs to actually get recommended by AI The pride cycle, and Justin's raw admission about where K&D is right now
Marcus breaks down the three F's of innovation, why 75% of buyers now want a seller-free experience, and the exact pages you can stand up in a week to start winning. Justin also gets honest about the fundamentals K&D let slip and how they fixed it in a single Friday.
If you run a landscaping or home services business and you want to be found, trusted, and chosen in an AI-first world, this one is a playbook you can act on today.This week's episode is brought to you by Weathermatic: Get your Discount Here! (get.weathermatic.com/disruptors) 
JW Group Website: https://www.jwhitegroup.com/ Justin LinkedIn: https://www.linkedin.com/in/justin-white-%E2%98%85-35b7a210b/ Justin Instagram: https://www.instagram.com/justinwhiteceo/ Justins Youtube: https://www.youtube.com/@justinwhiteceo K&D Website: https://kndlandscaping.com/ K&D Instagram: https://www.instagram.com/kanddlandscaping/ Disruptors Community: https://www.skool.com/disruptors Disruptors Advantage Newsletter: https://disruptors-advantage.beehiiv.com/

In part two of the robotics as a service panel, Justin White gets back in the studio with Joe Langton of Automated Outdoor Solutions and Tyler Reiter of MoTek to go under the hood on the money and the infrastructure most owners never see coming.
If part one sold you on autonomous mowing, this one shows you how to actually make it profitable.
In this episode:
Why your landscape yard will soon need the power of an RV park The preventative maintenance cost that can quietly eat a quarter of your mowing margin Why pricing robots cheaper than gas is a race to the bottom How to size the machine, the route, and the charging before you buy
Joe and Tyler break down charging amps, the true cost per acre, battery cycles, cut and go versus stay on site, and why staying profitable is exactly what keeps private equity from feasting on the industry. Justin adds a warning: treat your first year of automation as an R&D project and expect surprises.
If you plan to roll out robotic mowing in 2027, this is the financial playbook to study first.
JW Group Website: https://www.jwhitegroup.com/ Justin LinkedIn: https://www.linkedin.com/in/justin-white-%E2%98%85-35b7a210b/ Justin Instagram: https://www.instagram.com/justinwhiteceo/ Justins Youtube: https://www.youtube.com/@justinwhiteceo K&D Website: https://kndlandscaping.com/ K&D Instagram: https://www.instagram.com/kanddlandscaping/ Disruptors Community: https://www.skool.com/disruptors Disruptors Advantage Newsletter: https://disruptors-advantage.beehiiv.com/

On this Weekly Update of Trades Talk, Justin White is fired up and moving fast. He walks through a packed week at K&D, from a brand new autonomous mowing community to two new technology partnerships, and makes one of his biggest calls yet.
K&D is going all in on Claude and Anthropic for 2027, betting on one horse and building serious infrastructure around it instead of jumping between models.
In this update:
Why K&D is committing 100 percent to Claude and removing the other variables from its tech stack The electric bet Justin calls his best decision in three years, and the 46 percent growth behind it How to tell a real robotics expert from someone just repeating a playbook Why the next two months are a rare window to pull ahead of everyone coasting into the holidays
Justin also previews the robotics as a service live stream with Joe Langton and Tyler, the AI experience at NALP Elevate, and the Marcus Sheridan episode on getting AI to recommend your company. His challenge to owners is simple: own your innovation, do not outsource it, and go all in while the competition slows down.
If you want to build an unclosable gap between you and your competition heading into 2027, start here.
Weekly Updates are powered by Kress! https://www.jwhitegroup.com/kress
JW Group Website: https://www.jwhitegroup.com/ Justin LinkedIn: https://www.linkedin.com/in/justin-white-%E2%98%85-35b7a210b/ Justin Instagram: https://www.instagram.com/justinwhiteceo/ Justins Youtube: https://www.youtube.com/@justinwhiteceo K&D Website: https://kndlandscaping.com/ K&D Instagram: https://www.instagram.com/kanddlandscaping/ Disruptors Community: https://www.skool.com/disruptors Disruptors Advantage Newsletter: https://disruptors-advantage.beehiiv.com/

This week on Trades Talk, Justin White sits down with Ryan Hawk, host of The Learning Leader Show, keynote speaker, leadership coach, and author of the new book The Price of Becoming. Ryan has spent nearly twelve years and more than seven hundred episodes interviewing the best leaders on the planet, from Jim Collins to Navy SEALs, then turning what he learns into a coaching business that serves teams all over the world.
A former college and arena football player turned corporate sales leader, Ryan walked away from a VP seat to bet on himself. In this conversation he breaks down what actually separates great leaders from lazy ones, and the daily habit that compounds into an extraordinary life.
In this episode:
The one sentence definition of leadership Ryan learned from Jim Collins What Jim Collins empties out of his pockets before every conversation, and why it matters Why outsourcing your thinking to AI quietly makes you a weaker leader The three end of day questions that compound into your best work
Ryan's trade secret is deceptively simple, and it starts with three questions you ask yourself before bed. Whether you are leading a crew of fifteen or a company of a thousand, chasing a big goal, or just trying to close the gap between who you are and who you could be, this one will change how you show up tomorrow.
Ryan invited listeners to send him their own end of day prompts. Email him at Ryan@learningleader.com, and grab The Price of Becoming wherever you get your books.
JW Group Website: https://www.jwhitegroup.com/ Justin LinkedIn: https://www.linkedin.com/in/justin-white-%E2%98%85-35b7a210b/ Justin Instagram: https://www.instagram.com/justinwhiteceo/ Justins Youtube: https://www.youtube.com/@justinwhiteceo Ryan Hawk / The Learning Leader Show: https://learningleader.com/ K&D Website: https://kndlandscaping.com/ K&D Instagram: https://www.instagram.com/kanddlandscaping/ Disruptors Community: https://www.skool.com/disruptors Disruptors Advantage Newsletter: https://disruptors-advantage.beehiiv.com/

In a special live panel of Trades Talk, Justin White brings together three of the sharpest minds in landscape robotics: Joe Langton of Automated Outdoor Solutions, Tyler Reiter of MoTec, and Todd Zimmerman of Kress. The topic is robotics as a service, the model quietly rewriting how the trades mow.
For years, mowing has been the industry's loss leader. This conversation lays out how autonomous mowing flips it into a profit center, with the exact math to prove it.
In this episode:
The live math that takes mowing from about $47 an acre down to under $9 Why knowing your cost per acre matters more than asking when robots pay off When to use a Voyager versus a leave-on-property mower How to reallocate your crews to higher-value work instead of cutting them
The panel digs into financing, contracts that actually protect you, and why the labor crunch makes this shift inevitable heading into 2027. Joe, Tyler, and Todd share what is working in the field right now, not theory.
If you run a mowing operation and you want to move on robotics without betting the whole company, this is your roadmap.
FOOTER
JW Group Website: https://www.jwhitegroup.com/ Justin LinkedIn: https://www.linkedin.com/in/justin-white-%E2%98%85-35b7a210b/ Justin Instagram: https://www.instagram.com/justinwhiteceo/ Justins Youtube: https://www.youtube.com/@justinwhiteceo K&D Website: https://kndlandscaping.com/ K&D Instagram: https://www.instagram.com/kanddlandscaping/ Disruptors Community: https://www.skool.com/disruptors Disruptors Advantage Newsletter: https://disruptors-advantage.beehiiv.com/

On this Weekly Update of Trades Talk, Justin White gets personal after what he calls the most rewarding, stressful, and change-filled two weeks of his career. Coming back from a three month sabbatical, he saw K&D with fresh eyes and realized how far the company had drifted from its vision.
So he made a drastic call: he abolished the leadership team that had been in place since 2015.
In this update:
Why Justin dissolved the leadership team K&D has run since 2015 The broken trust behind the reset, and the warning he gives before you try it The perspective exercise that reframes your final 70 days of 2026 A first look at Monday's emergency robotics as a service live stream
Justin breaks down why decentralizing decisions can speed a company up and where it can quietly go wrong, plus the Brad Jacobs lessons on systems, pivots, and building a company brain that are shaping K&D's 2027.
If you are heading into the end of the year carrying both pride and frustration, this reflective update will help you take back control and finish the year strong.
FOOTER
Weekly Updates are powered by Kress! https://www.jwhitegroup.com/kress
JW Group Website: https://www.jwhitegroup.com/ Justin LinkedIn: https://www.linkedin.com/in/justin-white-%E2%98%85-35b7a210b/ Justin Instagram: https://www.instagram.com/justinwhiteceo/ Justins Youtube: https://www.youtube.com/@justinwhiteceo K&D Website: https://kndlandscaping.com/ K&D Instagram: https://www.instagram.com/kanddlandscaping/ Disruptors Community: https://www.skool.com/disruptors Disruptors Advantage Newsletter: https://disruptors-advantage.beehiiv.com/

This week on Trades Talk, Justin White sits down with Robert Underwood, founder of AAA Landscape in Phoenix, Arizona. Robert borrowed $1,000 from his mom and a pickup truck from his uncle in 1975 and built one of the largest landscape companies in the Southwest, now more than seven hundred employees strong.
Before landscaping, Robert rode bulls on the professional rodeo circuit and served in the Army. Those years shaped a simple operating philosophy: do the right thing, draw the rankest bull, and take care of your people. In this conversation he shares five decades of hard won lessons on growth, faith, and legacy.
In this episode:
The $1,000 loan and borrowed truck that grew into a seven hundred person company What riding bulls on the pro circuit taught Robert about running a business Why he replaced five hundred dead trees, and the payoff twenty five years later When to fire a client, and how to walk away the right way
Robert's throughline is simple: do the right thing even when it hurts, and give back more than you take. Whether you are landing your first accounts or scaling across states, this one is a masterclass in building a company, a culture, and a legacy that lasts.
Learn more about Robert's team at AAALandscape.com.
JW Group Website: https://www.jwhitegroup.com/ Justin LinkedIn: https://www.linkedin.com/in/justin-white-%E2%98%85-35b7a210b/ Justin Instagram: https://www.instagram.com/justinwhiteceo/ Justins Youtube: https://www.youtube.com/@justinwhiteceo Robert Underwood / AAA Landscape: https://www.aaalandscape.com/ K&D Website: https://kndlandscaping.com/ K&D Instagram: https://www.instagram.com/kanddlandscaping/ Disruptors Community: https://www.skool.com/disruptors Disruptors Advantage Newsletter: https://disruptors-advantage.beehiiv.com/

On this Weekly Update of Trades Talk, Justin White comes to you from the Monterey Bay in the middle of K&D's Q4 all-hands planning session, and the news is stacking up fast.
Aspire just launched Command Center, Justin dropped a same day episode with GM Eli Zevin, and K&D's innovation director just got recruited by one of the biggest names in AI.
In this update:
Why a leading AI lab poached K&D's innovation director, and what that signals about the trades The accountability agent now catching every email and KPI that slips through the cracks Inside next Monday's emergency robotics panel: three industry leaders and one $6 million mower fleet What Command Center means for account managers, crew leaders, and CEOs heading into 2027
Justin also previews the AI experience at NALP Elevate, introduces K&D's new innovation specialist Kobe Kern, and breaks down why robotics as a service is the most untapped category in landscaping.
If you want a real time look at how one company is building the future of the trades in public, all the way to a $100,000 minimum wage, this quick update is your front row seat.
FOOTER
Weekly Updates are powered by Kress! https://www.jwhitegroup.com/kress
JW Group Website: https://www.jwhitegroup.com/ Justin LinkedIn: https://www.linkedin.com/in/justin-white-%E2%98%85-35b7a210b/ Justin Instagram: https://www.instagram.com/justinwhiteceo/ Justins Youtube: https://www.youtube.com/@justinwhiteceo K&D Website: https://kndlandscaping.com/ K&D Instagram: https://www.instagram.com/kanddlandscaping/ Disruptors Community: https://www.skool.com/disruptors Disruptors Advantage Newsletter: https://disruptors-advantage.beehiiv.com/