Trades Talk Podcast

Chapters
00:00 Weekly Update Kickoff05:59 Insights from the M&A Webinar11:32 AI and Future Trends
 
Use code "JustinWhite" with Greenius to get 10% off your membership! 
Summary
In this weekly update, Justin White discusses the launch of a six-week sprint aimed at achieving record revenue for K&D. He shares insights from a recent webinar with Jeff Harkness on business acquisitions and the importance of being selective in the buy-and-build strategy. The conversation also touches on preparing businesses for potential exits, highlights industry leaders, and emphasizes the growing role of AI in business operations. Justin concludes with a book recommendation that offers valuable insights for entrepreneurs.
Takeaways
K&D is entering a six-week sprint to boost revenue.Setting clear goals for September is crucial.Greenius is an effective tool for onboarding and training.Buy-and-build strategies should focus on quality and selectivity.Geography can impact business valuations significantly.Businesses should prepare to be exit-ready, even if they don't plan to sell.Building a valuable business involves focusing on key performance metrics.AI is becoming increasingly important in business operations.Networking and learning from industry leaders is essential.Reading valuable business literature can provide actionable insights.
Titles
Accelerating Growth: The Six Week SprintStrategic Insights from Industry Experts
Sound bites
"K&D is on fast forward.""Set a September goal right now.""AI is a big part of our future."
 

This week on Trades Talk, host Justin White sits down with Tom Heaviland, a landscape industry veteran whose journey began in 1985 when he bought a small company in Carlsbad, California and turned it into one of the most respected operations in the region.
Tom started with just one truck, a few workers, and $11,000, billing around $14,000 a month. After weathering a major recession in the 1990s and learning hard lessons about risk and diversification, he grew the business by focusing on contract stability, recurring revenue, and strategic pricing. In 2019, Tom sold the company to Brightview, and went on to work with their M and A team identifying strong acquisition targets in underserved markets.
In this episode, Tom shares:• Why customer diversity and contract size were central to his growth strategy• How he prepared his company for sale and stood out to Brightview• What he looks for in a business when evaluating M and A opportunities• His current mission at Verde Property Services, targeting over $100 million in revenue• Why he leads with a servant leadership philosophy and puts team growth first
Tom also opens up about the challenges of performance management, the importance of financial literacy, and his goal to create $150 million in employee wealth by 2035. If you are in the trades and thinking about scale, exit strategy, or how to build a company with lasting impact, this episode is a masterclass.

In this weekly update, Justin White shares exciting developments in the landscape industry, upcoming events, personal reflections on travel and life lessons, and insights into the differences between residential and commercial services. He emphasizes the importance of financial planning, networking, and organizing business structures for success.
 
Takeaways
It's a fun time to be in the trades.
Get your financial mindset in alignment with your team.
Attending industry events can provide valuable insights and networking opportunities.
Disconnecting from technology can lead to personal growth and reflection.
Planning ahead can help you achieve your personal goals and adventures.
Understanding the differences between residential and commercial services is crucial for business success.
Targeting the right customer profile can enhance marketing efforts.
Creating dedicated leaders for commercial and residential services can improve operations.
Organizing your company effectively is key to scaling and success.
Continuous learning and adaptation are essential in the business landscape.
titles
Navigating the Landscape Industry
Embracing Opportunities in the Trades
Sound Bites
"It's a fun time to be in the trades."
"It's a must attend event."
"If you can pick a lane, focus on one."
Chapters
00:00Introduction and Exciting Updates
04:55Upcoming Events and Opportunities
10:01Personal Reflections on Travel and Adventure
14:55Insights on Business Structure and Strategy
15:23outro final final.mp3

This week on Trades Talk, host Justin White sits down with Paul Voresis from Delta Landscape, a second-generation landscape professional based in Sacramento, California, who shares the story of how his family’s business evolved and how he’s rethinking what leadership looks like in the green industry.
Founded by Paul’s father in 1980 after immigrating from Greece, Delta Landscape has deep roots and a powerful legacy. Paul grew up in the business but initially swore he’d never follow in his father’s footsteps. After studying construction management and briefly working in the construction industry, he returned home and took over the company in 2012, following his father’s passing. That experience, paired with a personal health scare, forced him to look at the business, and his role in it, through a different lens.
In this episode, Paul shares:• Why he shifted Delta Landscape from installation to maintenance in 2021• How battery-powered equipment is exceeding expectations in real-world use• His thoughts on private equity, local expertise, and the future of the industry• Why work-life balance and life margin matter more than ever• The importance of vision, mission, and leading with purpose
Paul also reflects on the emotional weight of being the oldest son in a Greek family, the future of commercial landscape services, and why he believes the trades can, and should, attract top-tier talent. If you're in the green industry and thinking about where it’s going, what needs to change, and how to lead differently, this episode is a must-listen.

This week on Trades Talk, host Justin White checks in from Lake Oroville, California, where he’s kicking off a wake surfing weekend with a 7:30 AM podcast session and an already blazing 85 degrees on the deck. But before hitting the water, Justin shares three powerful insights that every business leader should be thinking about this August.
The episode opens with lessons from the Disruptors Live event featuring Ken Thomas, focused on helping landscape and service businesses scale toward eight figures. Justin breaks down three core pillars of growth: the importance of personal and team development, building strong systems like the Green Dot Operating System, and finding clarity around roles instead of simply hiring more people. The takeaway is simple but powerful: more people is not always the answer to chaos. Clean systems, smart hiring, and clear processes are.
In this episode, Justin shares:• How to implement a one page workflow to streamline your operations• Why clarity beats headcount when trying to scale• What ChatGPT 5 can now do for business leaders and teams• Why August is a make or break month for setting up the end of the year• How to stay ahead of seasonal slowdowns with smart strategy and execution
Justin also gives a quick demo of ChatGPT 5’s capabilities, including how he used it to generate a steak recipe by uploading a photo of his grill. With tools that now understand emotional tone, manage calendars, and write complex documents, the future of AI is not only here; it is business ready.
If you are leading a company and looking to finish the year strong, this episode is packed with real insights, new tools, and a sharp reminder to execute now or fall behind later.

This week on Trades Talk, host Justin White sits down with Nick Knight and Christian Padgett of Baldwin Group to explore how insurance can be more than a backup plan. For growing landscape companies, it can become a tool for strategy, stability, and even profit.
Nick comes from a family of insurance professionals, and Christian brings over ten years of hands-on landscape industry experience with companies like Valley Crest, Brickman, and ASI Landscape Management. Together, they explain how captive insurance programs are becoming more accessible, giving business owners the ability to share risk with similar companies, control claims, and potentially receive dividends on unused premiums.
In this episode, Nick and Christian share:• How landscape focused captives can help companies turn insurance into a strategic advantage• Why many companies are underinsured as they grow and what to do about it• The importance of quarterly reviews, detailed risk planning, and ongoing communication• How trends like electrification, noise control, and AI integration are shaping the future of the industry• What they will cover in their presentation at the Landscape Show in Orlando
If your company is scaling and you want a better way to protect your people, manage risk, and build trust, this episode will change the way you think about insurance.

On this week's update, Justin White breaks down the realities of running a service-based business in today’s environment, covering AI, client accountability, and what it really takes to stay profitable.
From testing out AI agents in his inbox to planning an automated system for financial forecasting and zero-based budgeting, Justin shares how technology is becoming part of his day-to-day operations. He also talks about the risks and rewards of holding clients accountable, especially when delays start eating into revenue.
In this episode, Justin shares:• How AI agents are already handling tasks most companies still do manually• Why proactive client communication protects more than just the schedule• What financial performance really looked like month by month this year• The hidden risks behind private equity pricing and misleading add back math• Why staying profitable is about mindset, not just margins
If you're navigating growth, managing people, or trying to build a smarter, more resilient business, this episode offers a direct, honest look at what it takes to stay in the game.

This week on Trades Talk, host Justin White sits down with Cole Weller, co-founder of Weller Brothers Landscape Professionals, a company that started as a high school side hustle and grew into a multi-branch, multi-million dollar business serving the Midwest.
Headquartered in Sioux Falls, South Dakota, Weller Brothers now employs over 200 people and operates in Rochester, Minnesota and Des Moines, Iowa. The company offers a full range of services, from commercial and residential maintenance to residential construction, and recently expanded into pool construction and service—now accounting for nearly 20 percent of their revenue.
In this episode, Cole shares:
• How becoming a father shifted his approach to business and growth• Why the team prefers greenfield expansion over large acquisitions• What it takes to survive the early challenges of new markets• How they maintain premium pricing by delivering exceptional quality and communication• The company’s deep investment in career growth and maintaining a strong internal culture
Cole also reflects on the personal milestone of buying a home that was one of the first lawns he ever mowed as a teen. If you’re looking for real talk on scaling, team building, and staying grounded through growth, this episode is a must-listen.