Author: Jody Shilan

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Jody Shilan

Jody Shilan is a landscape design/build sales consultant, editor of FromDesign2Build.com and former executive director of the New Jersey Landscape Contractors Association. Reach him at 201-783-2844 or jshilan@gmail.com

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Design to a budget

Let’s imagine for a moment that at your initial design consultation, your prospect actually gave you a budget number. Some of you may be thinking, “That would be awesome. Now all I need to do is design to that budget (plus or minus), and I’ll have no problem getting the project.” The rest of you […]

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To fee or not to fee?

Design fee proposals aren’t created equally. Here’s one design expert’s approach. I’m still amazed when I get pushback from landscape designers and contractors about design fees. They either won’t charge a design fee because their competitors don’t, don’t want to lose the installation over a design fee, lack the confidence to charge a design fee […]

Profiting from Design: Using a phone script

Standard Operating Procedures (SOPs) are the lifeblood of any successful company and should be developed for every process in your business. Let’s look at what’s typically the first business interaction with a client: the initial phone call. Just like a script for a Broadway show, your company’s phone script should have an opening, a plot […]

A picture’s worth a thousand dollars (or more!)

Q: Do you have any ideas to help me increase my referral business? A: Most landscape contractors give their clients holiday gifts in December to thank them for their business. It’s a nice gesture, and I’m sure it’s somewhat appreciated. But let’s be honest, how many calendars, company mugs, bottles of wine or gift baskets does […]

How to explain design fees

Landscape design expert Jody Shilan gives his perspective on this tough question.  Q: How do you explain to clients why you charge for your plans while other companies don’t? A: That’s a great question and one of my favorites to answer. It’s amazing to me that in 2015 we still have to justify to ourselves […]

Prepare, present and close

Master the tricks of a perfect kitchen-table presentation. Public speaking or giving presentations is a nerve-wracking experience for most people. It requires confidence, concentration and knowledge of your subject matter. It also requires experience. If you’re not comfortable making a presentation to a customer, don’t worry, you’re not alone. Over the years I’ve literally given […]

Ep. 112: Are pools still cool?

John Migliaccio, president of NESPA and owner of The Pool & Spa Place, gives us a history lesson on how the pool industry has changed over the last 40 years. Although we discussed many interesting ideas regarding the pool and spa industry, there was one big takeaway for me. It’s not sexy or exciting like […]

Do you charge nuisance fees?

Q: What’s your take on charging clients an initial consultation fee before meeting with them at their home? I’ve never done it before but have heard other design/build contractors do.   A: There are various theories about how to properly screen clients so you’re focusing on solid leads and not wasting your time with “tire […]

Ep. 95: The new Landscape Live!

  Landscape Live! is back with a new season, a new format and a new attitude. We’ve ditched Blog Talk Radio and are now broadcasting live on Spreaker. The show is now 30 minutes long so we can give you the same great information but in half the time. Plus, we’ll be easier to find: […]

Turn HOA blues into green

Q: We do a lot of maintenance work for homeowner associations (HOAs). Do you have any design advice on how to generate more revenue beyond mulching and adding seasonal color, maybe even some design/build work? A: Good timing with your question. I’m working with a landscape contractor right now who’s trying to do the exact […]

Overlooking commercial design/build?

QWe do a lot of residential and commercial maintenance. We also do residential design/build work. Business has been good, but we’re always looking for additional sources of revenue. Got any ideas? AMany landscape contractors have a mix of residential maintenance and design/build work as well as commercial maintenance, but there’s one category of business that […]

When do you disclose design fees?

Q: Do you tell clients on the initial phone call that you charge a design fee for your drawings or do you wait until you meet with them? A: My short answer is yes and no. How’s that for hedging? When a client initially calls I use a screening process to determine if he or she is […]

Do more sales calls = more sales?

Q: I worked with a consultant who told me the best way to improve my design/build sales was to go out on more sales calls. What are your thoughts? A: I’ve heard this theory for many years and used to believe it— it seems to make sense. But let’s assume on average you meet with 30 new […]

Landscape Live! Insight of the Night: The power of snacks

Last night was a first for Landscape Live! LM Editor Marisa Palmieri was our very first guest host. She did an incredible job interviewing Jason Cupp, Kolbe Certified Growth Expert, located in Kansas City, Mo. During his interview Cupp gave a great example of a landscape company that has an excellent employee retention rate. In […]

Landscape Live! Insight of the Night: 3 tips for young landscape company owners

If you listened to Landscape Live! last night, you would have been thoroughly impressed with our youngest guest so far, AJ Davis, owner and operator of Davis Outdoor Jobs. At just 24 years of age, Davis is wise beyond his years. Entering the industry at just 10 years old, he started a landscape business with […]

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