TheConcernGrowing
A PUBLICATION OF THE OHIO LANDSCAPE ASSOCIATION
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PROGRAM OPTIONS
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• Prepares graduates for a variety of career paths
RYAN DRAKE
J.F.D. Landscapes, Inc.
A BALANCING ACT
The dog days of summer are here and it is hot! You either love or hate the summer heat, but as we always say, we are never happy with the weather.
This time of year a few things come to mind. There is still plenty of season left to go, and it would be easy to put it in cruise control and ride out the rest of the summer until fall gets here, but that is easier said than done. Just like we see in sports, it is the teams that can get a big lead early and stay on the gas to close out the game that are more often the winner. It is imperative to not get complacent this time of year and still stay after your goals, whatever they may be for you. It is also very possible by now you and your team are running on fumes after going hard all spring and early summer. If you haven’t already, check in with your team and see how they are doing. Check in with yourself as well and see how you are doing, and if you have a better half, they may have already told you how you are doing and maybe you want to take a look at that.
This is usually a good time of year for field crews to start taking vacations while the grass slows down a bit and project work is a steady flow. We like to think that things really slow down in the winter time and that is the time for guys to catch their breath, but depending on the winter, it may be even more taxing than the summer. Making sure crews are rested up and ready for the fall is just as important. We never know when winter is going to be here to stay, so a busy fall getting leaves cleaned up can run a crew’s battery down too. Mother Nature never takes it easy on us and we are constantly dealing with whatever fun she can throw our way, but we can prepare our crews to deal with her as best we can. There must be a balance between pushing hard to get the work done and also making sure the crews are rested and prepared. The beautiful thing about it, is that you can make
continued on page 6
OHIO’S PROFESSIONAL GREEN INDUSTRY ASSOCIATION
OHIO LANDSCAPE ASSOCIATION
9240 Broadview Road
Broadview Heights, Ohio 44147
Phone: 440.717.0002
Toll Free: 1.800.335.6521
Web: www.ohiolandscapers.org and www.myohiolandscape.com
REGULAR WRITERS
Michael J. Donnellan, M3 Wealth Management
Jim Funai, PhD, Cuyahoga Community College
Shelley Funai, Stan Hywet Hall and Gardens
Ryan Drake, J.F.D. Landscapes, Inc.
Patty Lampert, Ohio Landscape Association
Bobbie Schwartz, FAPLD, Bobbie’s Green Thumb
ADVERTISING INFORMATION
Submission deadline: 10th of the month, prior to the month of magazine publication. For advertising and ad specs, please call 440.717.0002, and ask for Patty Lampert.
DISCLAIMER
The Ohio Landscape Association, its board of directors, staff and the editor of The Growing Concern neither endorse any product(s) or attests to the validity of any statements made about products mentioned in this, past or subsequent issues of this publication. Similarly, the opinions expressed in The Growing Concern are those of the authors and do not necessarily represent the views of the Ohio Landscape Association.
OFFICERS
President
Ryan Drake
President – Elect
Brandon Barker
Treasurer
Matt Malone
Immediate Past President
Cameron Maneri
DIRECTORS
Jeffrey Ardo
Jason Deuble, LIC, OCNT
Amy Gatoo
Gil Kupetz
Tom Rieder, LIC
OLA STAFF
Executive Director
Patty Lampert
Membership Coordinator
Melissa Roberts
CALENDAR OF EVENTS
UPCOMING OLA MEETINGS, EDUCATION SEMINARS & EVENTS
SEPTEMBER 2025
SEPTEMBER 18
NE OHIO FACILITY TOUR (Lifestyle Landscaping)
Lifestyle Landscaping sprang to life in 1976 through the creativity and vision of Don Hoffman. His legacy of excellence in garden craftsmanship, shared with passion and integrity, continues to inspire their commitment to excellence every day. In addition to “wowing” their clients by delivering horticultural services of exceptional value, Lifestyle’s company culture is based on respect and care – encouraging, supporting,
NOVEMBER 2025
NOVEMBER 19
OLA’S ANNUAL MEETING
Save the Date for OLA’s Annual Meeting! LOCATION:
ST. MICHAEL’S WOODSIDE, 5025 East Mill Road, Broadview Heights, OH 44147
DATE & TIME:
November 19th, 2025
6:00-9:00 pm
GUEST SPEAKER:
Rich Thiebaud, EVP of Sales from LeanScaper
Welcome New Member:
The Ohio Landscape is delighted to welcome our new member:
REGULAR MEMBER
RYAN FRIEND
Naturescape, Inc. 1340 Page Rd., Ste1 Aurora, OH 44202 330-348-0071
continued from page 3
it whatever works best for you. There is no one size fits all answer. Maybe some of you can get away with doing four day work weeks this time of year, or maybe it’s push hard one week to get a project done before rain hits and then the next week the crew can take it easy. It is more about finding what works and it will take some trial and error.
The fun part of our industry is working in the current and the future at the same time. Summer time is full bore ahead on maintenance and projects, but we have to be looking ahead at the fall and especially the winter. The time to start firing up leaf vacuums and blowers is not October 1, unless you really just thrive on pressure and enjoy hating yourself. Get them fired up now and see what’s broken, so you and your crews are ready to attack the leaves this fall with a vengeance.
The same goes for your winter time equipment. For some, maybe you’re working on snow equipment and services all year round, for others the time to prepare is now. Get the plows and spreaders on the trucks. Get them fixed now, although we all know there will still be things that go wrong that first snow event no matter how good of preparation you do. Start looking ahead at what your crew, equipment, and material needs are. The success of your winter begins with how well prepared you are now.
We hope everyone enjoyed their time at our annual golf outing, and we are looking forward to seeing everyone at our upcoming events the rest of the year. We are always looking for ways to better serve you, so please do not hesitate to reach out to me, other board members, or our OLA team. Whether it is a speaker you want to hear, a topic for a class you’d like to learn more about, have a company that would like to host a facility tour, or any feedback on us positive or negative, we want to hear it! This association is great because of you and we appreciate all of your support!
EVENT INFORMATION
DATE & LOCATION
SEPTEMBER 18, 2025
LIFESTYLE LANDSCAPING, INC.
34613 CENTER RIDGE RD. NORTH RIDGEVILLE, OH 44039
AGENDA
REGISTRATION
5:00PM to 5:30PM
FACILITY TOUR
5:30PM to 8:00PM
NETWORKING/FOOD SERVED
8:00PM to 8:45PM
COST TO ATTEND
MEMBERS: NO CHARGE
NON MEMBERS: $99
REGISTER TO ATTEND BY SEPTEMBER 12, 2025
OLA EVENING MEETING
NORTHEAST OHIO LANDSCAPE FACILITY TOUR
Lifestyle Landscaping, Inc.
Lifestyle Landscaping sprang to life in 1976 through the creativity and vision of Don Hoffman. His legacy of excellence in garden craftsmanship, shared with passion and integrity, continues to inspire Lifestyle’s commitment to excellence.
Simply put, Lifestyle Landscaping is different because their people are different. Their team of creative professionals are motivated by contributing to their clients’ quality of life and they adore what they do - every day!
Team Spirit ... ... Team Success
While the Lifestyle’s staff thrives on “wowing” clients by delivering horticultural services of exceptional value - going above and beyond what is expected - the key to ALL of it is treating each other with respect and care. From the top down, their staff is encouraging, supporting, and celebrate each other, all in effort to improve themselves and their skills. This sense of culture has manifested itself into a long tradition of quality pervading every aspect of their work!
The Lifestyle team, now led by Ed Koenig, excels in delivering a seamless blend of creativity and artisanal expertise, providing personalized designs, expert installation, and comprehensive year-round maintenance, all of unparalleled quality. With every garden they design, they transcend aesthetics, ensuring their clients receive not only a visually stunning landscape, but also peace of mind through their meticulous attention to detail.
Space is limited to 110 attendees.
BUDDLEIA BUTTERFLY BUSH
Few insects delight children and adults as much as butterflies. Some perennials such as Asclepias tuberosa (Butterfly Weed), Asclepias incarnata (Swamp Milkweed), and Eupatorium fistulosum (Joe-Pye Weed) are great butterfly attractors. Technically speaking, Buddleia (Butterfly Bush) is not a perennial. It is a sub-shrub that needs to be cut back each spring but it works well in perennial gardens or mixed borders and is a butterfly magnet par excellence. It is also drought tolerant and deer resistant.
Buddleia davidii, the species we know the best, usually grows five to six feet tall and wide but when it is irrigated on a regular basis, it can become even larger. Best used at the back of a border, the medium green, ovate leaves are undistinguished but when Buddleia starts to bloom in July, it becomes a focal point for color and butterflies. In a sunny, well-drained location, Buddleia will bloom nonstop until October, even later if night temperatures stay above fifty degrees. Poor drainage will result in death after the first winter.
BOBBIE SCHWARTZ, FAPLD
Bobbie’s Green Thumb
Buddleia flowers are actually panicles with multiple florets which occur at the tip of each branch. Regular deadheading back to the next set of leaves will result in continual bloom. Such deadheading would be effected by a homeowner who wants to cut the flowers for arrangements (the flowers are only pristine for two days in a vase). Pruning further back will help to keep Buddleia from becoming taller than wanted.
Cultivars abound so that color choices are plentiful: purple, blue, pink, white, and within the past few years, even some yellows. Size choices also abound, ranging in size from eighteen inches to four to five feet. The trouble for me with the really short cultivars is the necessity of bending over to deadhead them. I prefer the series that are at least three feet tall if not four to five feet tall. I’ve good luck with the Miss series; ‘Miss Molly’ (dark pink), ‘Miss Violet’ (purple) and ‘Miss Ruby’ (magenta). Many Buddleia are fragrant but the best indicator is one’s nose. Hard to find but lovely is a Walters introduction called ‘Glass Slippers’. It only grows three feet tall but has
Monarch on Buddleia ‘African Queen’.
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PERENNIAL FOCUS
continued from page 8
silver foliage and pale blue flowers; I’ve had it since 2015 and it even blooms well in only afternoon sun.
Maintenance, other than deadheading is minimal. I usually leave Buddleia up during the winter. In early spring, I cut it back halfway. Then, I wait until at least the end of April or early May to cut back further. Buddleia usually foliates in April but if you cut back too far, too soon, late frosts may kill the whole plant. Since this is a fast-growing plant, the taller Buddleia, even if cut back to 12” in May, will be at least six feet high by July. Blooming occurs on new growth so severe cutback is not a problem.
I’ve had ‘African Queen’, a large purple cultivar, in my main sunny perennial border since 1990. It acts as a focal point
because of its height but also as a good neighbor for shorter shrubs, perennials and annuals such as Azalea schlippenbachii, Geranium psilostemon, Rudbeckia maxima, Hemerocallis ‘Autumn Minaret’, peonies and Panicum amarum ‘Dewey Blue’. This bed provides color from spring through fall but the late summer and fall color is centered on the Buddleia. You too can enhance your perennial gardens with this beautiful, longblooming sub-shrub.
Bobbie Schwartz, FAPLD, owner of Bobbie’s Green Thumb in Shaker Hts., Ohio, is a landscape designer, consultant, freelance writer, and lecturer whose specialties are perennial gardens and four season landscapes. In addition to being an Ohio Landscape Association (OLA) member, she is an active member of the Ohio Nursery and Landscape Association (ONLA) and Perennial Plant Association (PPA). Bobbie is a Past President of the Association of Professional Landscape Designers (APLD).
Buddleia davidii var.nanhoensis, ornamental grasses, and Sedum in the Utrecht University Botanic Garden.
Buddleia Pugster Amethyst has struggled in my garden but the swallowtails visit often.
The silvery foliage of Buddleia ‘Glass Slippers’ provides excellent contrast with all the surrounding green foliage.
Buddleia ‘African Queen’ in the midst of Rudbeckia maxima, Hemerocallis ‘Autumn Minaret’, Cleome, Rudbeckia ‘Henry Eilers’, Panicum amarum ‘Dewey Blue’, and Canna
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• Prioritize workplace flexibility. Workers prefer jobs that provide more flexibility over those that offer more vacation days. To the extent possible, give workers a say in their schedule, work conditions, work organization, work location, and work tasks.
• Match tasks to abilities. Use self-paced work, selfdirected rest breaks, and less repetitive tasks.
• Avoid prolonged, sedentary work. Prolonged, sedentary work is bad for workers at every age. Consider sit/stand workstations and walking workstations for workers who traditionally sit all day. Provide onsite physical activity opportunities or connections to low-cost community based options.
• Manage hazards. Including noise, slip/trip hazards, and physical hazards – conditions that can challenge an aging workforce more.
• Provide and design ergo-friendly work environments. Workstations, tools, floor surfaces, adjustable seating, better illumination where needed, and screens and surfaces with less glare.
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• Provide health promotion and lifestyle interventions including physical activity, healthy meal options, tobacco cessation assistance, risk factor reduction and screenings, coaching, and onsite medical care. Accommodate medical self-care in the workplace and time away for health visits.
• Invest in training and building worker skills and competencies at all age levels. Help older employees adapt to new technologies, often a concern for employers and older workers.
• Proactively manage reasonable accommodations and the return-to-work process after illness or injury absences.
• Require aging workforce management skills training for supervisors. Include a focus on the most effective ways to manage a multi-generational workplace.
• Utilize teams and teamwork strategies for agingassociated problem solving. Workers closest to the problem are often best equipped to find the fix.
PH: 330-483-3324 Fax: 330-483-4483
This article first appeared on the The National Institute for Occupational Safety and Health’s (NIOSH) website, located at www.cdc.gov/niosh. NIOSH’s mission is to develop new knowledge in the field of occupational safety and health and to transfer that knowledge into practice. Their vision: Safer, Healthier Workers.
FINANCIAL MAP
MICHAEL J. DONNELLAN M3 Wealth Management
Knowing how to secure your financial well-being is one of the most important things you’ll ever need in life. You don’t have to be a genius to do it. You just need to know a few basics, form a plan, and be ready to stick to it. No matter how much or little money you have, the important thing is to educate yourself about your opportunities.
There is no guarantee that you’ll make money from investments you make. But if you get the facts about saving and investing and follow through with an intelligent plan, you should be able to gain financial security over the years and enjoy the benefits of managing your money.
No one is born knowing how to save or to invest. Every successful investor starts with the basics. A few people may stumble into financial security—a wealthy relative may die, or a business may take off. But for most people, the only way to attain financial security is to save and invest over a long period of time.
Current market conditions make saving and investing a daunting task. Now is the time to plan or update your investment goals. Market volatility can make investing a scary endeavor. The important thing is to map out your direction. Similar to planning a trip, you need a map, directions, and the resources to get on your way.
On this financial road trip, start by mapping your goals. Are you saving for a house, college education, retirement planning or trying to grow or protect your nest egg? You could also rely on a financial advisor as your GPS, routing you the best way to reach your destination, and making recommendations along the way.
continued on page 14
Develop your plan by investing your assets, whether it is in real estate, the stock market, bonds, cryptocurrencies, hard assets, etc. Younger investors should be investing on a regular basis and keeping a balance of cash as an emergency fund. Recently the road has been bumpy, with many different routes to take and we have seen some roadblocks along the way. The important part is to stay focused on your journey. The stock market has had huge runs and big declines over the years. Stock market volatility does create opportunity, though. Use downturns to pick up quality stocks at depressed prices. Your financial advisor, just like your GPS in your car, is valuable at a time like this.
Another part of your financial planning is the importance of designating beneficiaries, creating Power of Attorney instructions, advance directives and living wills. These are part of the planning process in case you get a flat tire or accident on your journey.
We have been advising clients to get these affairs in order with an attorney even more recently. If you need help, contact your financial, tax and legal professionals. If you need an advisor, or a second opinion, feel free to contact our office. Investors have different goals or destinations and advisors will have plans/ideas specific to your individual situation.
Scenarios illustrated are hypothetical in nature, results may vary. Investing is subject to risk which may involve loss of principal. Past performance is not indicative of future results.
The M3 Wealth Management Office does not provide legal or tax advice. Consult an attorney or tax professional regarding your specific situation. The information herein is general and educational in nature and should not be considered legal or tax advice.
Michael J. Donnellan specializes in stock selection and retirement planning. Feel free to contact him with any questions or comments at the M3 Wealth Management Office at 17601 W. 130th Street – Suite 1 in North Royalton, Ohio. Phone number (440) 652-6370
Email: donnellan@m3wealthmanagement.com
The Ohio Landscape Association – in conjunction with Botson Insurance Group - is happy to announce one of its most impactful member benefits to date, the OLA’s VIP (Value-added Insurance Protection) Program, designed exclusively for OLA members.
GEN Z TRADES TEXTBOOKS FOR TOOLBELTS:
HOW TO ATTRACT THEM TO THE LANDSCAPE INDUSTRY
JILL ODOM
Gen Z has started to be dubbed the ‘toolbelt generation’ as more of them are forgoing traditional 4-year colleges and pursuing the trades instead.
In fact, for the third consecutive year, vocational community colleges have had substantial growth in enrollment (+11.7%, +91,000), according to the National Student Clearinghouse Research Center. Since spring 2020, enrollment in tradefocused institutions has increased by almost 20 percent. This trend is being driven by several factors, including rising costs of post-secondary education and shrinking whitecollar jobs due to AI automation. Dario Amodei, CEO of Anthropic, an AI safety and research company, has predicted that AI could wipe out half of all entry-level white-collar jobs in the next one to five years.
Social media has also been boosting the perception of bluecollar jobs. According to Thumbtack’s 2024 Annual Future of the Skilled Trades Report, 84% of Gen Zers express a high respect for the skilled trades and 55% are considering a skilled trade career (up 12% from 2023).
If you want to tap into this promising generation, below are some of the factors to highlight that are attracting younger workers to the trades.
continued on page 18
continued from page 16
COMPETITIVE PAY
With the cost of a college education more than doubling in the U.S., young workers are eager to find a field that pays well without requiring them to become saddled with six figures of debt.
Don’t let the perception that lawn care and landscaping are low-skill, low-paying jobs hold your company back. Be upfront and share your starting rates for crew members as well as where they can climb to over time.
Parental pressure can also play a major role in whether Gen Zers pursue a college degree. By getting involved with your local schools and counselors, you can help shift the narrative about the landscape industry and share average salaries for different roles.
“Guidance counselors are dealing with these students and are starving for information,” says Chris Joyce, president of The Joyce Companies, based in Marstons Mills, Massachusetts. “If any of us reached out to our local schools or trade schools, to the guidance department and said you’d be willing to come in and talk about our industry, they want you there in a second.”
JOB SECURITY AND CAREER LADDERS
Many Gen Zers are considering the trades because they see manual labor as more insulated from the AI threat of replacing their jobs outright. While some may consider this fear overblown, Amodei and others have been sounding the alarm that AI will eliminate millions of white-collar entrylevel jobs. This will effectively break the lower rungs of the career ladder as companies stop listing new jobs, cease backfilling old ones and replace workers with AI agents.
While you may utilize robotic mowers or AI to streamline some of your processes, at the end of the day, you still need boots on the ground to get the work done on a daily basis. Lean into this fact and share how your crews make a difference on properties regularly.
Outline how your organization offers a clear career path, enabling young people to acquire the skills necessary for advancement within the company.
MEANINGFUL WORK
Additionally, job satisfaction matters greatly to Gen Zers. They don’t want to simply collect a paycheck. They want to know that what they do matters. As stewards of the environment, this is one competitive advantage against some of the other trades available.
“Young people feel excited when they learn about our mission and vision, and see the work we do in the community,” says Elizabeth Elliott, owner of Himmel’s Landscape and Garden Center, based in Pasadena, Maryland. “They know that we walk the walk.”
Another reason Gen Zers are interested in the trades is their dislike of being stuck inside all day, staring at a computer screen, which has driven them towards blue-collar work.
While trades like plumbing and welding allow them to work with their hands, the landscape industry has the added bonus of allowing them to work outside. Many who have made their way to this field have noted that one of their favorite aspects is seeing the fruits of their labor after a long day.
Reprinted with permission by National Association of Landscape Professionals. https://www.landscapeprofessionals.org/
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© Tim Lewis www.inaturalist.org
JIM FUNAI, PhD
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SHELLEY FUNAI, LIC
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QUERCUS PHELLOS
WILLOW OAK
Last month, we shared a willow with you, a true willow (Salix). This month, another willow! But this is a wolf in willow clothing, or an oak in sheep clothing...or something like that. It’s aWillow Oak!
This oak tree has long (2 to 5 inches), shiny leaves that look like a typical willow leaf and nothing like what we picture an oak leaf looking like. The best explanation for an oak trying to look like a willow is that Mother Nature likes to mess with students trying to learn plant ID. Oh, just wait for some of the odd leaved maples, our friends, it’s going to get painful!
Oaks are commonly divided into two major groups, the red oaks and the white oaks. In general, red oaks have little bristles on the tips of the leaf and lobes (if present), have hairy inner surfaces on the acorn shells, and the acorns require two years to mature. The white oaks, on the other hand, lack bristles on the leaf tips, have smooth inner shells to the acorns, and typically mature in one season.
There are about 34 oak species native to the east of the Mississippi, 13 are white and 21 are red. Red oak acorns have
a lot of tannins in them and are bitterer than the slightly sweet acorns of white oaks. Never ate an acorn? For centuries humans lived on a staple diet of acorn flour by leaching the acorn in water to remove tannins and grinding the meat into a powder to make breads. William Bryant Logan, who was an arborist by trade, wrote a great book called Oak, the Frame of Civilization. Check it out for a great read on this amazing, and most adaptable, species of trees.
Willow oak is in the red oak group having one bristle at the very tip of the leaf (ID feature #1 that it isn’t a willow). ID feature #2... it has acorns! Willow oak acorns are small (½ inch max) with very shallow, saucer like cups. Native to more southern reaches of the Eastern U.S., willow oak is now cultivated up to zone 5, making it just fine for us here in Ohio. USDA reports full hardiness to negative 20 degrees Fahrenheit. continued on page 26
continued from page 24
We should always be aware of where a plant evolved when we try to understand where it would do well in the landscape and try to mimic these conditions. Looking at Q. phellos, we find a tree adapted to alluvial soils. This means it likes a looser soil with good drainage, less compaction, and more sand than clay. Pay attention to your soil!
As you add to your plant pallet, put this large tree (60 to 80 feet tall) under pollution tolerant, showy yellow fall foliage (showing later than many trees), drought tolerant, commonly doing well along roadsides (be careful of salt spray) or parking lots. This is also a very popular tree with the wildlife. Blue Jays and Red Headed Woodpeckers love the acorns, along with flying squirrels.
Acorns are also a favorite food for deer, which may be good news to some, and usually bad news to us in landscaping. One positive you can share if someone has objections to acorns, as we’ve noticed with the many different species of oaks we’ve planted on our property, is that squirrels make great acorn vacuums; by the start of June most of the leftover acorns from last year have been all eaten up.
This isn’t a tree to completely replace your use of other oaks and shade trees. This is a unique plant with a softer texture than most oaks and should be used where its soft texture can be appreciated. Keep in mind, it is an oak and will drop acorns! These are on the small side of acorns, but not too many people will be happy if you put this next to their patio and they have to set off the air raid sirens every year when the tree bombs their dining table. On the positive side, this is one of the fastest growing oaks, and can become a shade tree much faster than other, more common, shade trees.
Like many oaks, this tree is not heavily affected by pest or disease, unless we don’t do our due diligence and monitor the Asian Longhorn Beetle. Now that the bugger has popped up in Southern Ohio, we really need to be on the lookout for this massively destructive pest. Unlike Emerald Ash Borer having a very narrow host range, and the balance nature (and man) seem to be finding with Gypsy Moth, once the Asian Longhorn is present, it causes mass destruction. Oaks will go, as will maples, elms, birches, planetrees, sycamores, willows,
© Sarah www.inaturalist.org
poplars, and others. Please look at http://www. beetlebusters. info for more information about this pest and help us keep it out of our landscapes.
We’ll see you next month when we start our journey into some plants with great fall colors and great winter features!
Jim Funai, PhD, is full-time faculty at Cuyahoga Community College, a NALP accredited associate of applied science in hoticulture degree program. He has a PhD in Landscape Engineering and Forestry and is a Licensed Arborist. Shelley Funai is Grounds Manager at Stan Hywett Hall and Gardens in Akron, Ohio, which offers a historic estate designed by Warren H. Manning and a beautiful manor house museum. She is Landscape Industry Certified in Ornamental Plant Care.
Our team has mastered the technique of stone cutting, specializing in fabricating:
• Amherst Gray Sandstone
• Amherst Buff Sandstone
• Indiana Limestone
• Briar Hill Sandstone
• Harvest Gold Sandstone
• Blue Stone & Blue Water Stone
• Travertine
... And More
Rob Yoho MP Solutions
THE POWER OF TOUGH QUESTIONS IN BUILDING LASTING CLIENT RELATIONSHIPS
Navigating the world of landscaping goes far beyond plants, design, and maintenance. It requires the ability to uncover client needs and deliver strategic recommendations that solve problems and build trust. Yet for many landscape professionals, asking tough questions feels risky. There’s a fear that probing too deeply might make customers uncomfortable or derail the sales conversation.
The Sandler approach views these tough questions differently: not as barriers, but as the foundation of professional excellence and trusted client partnerships.
MANAGING EXPECTATIONS FROM THE START
When homeowners or property managers are searching for a landscape professional, they’re often nervous. They’re entrusting you with their property’s appearance, their budget, and in many ways, their peace of mind. Because of this, clients may hold back and “play their cards close to the vest.”
The best way to put them at ease is to manage expectations early.
• Explain your process: how many meetings you’ll have, what you’ll need from them, and what outcomes they should expect.
• Ask for permission up front to have a candid conversation.
For example:
“Is it OK if I ask you a few questions to make sure what we do is vision you have for the space?”
OPEN YEAR-ROUND
• Mulch
• Topsoil
• Limestone
• Grass Seed
• SWEET PEET
• Washed Gravel
• Sand & Boulders
• Organic Fertilizer
• Decorative Stone
• Natural Stone - Palletized
• Ground Rubber Mulch
• Bulk Salt
• De-icing Chemicals (Bag & Bulk)
By doing this, you remove surprises from the process and create an environment where clients feel comfortable opening up. They’ll quickly recognize you’re a professional, not just a contractor.
UNDERSTANDING THE REAL OBJECTIVES
Clients rarely tell you their full story at the beginning. Instead, they often share what we call a pain indicator—a surface-level concern.
For example:
• “We’re not happy with how our lawn looks.”
• “Our current contractor doesn’t respond quickly.”
• “We want more curb appeal.”
The truth? These are rarely the real problems. They’re symptoms. By asking thoughtful follow-up questions, you can uncover what’s really driving the client. Maybe they want to increase property value, attract more tenants, or simply feel proud when they pull into their driveway.
The Sandler Pain Funnel is designed for this. Start broad:
• “Can you tell me more about that?”
• “Can you give me a specific example?”
Then narrow in:
• “How is that affecting you or your business?”
• “If this problem continues, what’s the impact?”
This process reveals the deeper objectives that matter most to clients. And when you address those, you’re no longer just selling landscaping services, you’re solving meaningful problems.
DEMONSTRATING PROFESSIONAL EXPERTISE
Asking tough questions does more than uncover needs, it demonstrates your expertise. When you go beyond “what kind of plants do you want?” and instead explore goals, budgets, and frustrations, you position yourself as a true partner.
Clients don’t just want someone who knows lawns or pavers. They want someone who understands their vision and can design solutions that fit. By engaging in these deeper conversations, you showcase not only your technical skill but also your ability to think strategically exactly what elevates the professionalism of our industry.
BUILDING TRUST THROUGH TRANSPARENCY
Trust is the cornerstone of any lasting client relationship. When you ask tough questions with empathy and genuine curiosity, you show clients that their needs come first.
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FEATURE ARTICLE
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This doesn’t just mean listening to their words, it means listening to their concerns, frustrations, and aspirations. By moving from a pain indicator to the business and personal impact of that pain, you demonstrate that you understand the whole picture. The result: stronger, more authentic connections that lead to long-term relationships and repeat business.
PROACTIVELY ADDRESSING CONCERNS
Many times, clients have unspoken worries: “Will this cost more than I expect?” or “Will the crew actually show up on time?” By asking tough questions, you can surface those concerns before they become objections.
Proactively addressing these issues shows foresight and professionalism. Instead of reacting to problems later, you guide the conversation forward with clarity and confidence.
FOUR AREAS TO FOCUS ON
To master tough questioning in your landscaping business, focus on these four practices:
• In-Depth Discovery: Learn not only what clients want but why they want it the deeper motivation behind the project.
• Open-Ended Questions: Use “who, what, when, where, why, how” questions to encourage detailed responses instead of one-word answers.
• Empathetic Communication: Tackle sensitive topics (budget, timelines, dissatisfaction with past contractors) with understanding and professionalism.
• Follow-Up Conversations: Don’t stop at the first answer probe further to show your commitment to delivering the best solution.
GUIDING CLIENTS STRATEGICALLY
In landscaping, tough questioning isn’t just a sales tactic, it’s a strategic imperative. It helps you uncover real client objectives, demonstrate your expertise, build lasting trust, and proactively resolve concerns.
When you embrace this approach, you move beyond being a vendor and become a trusted advisor in your clients’ eyes. That shift elevates not only your business, but also the reputation of our entire industry.
As always, Stay Hungry, Stay Driven & Keep Growing!
Rob Yoho is the Managing Partner & Principal of Sandler Training Powered by MP Solutions and has worked with thousands of companies across the U.S. to help them strengthen their sales processes. He is a sought-after speaker on sales, sales management, leadership, and strategy.
PATTY LAMPERT Executive Director / OLA
MEMBERSHIP RENEWALS
In a world of constant digital connection, roles of professional organizations are being redefined. Membership is no longer about a directory listing, but about unlocking exclusive value, building deep connections, and shaping the future of the Green Industry. The Ohio Landscape Association provides many opportunities to engage and contribute to the community, and we will continue to evolve and adapt to the needs of our members.
Membership is a two-way street and we hope you will continue to support and engage with the OLA. We promise to provide opportunities for our members to:
• Advance their careers with professional development and training to stay current.
• Connect with a highly engaged and relevant network of peers through in-person meetings and education, mentorship programs, online programming and fostering long-term relationships.
• Join a collective voice that advocates and lobbies for policy changes, influences industry standards, and engages to make a difference.
• Create a sense of belonging and community where your peers value and recognize you.
• Provide leadership opportunities to serve on a committee or the board and empower members to help shape the Green Industry.
• Meet experienced professionals who can provide guidance for career growth and development.
• Exclusive member savings benefits.
Our Pillars are to Educate, Advocate, and Elevate those around us. We are always interested in your input, and we can’t do all of the wonderful things we do without your help.
