Sales made Simple for Outdoor Living Pros, Landscapers and Hardscapers (formerly Outerspaces)

What if your next industry event wasn’t another cold convention hall—but a business-changing experience in paradise?Most hardscape events overload contractors with nonstop presentations and leave little room for real connection. In this episode, Josh talks with Tanner Broughton about Hardscape Paradise, a destination event built to combine education, networking, relaxation, and real conversations that actually move your business forward—right before the season begins.By listening, you’ll learn:Why Hardscape Paradise was designed to be non-biased, intimate, and contractor-firstHow destination-style events create deeper relationships, better learning, and long-term growthWhat makes Hardscape Paradise different from traditional trade shows and why contractors keep asking for something like thisHit play now to discover why Hardscape Paradise may be the most valuable event you attend before the upcoming season.For more information about Hardscape Paradise visit hardscapeparadise.netSchedule a Meeting with Joshua TODAY!Interested in being the first to know when The CORE 10 drops? Sign up HERE: https://yes.express/core-10/Connect with Joshua at:The WebsiteThe Facebook GroupSales Master ClassesHow to work with Joshua - https://yes.express/apply/Tune into this podcast where a seasoned craftsman shares expert communication skills, strategies for overcoming stress and overwhelm, and insights on building a profitable business in landscaping and hardscaping, with tips on how to sell, close more deals, and achieve financial freedom to retire early as a successful business owner in the design/build and outdoor living industry.

Jon Valenta, owner of General Pavingstones and a nearly 30-year hardscaping pro, reflects on life after running a specialty pavers and retaining wall business. He discusses planning retirement as a redirection, becoming choosier with projects as you age, spotting client fit issues, and ways to stay involved in the trade without doing the heavy lifting.

Jon Valenta, owner of General Pavingstones, shares his wealth of experience in hardscaping and landscaping. He dives into the pitfalls of avoiding budget talks, revealing how scope creep can lead to lost projects. Valenta recounts using a proactive follow-up strategy, like offering checks for past clients, which unexpectedly revived his business. The conversation touches on the importance of mindset in the face of rejection and offers practical advice for tackling budget conversations early on to maintain client trust and increase success.

Jon Valenta, a hardscaping expert and owner of General Pavingstones, shares his transformative journey after embracing sales training, which boosted his close rate from 30% to nearly 90%. He discusses the pitfalls of free designs and the importance of qualifying clients early to avoid wasting time. Valenta emphasizes the power of listening to customer needs over technical jargon, fostering relationships over mere transactions, and how consistent sales processes can lead to improved job satisfaction and efficient business practices.

Join John Valenta, a seasoned residential hardscaping expert and owner of General Paving Stones, as he shares his transformation from commercial landscapes to crafting exquisite patios. He opens up about the challenges of running a small business, including the frustrations of low sales and client indecision. Discover why he believes effective communication is the key to growth and how empowering his team has paved the way for better results. John's journey is packed with insights on balancing craftsmanship and client expectations, all while striving for financial freedom.

In this engaging discussion, financial expert Greg Crabtree shares insights on contractor profitability and adaptive pricing strategies. He highlights effective methods for managing cash flow during slow seasons while optimizing capacity. Greg emphasizes the value of premium pricing, storytelling, and utilizing AI tools to showcase work. He warns against bidding just to cover overhead and stresses the importance of choosing the right projects. With a focus on efficiency and strategic planning, he prepares contractors for a resilient future in a challenging market.

In this insightful conversation, financial expert Greg Crabtree, founder of Simple Numbers, shares his expertise with outdoor living professionals. He emphasizes the importance of gross margin over top-line revenue as the economy shifts. Greg discusses how to optimize staffing and pricing to navigate a slower market. Listeners will learn about the impact of economic signals on demand and discover strategies for using technology to enhance profitability. Prepare for 2026 by focusing on operational efficiency and protecting margins!

Confusion is the silent deal killer in sales, especially for outdoor living pros. A clear process boosts client confidence and accelerates decisions. Listeners discover a three-lane framework to simplify their approach: showing a clear path, offering a single price anchor, and scheduling the next step. Uncertainty stalls sales, while clarity fosters trust and momentum. By auditing their proposals to eliminate complexity, professionals can close more projects and ensure clients are eager to say yes.

Are you competing with low-bidders even with superior work? Discover how outdoor pros can boost sales by selling emotional outcomes instead of technical features. Learn to translate client word-fragments into compelling proposals that resonate. Hear how to reframe a fire pit as a space for family memories and a pavilion as a Thanksgiving gathering spot. Gain insight into asking the right questions to uncover clients' true desires and drive your close rate higher. It's time to stand out in a crowded market!

Tired of unresponsive leads and endless revisions? Discover how to stop wasting time by pre-qualifying potential clients. Learn the five key pillars that help you identify serious buyers versus casual browsers. Embrace a mindset shift to filter for perfect-fit customers rather than convincing everyone. Gain insights on involving decision-makers in meetings, clarifying project timelines, and discussing budget ranges early. Elevate your standards to focus on high-value clients and reclaim your time in the sales process!