931. Stop Selling Revenue. Start Selling Profit!
Fullerton Unfiltered
Brian Fullerton
4.9 • 1.2K Ratings
🗓️ 23 February 2026
⏱️ 27 minutes
🧾️ Download transcript
Summary
Too many lawn care companies chase revenue and wonder why they're still stressed, overworked, and underpaid. In this episode, Brian breaks down how to structure your services using packages, a la carte add ons, and most importantly, by understanding your gross margin, net profit, and revenue per hour. If you want predictable income, better efficiency, and real profitability, this episode will challenge the way you price and sell your services.
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Transcript
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| 0:00.0 | You're now listening to the Fullerton Unfiltered podcast. |
| 0:09.0 | Straightforward, no nonsense business advice. |
| 0:12.0 | Completely on. |
| 0:14.0 | Unfiltered. |
| 0:15.0 | Grow your business. |
| 0:17.0 | Grow your life. |
| 0:18.0 | Now, here's your host, Brian Fullerton. Hey, what's going on, everybody? Hope you guys are doing well. |
| 0:23.9 | Welcome back to another episode of the Fullerton Unfiltered Podcast. It is your host, Brian Fullerton here, |
| 0:27.9 | hanging with you guys today. And good morning. And same thing to all of you guys watching live on YouTube. |
| 0:32.7 | Well, I wanted to spend about 10 minutes here today talking about a topic that I think is very relevant to all of us. And that is spring renewals, estimates, everything that is going out the door. I wanted to give you guys three tips really quick here. Before we all run out the door and hit submit on all those estimate renewals. So if you haven't done it just yet, you're in luck. Might be able to take away a couple of tips here today. If you already sent them, no big deal. |
| 0:54.6 | Just continue to massage your sales and estimating process as you go into the spring, |
| 0:58.8 | summer, and fall season and beyond, right? |
| 1:01.3 | What I want to do for just a couple of minutes to give you guys three takeaways for |
| 1:05.1 | this video talking about renewals. |
| 1:06.8 | Number one, talking about having pricing packages for your customers. Number two, talking about |
| 1:13.4 | having a la carte services listed outside of that. And really, number three, kind of a game-changing |
| 1:18.7 | mindset, talking about revenue per hour and making sure that we're making profit for the estimates |
| 1:24.6 | that we're sending out. So all things being said, if you guys are new here, the channel is all about helping you guys grow a more successful business so you guys can go out there and crush it. We're on our quest to grow a million dollar plus business. And so if you guys are new here, maybe consider subscribing because it's all long care all the time over here on the Barnes &'s YouTube channel and the Fullerton unfiltered podcast. |
| 1:48.8 | So let's jump into this really quick. The first thing I wanted to talk about is we're going into the spring estimate and renewal season. In fact, real time, we're sending all of ours out this |
| 1:53.1 | week. We've got about three or four hundred grand with the work that we are sending out for renewals. |
| 1:58.1 | And of course, we can do another video for another time talking about |
| 2:00.8 | multi-year contracts and 12-month contracts. For us in Michigan, we do seven-month lawn, five-month |
... |
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