Trades Talk

Paul Sanneman: Why You Should Never Stop Recruiting

In this episode of TradesTalk, Justin and Maggie are joined by Paul Sanneman, founder and CEO of Contractor Staffing Source, to dive into one of the most critical and misunderstood aspects of the trades industry: recruiting.
With over 50 years of experience coaching and working with more than 2,000 contractors, Paul brings a deep, no nonsense perspective on what it really takes to build a winning team. From the early days of pagers to the age of AI, he has seen how talent fuels growth and how the right hiring strategy can make or break a company.
Paul breaks down the biggest myths in the industry, including the idea that you should only recruit when you need someone or that internal hiring is always the best route. He makes the case for continuous recruiting, writing job ads that inspire, and outsourcing your hiring to experts who know how to find and evaluate top tier candidates.
Whether you are running a small team or scaling a multimillion dollar company, this episode will challenge how you think about hiring and give you the tools to do it better.

Chris O'Donohue: Redefining Success Through Self-Care and Culture

In this powerful episode of TradesTalk, Justin White sits down with Chris O'Donohue owner of the Great Canadian Landscape Company, to explore how personal transformation can fuel professional success.
With 25 years in business, 50 employees, and $10M in revenue, Chris opens up about the pivotal experiences that reshaped his life—starting with a transformative ski trip organized by LMN founder Mark Bradley. What started as a helicopter skiing adventure turned into a deep, vulnerable mastermind with 16 industry leaders, leading Chris to re-evaluate his health, leadership, and priorities.
Chris shares how he lost 40 pounds, restructured his business, started 6 AM workouts, and began leading with empathy—all driven by his desire to be more present for his two daughters and break generational health patterns.
The episode dives into how self-care became his most important business strategy, how he’s navigating challenges in Vancouver’s real estate and labor markets, and why he believes in abundance over competition.
Through honest reflections, leadership lessons, and inspiring mantras, Chris challenges listeners to rethink success—not just in terms of growth and revenue, but by how well you take care of yourself, your people, and your purpose.

Mike Loftus: Growth Through Acquisition without Outside Capital

In this episode of TradesTalk, Justin White sits down with Mike Loftus, founder of Connor’s Landscape, to break down how he scaled his business from a single truck and $10,000 to a $6 million commercial landscaping powerhouse.
Mike reveals his acquisition-first approach, using SBA 7(a) loans and seller financing to buy small, overlooked businesses that larger companies ignore. He shares how annual price increases, strategic diversification, and careful due diligence have helped him grow while staying in full control—without outside investors.
With more landscape business owners looking to sell in the next five years, Mike sees a huge opportunity ahead. His top advice? Always raise prices 2-3% annually to stay ahead of rising costs and protect profitability.

Kris Kiser: Revolutionizing EquipExpo & the Landscape Industry

In this episode of TradesTalk, Justin sits down with Kris Kiser, President & CEO of the Outdoor Power Equipment Institute (OPEI) and EquipExpo, the industry’s largest trade show for landscape professionals.
Kris shares how EquipExpo, held annually in Louisville, Kentucky, has grown into a must-attend event, offering hands-on equipment demos, networking with top manufacturers, and valuable learning opportunities. The conversation dives into key industry trends, including the rise of battery-powered and robotic equipment, and how OPEI is driving innovation.
Beyond the expo, Kris also discusses the Turf Mutt Foundation, an initiative that educates kids about environmental stewardship using a fun, cartoon dog mascot.
If you're in the landscaping industry, you won’t want to miss Kris’s insights on how EquipExpo continues to evolve, bringing the industry together in new and exciting ways.

Derek Derdivanis: 7 Powerful Secrets to Building a Thriving Business

In this episode of TradeTalk, host Justin White interviews Derek Derdivanis, a seasoned entrepreneur and Vistage coach, who shares his insights on the seven key principles for building a successful business. Derek emphasizes the importance of accountability, a strong company culture, understanding team dynamics, strategic planning, and the value of having an executive assistant. He also highlights the significance of lifelong learning and being part of a peer advisory group to enhance leadership skills. The conversation is rich with practical advice and personal anecdotes, making it a valuable resource for current and aspiring business leaders.
Accountability is the number one challenge in business. Culture is essential for attracting and retaining talent. Implementing EOS can enhance accountability in teams. Regular strategic one-on-ones can align goals and expectations. Strategic planning sessions are crucial for business growth. An executive assistant can significantly increase productivity. Lifelong learning is vital for personal and professional growth. Peer advisory groups provide valuable insights and accountability. Inspiring your team is a key responsibility of leadership. Surrounding yourself with like-minded individuals fosters growth.
 
Vistage: https://myvistage.com/
 
Massive Action Mastermind:
https://www.jwhitegroup.com/event-details/massive-action-mastermind-santa-cruz-ca

How Top Green is Revolutionizing Efficiency in the Trades Industry

 
In this episode of TradesTalk, Justin White is joined by industry veterans Bryan Mours and Sean Eddy to discuss the role of technology and innovation in driving efficiency and productivity in the trades industry. Bryan, with over 45 years of experience in landscaping and HVAC, shares his journey from helping build Aspire software to advising companies like Top Green. Sean brings his sales expertise and passion for bridging sales and production to empower field teams and improve operations.
Together, they dive into the critical need for technology-driven solutions in landscaping and other trades, offering insights on how Top Green is creating efficiencies and supporting business growth. Whether you're in the trades industry or looking to improve operations, this conversation is packed with actionable advice and forward-thinking strategies.

20 minutes On How To Achieve Success in 2025 with Justin White

Disruptors Link: https://www.skool.com/disruptors/about
 
In this episode, Justin White underscores how a clear vision and consistent communication keep teams aligned and motivated—especially important as businesses brace for the challenges of 2025. He points out that many companies, particularly in the landscaping sector, struggle with profitability due to inadequate pricing structures that fail to account for true costs. By focusing on pricing for profit and boosting labor efficiency, organizations can streamline expenses, improve margins, and create a healthier bottom line.
White also highlights access to capital as a catalyst for growth, enabling a “buy and build” approach that quickly expands market reach. Establishing a sellable business—one with transferable systems and processes—allows for more operational freedom and future flexibility. Finally, he stresses the importance of massive action to stay competitive and avoid missed opportunities in an ever-evolving marketplace.

John Pajak: Secrets to Building a Profitable Contracting Business

Interested in Joining the Disruptors?! Link Here: Join Here
Co-host Maggie Wymore and Justin White have on special guest John Pajak, host of the Profits with Paycheck podcast, discuss John’s journey in the lawn care industry and the challenges he faced starting his own business.
John shares invaluable lessons on understanding business financials, setting profitable pricing, and managing overhead to build a successful contracting business. The conversation touches on strategies for managing growth, contract renewals, and creating a strong brand through marketing and branding. With years of experience turning his own business around, John now helps others succeed through coaching and mentorship.
Packed with actionable advice on financial management, branding, and sustainable growth, this episode is a must-listen for contractors ready to elevate their business.
 
Profits with Pajak Podcast 
 

James Szojka: How Yard Dawgs is Dominating Lawn Care and Their Plan For Rapid Growth

In this episode of TradesTalk, Justin and Maggie sit down with James, founder of Yard Dawgs Lawn Care, to explore how he turned his Calgary-based lawn care company into a thriving business. James shares how niching down to fertilizer, weed control, and soil enhancements helped accelerate growth, and why their customer-first approach, with guaranteed 48-hour response times, is a game-changer.
The conversation dives into Yard Dawgs’ plans to expand into three new cities—Edmonton, Red Deer, and Saskatoon—while maintaining a lean, high-margin operating model. James also highlights the importance of hiring the right people to protect their culture and using HubSpot as a CRM to scale efficiently. Packed with insights on focus, culture, and leveraging technology, this episode offers invaluable lessons for businesses aiming to grow strategically.YouTube

Chase Gallagher: Landscape Biz Owner, Real Estate Investor and Private Jet Enthusiastic

In this episode of TradesTalk, Justin and Maggie are joined by Chase Gallagher, a 23-year-old entrepreneur who turned a lawn-mowing gig into a 7-Figure landscape construction business in the Philadelphia suburbs. Chase shares his journey from mowing lawns at 13 to transitioning into project-based landscaping, highlighting the importance of understanding pricing, overhead, and profitability.
Chase also runs CMG University, an online coaching program where he teaches lead generation, marketing, and networking strategies to grow landscaping businesses.
Beyond landscaping, Chase dives into his real estate ventures, sharing how he purchased his first property at 20 through owner financing and uses tax-saving strategies like cost segregation.
The conversation explores Chase’s daily routine as a young CEO, his focus on time management, and the critical aspect of having the right mindset. The group even touches on private aviation and how jet ownership creates unique networking opportunities.
This episode offers valuable insights into Chase’s rapid entrepreneurial success and the strategies that helped him grow his landscaping and real estate businesses at such a young age.
 
To Connect with Chase, follow him here:
https://www.instagram.com/chase_gallagher_/
https://www.tiktok.com/@chase_gallagher1
https://www.linkedin.com/in/chase-gallagher-309036177/