Ivan Katz, founder of Great Lakes Landscape Design, near Detroit, Michigan, shares his experiences in the landscaping industry, including overcoming embezzlement and a major accident. His firm will hit close to 10M in 2024. He emphasizes the importance of trust, loyalty, and investing in employees. Katz also discusses the value of customer service and the impact of his personal mission on his business. The conversation covers topics such as financial management, employee development, and creating a positive work environment. Ivan Katz discusses how his approach to business has changed over the years and the challenges he faces in pulling himself out of sales. He shares his experience of hiring a sales manager and the importance of refining processes and production rates. Ivan also talks about the need to hire salespeople who can build enduring relationships, especially in the commercial sales sector. He emphasizes the value of having a coach and being part of a peer group for learning and accountability. Ivan’s key takeaway is to run your company as if it’s already as big as it will ever be and make proactive decisions with the future in mind. Takeaways * Trust is crucial in business, and implementing controls and protocols can help prevent fraud and embezzlement. * Investing in employees and creating a positive work environment can foster loyalty and long-term commitment. * Listening to clients and focusing on customer service can lead to valuable insights and improved business practices. * Having a clear personal mission and values can guide decision-making and inspire others. * Overcoming challenges, such as financial setbacks and accidents, can lead to personal growth and resilience in business. Refining processes and production rates is crucial for business growth. * Hiring salespeople who can build enduring relationships is essential, especially in commercial sales. * Having a coach and being part of a peer group provides learning and accountability. * Running your company as if it’s already as big as it will ever be helps make proactive decisions.