Hey guys, Bradley here.

A lot of tree care companies spend their marketing dollars fighting over the same residential tree removal jobs.

Google searches. Storm calls. Homeowners comparing three estimates.

There's nothing wrong with that business.

But here's something I think more tree care company owners should be paying attention to:

Real estate developers.

A developer who is preparing a property for construction can have a very different problem than a homeowner with one declining oak in the backyard.

They may need trees removed across an entire development site. They may need clearing coordinated with other contractors. They may need documentation, scheduling, site access, and the work completed according to the project timeline.

That's a completely different sales conversation.

And if your company is equipped to handle that kind of work, you shouldn't wait for developers to stumble across your residential tree service page.

You should build a system that puts your company in front of them.

THE CORE CUT

Here's the thing.

A developer isn't necessarily waking up thinking, "I need a tree service."

They're thinking about the next stage of the project.

The property needs to be prepared. The construction schedule needs to move forward. Trees that conflict with the development plan may need to be removed. Existing vegetation may need to be cleared from portions of the site.

That means your marketing needs to match the problem the developer is actually trying to solve.

If your website only talks about:

you're probably speaking primarily to homeowners.

A developer may be searching for something much more specific:

Those searches describe a project.

And that's the opportunity.

If your equipment, crew structure, insurance, experience, and local requirements allow you to pursue this type of work, create a dedicated service around it.

Don't bury it three clicks deep under "Commercial Services."

Build a page that clearly explains what you do for development projects.

Talk about:

Site assessment

What information do you need before pricing the work?

Tree removal

What types of removal work does your company handle?

Clearing

What portions of the property can your company prepare?

Debris handling

What happens to the material after removal?

Scheduling

How do you coordinate your work with the developer's project timeline?

Communication

Who does the developer contact when the project changes?

That last one matters more than most tree companies realize.

Developers are managing a project with multiple moving pieces. They don't need another contractor creating communication problems.

They need someone who understands that the tree work is one part of a much larger schedule.

That's the position you want.

MARKETING MULCH

Here's a simple marketing play I'd start with.

Create a dedicated page on your website targeting developers and construction-related tree work.

The headline should immediately tell the visitor they're in the right place.

Something along the lines of:

Tree Removal & Site Clearing for Real Estate Development

Then explain exactly what your company handles.

Don't write the page like a homeowner service page.

Talk about:

Use the terminology your actual prospects use.

This is where tree companies have an advantage.

Your crews already produce excellent visual proof.

Use photographs of larger removal projects, clearing work, equipment, completed sites, and before-and-after conditions where appropriate.

A developer wants to know whether your company can handle the job they're looking at.

Show them.

Don't force a developer to fill out a generic "Request a Quote" form with five questions.

Ask for information that helps you understand the project.

For example:

Now you've turned a generic website inquiry into an actual sales opportunity.

This is the part most companies skip.

Make a list of local:

Then start building relationships.

You don't need to pitch everybody with a giant sales presentation.

Introduce the company.

Explain what type of development work you handle.

Show them examples.

Make it easy for them to contact you when a project comes up.

That's how you build a pipeline instead of waiting for Google to send you another homeowner.

THE PROSPER PICK

Here's where technology becomes useful.

Once you start pursuing developers, your lead volume may not be enormous.

That's okay.

The value of a development opportunity can make the sales process worth managing properly.

The problem is that many tree companies still manage opportunities through some combination of:

That works until it doesn't.

A developer calls while you're on another job.

You tell yourself you'll call back later.

Three days pass.

The opportunity disappears.

So if you're going after this market, create a simple pipeline.

At minimum, track:

New Opportunity → Site Review → Estimate → Follow-Up → Won/Lost

Now you can see what is actually happening.

More importantly, you can follow up.

Because the first estimate isn't always the end of the conversation.

Development projects can move slowly. Plans change. Timelines move. Permits get delayed. Construction schedules get adjusted.

If you have a system reminding someone on your team to follow up, you're far less dependent on memory.

That's where technology should help.

It should make the business easier to manage, not make the owner become a full-time software administrator.

THE “WORK SAFE” CLOSER

Here's the part I wouldn't overlook.

Large-scale tree removal and clearing work carries real operational and safety considerations.

Your company needs to understand the scope of the work, crew requirements, equipment, site conditions, hazards, and applicable local requirements before committing to a project.

That's why your proposal should communicate more than a price.

Show the developer that you've thought through the job.

Explain:

And make sure your insurance, safety practices, licensing, permits, and other requirements are appropriate for the work and location.

Don't make the developer dig through your website to figure out whether you're a professional operation.

Show them.

Because when you're bidding against another company, the conversation shouldn't come down to:

"Who will remove these trees for less?"

You want the conversation to become:

"Who can handle this part of my project without creating another problem for me?"

That's a much better position to be in.

If you're serious about adding developers to your lead mix, don't start by buying another advertising package.

Start with your website.

Build one page specifically for tree removal and land clearing for development projects.

Then put together a list of 25 local developers, builders, and general contractors.

Reach out.

Show them what you do.

And keep following up.

You don't need hundreds of developer leads.

You need a system that consistently puts your company in front of the right people when a project comes up.

That's how you turn a tree removal company into a more diversified business.

Want help setting this up? Book a call with me.

Stay safe out there, keep the crews moving, and keep building the business.

Bradley Benner
Editor, Prune & Prosper