How Pros Plan & Quote Landscape Lighting Jobs
by Alliance Outdoor Lighting, in partnership with Heritage Landscape Supply
Developed as part of our ongoing contractor training series, this article and video feature real jobsite insights, product tips, and installation best practices from the Alliance Outdoor Lighting team.
A real jobsite walkthrough showing how pros guide clients, plan smarter, quote with confidence, and deliver lighting systems that stand out.
Every contractor has been in that situation where the homeowner knows how they want the yard to feel, but they can’t quite communicate where or how to light it. That’s where your expertise comes in. The difference between a basic install and a job that wins trust is in the conversations, the planning, and the small decisions you make before a fixture ever touches the ground.
This project in Wylie, TX is a clean example of how to guide a client, build confidence, and deliver a high-end lighting system that reflects the way the space is actually used — not just what looks good on paper.
Watch the video below:
Start With the Walkthrough
(Not the Quote Sheet)
Clients don’t buy fixtures. They buy outcomes.
So instead of starting by listing SKUs or rattling off lumen outputs, we walked the property and asked simple, practical questions:
- Where does the family spend time at night?
- Which paths do they actually use?
- What views matter from inside the house?
- What needs to be safe and comfortable — not just lit?
This approach does two things:
- It gets the client talking about lifestyle instead of products.
- It positions you as the expert who can solve problems, not just “install lights.”
When the client feels heard, trust gets built early. And trust closes jobs. It's the first step in planning a landscape lighting job the way professionals do — by focusing on how the space functions, not just how it looks.
Quote by Solution, Not by Fixture
We didn’t present a parts list. We presented a lighting plan broken down by areas and outcomes:
- Walkways: Light up paths and steps to eliminate tripping hazards and make entry safer after dark.
- Perimeter: Use subtle downlighting for better visibility and security without harsh glare.
- Backyard: Add accent lighting on trees and landscape features to define space and create depth.
- Entertaining Area: Use comfortable, indirect lighting to make outdoor gatherings feel inviting and natural.
Everything was tied back to how the client uses the property — not how many fixtures we wanted to install.
This framing:
- Helps clients understand value
- Makes pricing easier to digest
- Presents a solution, not a parts list
- Removes the “why is this so expensive?” conversation
be prepared on install day
High-end jobs reflect intention. Rushed installs look rushed.
The crew came prepared with the right tools for the job — wire strippers, waterproof connectors, cordless drill, trenching spade, rubber mallet, level, multimeter, gloves, safety glasses, and knee pads.
Pro Tip: Use a laser pointer during the day to get a more accurate fixture aim before final night adjustments.
Good installers stage before they dig. Placement should look considered, not guessed.
And then — the real magic — final adjustments happened after sunset, because you can’t guess how light will behave until you see it at night.
App controls set you apart
(This is where the bt System and it2 shine)
At the end of the install, the system wasn’t just “turned on.” It was handed over.
We used:
- bt fixtures with Bluetooth® RGBW for color, color temperature, and brightness control through the Alliance bt app.
- it2 smart transformer with three independently controlled zones for scheduling, plus both Bluetooth® and Wi-Fi connectivity for app-based control and monitoring.
This gives the homeowner:
- Easy control from their phone
- The ability to make the environment theirs
- Confidence they got something better than “just lights”
And for contractors?
- Fewer callbacks
- Better final results
- A premium experience that sets you apart
Clients appreciate the value of app-based lighting control long after the install day is over.
The Difference is in the Details
Nothing in this job was flashy.
The difference was in the fundamentals:
• Ask better questions
• Quote the outcome, not the hardware
• Stage before digging
• Finish at night, not during daylight
• Deliver control in a way that feels intuitive
These are things pros do consistently — and they’re the things clients talk about later when they recommend you.
Watch the Full Walkthrough Video
See the planning, quoting, staging, fixture placement, and bt + it2 setup in action.
If you're looking for some other insightful tips, check out our guide to installing outdoor lighting, or read about our outdoor lighting demo kits, one of the most powerful sales tools.
Thanks to Heritage Landscape Supply Group for partnering with us on this project.
You can find your nearest Heritage Landscape Supply location here.
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