The Untrapped Podcast With Keith Kalfas cover art

The Untrapped Podcast With Keith Kalfas

The Untrapped Podcast With Keith Kalfas

By: Keith Kalfas
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 Small Business Ownership & Personal Development Hosted by Keith Kalfas from the Landscaping Employee Trap & Window Cleaning Blueprint.Greenwood Publishing 2023 Economics Leadership Management & Leadership Marketing Marketing & Sales
Episodes
  • Automate Your Sales and Marketing with Curt Kempton

    Automate Your Sales and Marketing with Curt Kempton
    Mar 17 2026
    On this episode, Keith interviews Kurt Kempton, founder of ResponsiveBid, about using automation and data to improve service-business sales and marketing. Kurt explains lead sources as inputs at the top of a sales funnel and stresses measuring leads by source, close rate, average ticket price, total volume, and overall ROI, including time and quoting effort, using examples like Money Mailer versus a failed golf-course sponsorship. They discuss using tools like CallRail and CRM reporting to track performance, "reposting winners," and diversifying channels (Google, Meta, referrals, flyers, etc.) to reduce reliance on any single platform that can suspend accounts. Kurt emphasizes controlling and systematizing the customer experience through fast follow-up and consistent processes. He describes ResponsiveBid as proposal and follow-up automation that helps close more jobs at higher ticket prices with good-better-best options. "You have to put together the experience you want your customers to have and you have to systematize it in a way to guarantee that they're gonna get it every time." – Kurt Kempton What You'll Learn in This Episode: What a lead source really is—and why it matters more than most owners think How to track close rate, average ticket price, and ROI by lead source Why customer acquisition cost includes more than just ad spend The hidden risk of relying too heavily on one platform for leads How to think about lead source diversification in a healthy business Why referrals are great—but still need to be measured intentionally How customer experience starts the moment a lead comes in Why automation improves follow-up, consistency, and conversions How ResponsiBid helps service businesses close more work while increasing average job value Key Takeaways: Lead Sources Aren't Just Marketing Channels—They're Inputs Into Your Sales Funnel. Kurt breaks down the difference between marketing and an actual lead. Someone seeing your website or driving past your sign isn't necessarily in your funnel yet. A lead enters the funnel when they raise their hand—by calling, filling out a form, or taking a clear action that opens the door to a sales process. If You're Not Tracking Lead Source Performance, You're Guessing. Most service business owners know they're spending on Google Ads, Facebook, SEO, signs, flyers, or direct mail—but couldn't tell you off the top of their head which source brought in the lead, how well it closed, or how much revenue it actually generated. Kurt explains why those numbers matter and how they help you decide where to double down, where to negotiate, and where to stop wasting energy. Not All Leads Cost the Same. A lead source might bring in high-ticket jobs, but if it takes dozens of estimates, long drive times, or tons of follow-up to close them, the real cost may be much higher than it looks. Kurt points out that customer acquisition cost includes both money and effort—something many owners completely overlook. Connect with Kurt Website: https://responsibid.com/about/ Connect with Keith Instagram: https://www.instagram.com/keithkalfas/ Facebook: https://www.facebook.com/thelandscapingemployeetrap Website: https://www.keithkalfas.com/resources Youtube: https://www.youtube.com/@keith-kalfas Resources and Websites: Build Your Site: https://www.keithkalfas.com/ReBolt Call Tracking Software: https://www.keithkalfas.com/CallRail Start Getting Leads Now https://www.footbridgemedia.com/keith The Untrapped Alliance: https://www.keithkalfas.com/alliance Resources You Need To Build A Successful Business https://www.keithkalfas.com/resources 🙋♂️Get My Free Landscaping Business Startup Video Series Here👇 Here https://www.keithkalfas.com/Landscaping-Series Landscaping Course https://keith-kalfas.mykajabi.com/store/8bFERMcs LANDSCAPING BUSINESS How to Guide: https://www.keithkalfas.com/16 Get Jobber: https://getjobber.com/im/ambassador-referral/?gspk=a2VpdGhrYWxmYXM4NTIx&gsxid=Rs6pwtznLDcs Get Ballard: https://www.ballard-inc.com/ Easy Budgeting Blueprint: keithkalfas.com/budget Smartphone Video Creation Guide: Keithkalfas.com/smartphone Identifying Your Superpower: Keithkalfas.com/superpower Become An influencer And Monetize Your Expertise: https://www.keithkalfas.com/influence Multiple Ways to Monetize: https://www.keithkalfas.com/multipleways LevelUp Your Landscaping Business to $100K and beyond: https://www.keithkalfas.com/LEVELUP
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    35 mins
  • $2.4 Million Exterior Cleaning Empire with Fred Hodge Jr.

    $2.4 Million Exterior Cleaning Empire with Fred Hodge Jr.
    Mar 2 2026
    Keith sits down with Fred Hodge Jr., owner of Clearview Washing in New Jersey—an exterior cleaning company that's been growing since 2004 and now runs up to 26 employees in peak season. Fred breaks down what actually helped him scale: lead gen, hiring, culture, and the systems that keep the business running even when he's on vacation (without the "putting out fires from the beach" vibe). They get into niche high-profit services (yes, chandelier cleaning), the KPIs that drive pricing decisions, how to raise prices without nuking your calendar, and why Fred keeps a buffalo picture behind his desk—to remind himself to run toward problems, not away from them. "What got you there isn't the same avenue what's gonna get you to your next place." – Fred Hodge Jr. What You'll Learn in This Episode: How Fred scaled from "Chuck in a truck" to a multi-crew operation The systems that help him step off the truck—and stay off Why bundling services dramatically raised their average ticket How to use simple KPIs (no algebra required) to make smarter pricing moves What "penny smart, dollar foolish" looks like in real business decisions How to build a team culture that retains great people Key Takeaways: The Business: 22 Years, 26 Employees, Multiple Services. Clearview Washing offers window washing, power washing, soft washing, gutter and roof cleaning, holiday lights, shrink wrapping outdoor furniture—and even chandelier cleaning. Peak season team size hits around 26 employees, with a business mix that's roughly 70% commercial (including HOAs/condos) and 30% high-end residential. The "Chandelier Cleaning" Advantage. Fred explains why chandelier cleaning became a standout niche: most competitors avoid it due to complexity and liability. Clearview leaned in, developed the skill set and tools, and now gets inbound calls from across New Jersey—sometimes landing $8K–$10K chandelier-cleaning projects in high-end homes. Scaling Happened When Systems Got Serious. Fred credits a major turning point to implementing real operational systems (with big help from his wife, who drives processes). That included choosing a CRM (Jobber) and building workflows that reduce chaos and prevent everything from escalating to "owner-level emergencies." He even jokes their QuickBooks coach says they're "not an exterior cleaning company—they're a technology company that offers exterior cleaning." Connect with Fred Instagram: https://www.instagram.com/fredhodgejr/ Facebook: https://www.facebook.com/freddie.hodge Website: https://clearviewwashing.com/ Connect with Keith Instagram: https://www.instagram.com/keithkalfas/ Facebook: https://www.facebook.com/thelandscapingemployeetrap Website: https://www.keithkalfas.com/resources Youtube: https://www.youtube.com/@keith-kalfas Resources and Websites: Start Getting Leads Now https://www.footbridgemedia.com/keith The Untrapped Alliance: https://www.keithkalfas.com/alliance Resources You Need To Build A Successful Business https://www.keithkalfas.com/resources 🙋♂️Get My Free Landscaping Business Startup Video Series Here👇 Here https://www.keithkalfas.com/Landscaping-Series Landscaping Course https://keith-kalfas.mykajabi.com/store/8bFERMcs LANDSCAPING BUSINESS How to Guide: https://www.keithkalfas.com/16 Get Jobber: https://getjobber.com/im/ambassador-referral/?gspk=a2VpdGhrYWxmYXM4NTIx&gsxid=Rs6pwtznLDcs Get Ballard: https://www.ballard-inc.com/ Easy Budgeting Blueprint: keithkalfas.com/budget Smartphone Video Creation Guide: Keithkalfas.com/smartphone Identifying Your Superpower: Keithkalfas.com/superpower Become An influencer And Monetize Your Expertise: https://www.keithkalfas.com/influence Multiple Ways to Monetize: https://www.keithkalfas.com/multipleways LevelUp Your Landscaping Business to $100K and beyond: https://www.keithkalfas.com/LEVELUP
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    Not Yet Known
  • 5 Powerful Tips For Selling Jobs in Your Landscaping Business This Year

    5 Powerful Tips For Selling Jobs in Your Landscaping Business This Year
    Feb 19 2026
    If you run a home service business and want to close more jobs without sounding desperate or pushy, this episode is for you. After walking 15,000+ properties over 15 years, Keith breaks down the exact sales behaviors that consistently turn quotes into signed deals — whether it's a $500 job or a $15,000 one. No scripts. No manipulation. Just confidence, clarity, and reps. This episode is packed with real-world stories from landscaping, window cleaning, and service businesses — including close calls, funny moments, and the mindset shifts that separate stressed operators from calm closers. "Don't talk like you want the job. Talk like the job is already happening." – Keith Kalfas What You'll Learn in This Episode: The Assumptive Close Stop hoping you get the job. Start assuming it's already happening — from your language, to your body language, to how you move on the property. Keith explains how physically engaging with the work (yes, even grabbing a shovel) changes the customer's certainty instantly. Sell Outcomes, Not Tasks Customers don't care about mulch depth, blade angles, or plant species. They care about one thing: "Is this going to look good?" Keith explains how certainty transfers — and why confidence sells faster than technical details. The Two-Option Close (and Why You Need a High-Ticket Offer) Give customers two clear paths: The "everything included" option The "still looks amazing" option This simple structure reframes price, increases perceived value, and often nudges clients toward higher-ticket jobs — even if they didn't expect it. Say the Price… Then Shut Up One of the most uncomfortable — and powerful — sales moves. Keith explains why silence after the price lets the customer sell themselves… and how over-explaining kills deals. Control the Frame If you're unsure, they feel unsure. If you're calm and certain, they relax. Keith shares how confidence is built through reps, mistakes, and surviving the hard seasons — and why customers always buy certainty. Key Takeaways: Confidence closes more deals than technique. Sales works best when you stop trying to "perform" and start acting like the work is routine. When you assume the job is already happening, your tone relaxes, your body language settles, and you stop chasing approval. Customers pick up on that calm immediately and interpret it as experience and trustworthiness — because people don't buy perfect wording, they buy certainty. Sell the result, not the process Most customers aren't interested in how deep you dig, what tools you use, or the technical steps involved — they want to know how their place will look and feel when it's done. Speaking clearly and confidently about the outcome answers the real question in their head and reassures them that the decision is safe, which is often all they need to move forward. Your price works when you stop apologizing for it. Once you say the price, continuing to talk usually signals doubt and invites hesitation. Silence gives the customer space to process and decide without pressure, and it prevents you from negotiating against yourself. When you treat your price like a normal, everyday number, customers are far more likely to accept it as such. Connect with Keith Instagram: https://www.instagram.com/keithkalfas/ Facebook: https://www.facebook.com/thelandscapingemployeetrap Website: https://www.keithkalfas.com/resources Youtube: https://www.youtube.com/@keith-kalfas Resources and Websites: Start Getting Leads Now https://www.footbridgemedia.com/keith The Untrapped Alliance: https://www.keithkalfas.com/alliance Resources You Need To Build A Successful Business https://www.keithkalfas.com/resources 🙋♂️Get My Free Landscaping Business Startup Video Series Here👇 Here https://www.keithkalfas.com/Landscaping-Series Landscaping Course https://keith-kalfas.mykajabi.com/store/8bFERMcs LANDSCAPING BUSINESS How to Guide: https://www.keithkalfas.com/16 Get Jobber: https://getjobber.com/im/ambassador-referral/?gspk=a2VpdGhrYWxmYXM4NTIx&gsxid=Rs6pwtznLDcs Get Ballard: https://www.ballard-inc.com/ Easy Budgeting Blueprint: keithkalfas.com/budget Smartphone Video Creation Guide: Keithkalfas.com/smartphone Identifying Your Superpower: Keithkalfas.com/superpower Become An influencer And Monetize Your Expertise: https://www.keithkalfas.com/influence Multiple Ways to Monetize: https://www.keithkalfas.com/multipleways LevelUp Your Landscaping Business to $100K and beyond: https://www.keithkalfas.com/LEVELUP
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    32 mins
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