The Untrapped Podcast With Keith Kalfas

Five years into a landscaping business, the grind can start to feel heavier than the opportunity. The phone may finally be ringing nonstop, money may be flowing, and customers may be everywhere, yet exhaustion, regret, and resentment can make the business feel impossible to continue. This episode explores the "5-year itch," why success can arrive after the energy to enjoy it has disappeared, and how changing perspective can reveal the opportunity already in front of you. The conversation also digs into sacrifice, gratitude, burnout, and the deeper reasons business owners keep pushing for more.   In this episode, you will discover: Why the fifth year can become a psychological breaking point for business owners How working seven days a week can slowly replace personal freedom and hobbies Why success may arrive after the period when money was needed most Why hitting rock bottom can sometimes lead to a breakthrough   "You can change what you're doing, or you can change the way you see it." - Keith Kalfas   Topics Covered: The Five-Year Itch in Business [02:08] Unrealistic expectations about becoming wealthy, owning vacation homes, or achieving a specific vision can contribute to disappointment. [02:20] Years of pressure can create a psychological fracture and make the daily operation of a business feel like suffering. [02:34] Getting through the difficult five-year period is compared with surviving the relationship challenges associated with the "6-year itch." Working Without Rest or Personal Freedom [02:49] Nonstop work can create deep frustration when business owners work seven days a week without vacations or meaningful personal time. [03:14] The "roots and fruits" concept explains why business owners may need to build deep foundations before seeing substantial results. [03:22] Healthy business results may take several years because the foundation has to develop first. [03:34] Eventually, a business can reach a point where clients arrive continuously, and the phone does not stop ringing. [04:00] Truck transmission failures, engine problems, debt collectors, and other early financial pressures are used to illustrate how fragile the first years of business can feel. [04:10] After reaching the five-year point, business owners may be exhausted and miserable even while opportunities continue increasing. When More Opportunity Creates More Pressure [04:16] A growing stream of customers can become overwhelming when the business owner no longer has the energy or desire to handle the demand. Turning the Page Into a New Chapter [05:42] Letting go of what cannot be changed is connected with recognizing how much opportunity is already available. [06:08] Gratitude is presented as a way to return to a more grounded view of business and life. Gratitude, Loss, and Perspective [08:00] Business owners are encouraged to recognize that more may already be set up in their favor than they realize. [08:12] The conversation warns against wasting current opportunities because of a negative attitude or lack of gratitude. Wanting More Money While Still Being Grateful [08:31] Wanting more money does not necessarily mean a person is ungrateful. [08:39] Financial ambition may be connected to proving personal capability, earning the pride of others, creating significance, or preparing for the future.   Key Takeaways The five-year mark can expose the gap between the original vision and reality. Years of working seven days a week, skipping vacations, and losing personal interests can leave business owners exhausted, even when the business is finally gaining traction. Growth often arrives later than expected. After years of building "deep roots," clients may start flowing nonstop, creating the frustrating situation where opportunity is abundant precisely when burnout has already set in. Burnout can require a change in perspective, not only a change in workload. The discussion emphasized turning the page, recognizing how far the business has come, and practicing deeper gratitude for opportunities that once felt impossible.     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   Resource Links Mentioned https://getjobber.com/kalfas https://keithkalfas.com/callrail https://www.keithkalfas.com/alliance   Written and Edited by: Ma. Teresa Catangay-Bardinas  

The conversation focused on building a profitable service-based business with limited resources, starting with landscaping and window cleaning, then expanding into online content, courses, affiliate partnerships, consulting, and public speaking. The episode follows a journey from welfare, food stamps, debt, and dead-end jobs to generating $70,000 in one month. It also offers a candid look at the difference between revenue and profit, the risks of undercharging, the cost of working 90-plus hours a week, and the importance of learning from successful entrepreneurs.   In this episode, you will discover: How to start a profitable service-based business with little or no startup money, then turn a part-time hustle into a full-time income stream. Why $15,000 to $30,000 in monthly revenue doesn't necessarily mean financial success, and how undercharging, rising expenses, exhaustion, and poor systems can keep a business owner broke. The business strategies behind a $70,000 month, including affiliate partnerships, online courses, landscaping, public speaking, and consulting.   "You start your own business, you can make way more money, and you can do it flat broke with nothing." - Keith Kalfas   Topics Covered: 00:04: The story of making $70,000 in one month after growing up poor, working dead-end jobs, and relying on welfare and food stamps. 00:59: One concept discussed was starting a service-based business when there isn't enough money to launch an expensive venture. 02:13: Keith's window-cleaning business began through door-to-door sales, producing 42 recurring accounts in 48 hours during a financial crisis. 02:47:  Keith explored starting a business part-time with determination, a servant's heart, gratitude, and "positive expectancy." 03:21: The $70,000 figure was clarified as revenue, not pure profit, with other monthly revenue figures ranging from $35,000 to $65,000. 04:47: A key theme that emerged was documenting the business-building journey online while working roughly 100 hours a week. 05:16: Every dollar earned from the early YouTube business was reinvested while the family remained in a one-bedroom apartment and stayed behind on rent. 08:42: Keith's Online courses initially produced no income, but a later launch generated approximately $1,100 in one night. 09:06:  It took about three years of grinding online to reach $1,000 a month, followed by growth through webinars and affiliate partnerships. 09:40: Crossing $5,000 a month took about five years, while reaching $7,500 a month became even more difficult because expenses and responsibilities increased. 10:24: Keith's landscape business generated between $15,000 and $30,000 a month, but undercharging meant only about $1,000 a week was taken home. 10:50: Several points were raised about revenue not equaling personal wealth, especially when one person handles marketing, administration, sales, production, paperwork, and family responsibilities. 11:16: Keith's workload led to sleeping roughly three hours a night, resting in the truck, becoming dehydrated, and fearing that a breakdown could wipe out the business. 12:19: Keith emphasized the value of surrounding yourself with entrepreneurs who have already solved similar problems, described as the "proximity effect." 14:49: A turning point came through asking higher-earning friends directly what they were doing instead of relying on pride, excuses, and personal habits. 16:26: Ethical business practices were stressed, including price anchoring, transparency, and refusing to trade trust or integrity for money. 17:09: The $70,000 month came from several sources arriving together, including affiliate partnerships, online courses, the landscape business, public speaking, and a $5,000 consulting deal. 18:21: Despite reaching $70,000 in monthly revenue, the month remained stressful and barely registered emotionally. 20:10: One concept discussed was the way a major financial milestone can change personal identity and make a higher level of achievement feel normal. 21:47: The conversation shifted toward purpose, faith, personal development, and becoming the best possible version of oneself. 23:27: The closing message focused on personal responsibility, rejecting complaints as a substitute for action, and accepting that nobody else will come to save you.   Key Takeaways Start with a service business you can launch cheaply. Landscaping began from a car trunk, and window cleaning started door to door during a freezing winter. A skill people already pay for can become a part-time business before it becomes a full-time one. Stop relying on harder work when the business model is failing. Revenue of $15,000 to $30,000 a month still led to exhaustion because of undercharging, low-paying customers, and heavy expenses. Better pricing, systems, and hiring matter more than adding another hour to a 95-hour workweek. Ask people who've already solved the problem. Pride delayed progress until direct questions revealed what successful entrepreneurs were doing differently. The key question was: "What are you doing right now to make this money?" Then the advice was put into practice without sacrificing trust or integrity.   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   Resource Links Mentioned Jobber: getjobber.com/kalfas CallRail Call Tracking: keithkalfas.com/callrail Untrapped Alliance   Written and Edited by: Ma. Teresa Catangay-Bardinas  

You're working hard to build your business, but are the stories you keep repeating making it harder to move forward? Fresh from the Jobber Now event in Texas, Keith Kalfas shares an honest look at self-limiting beliefs, personal responsibility, and the habits that can keep entrepreneurs stuck—even when they desperately want to succeed. Drawing from his own struggles with resentment, grief, and business overwhelm, Keith reflects on taking responsibility for the energy you bring into a room, finding people who share your values, and defining success beyond money. This episode challenges you to ask what you're really building toward—and whether your daily actions support the life you say you want.   "Money only solves the problems that money can solve, right? " – Keith Kalfas   What You'll Learn in This Episode: How the stories you repeat can influence your decisions and business growth.   Why taking responsibility for your energy matters in leadership and networking.   What Keith learned from a difficult interaction at the Equip Expo—and a second chance a year later.   Why an awkward conversation doesn't have to become a judgment of your worth.   How asking "What are you optimizing for?" can clarify your priorities.   How Keith uses reflection, meditation, and boundaries to navigate overwhelm. Key Takeaways: Choose a Story That Helps You Move Forward. Keith acknowledges that difficult experiences and real obstacles can shape your life. His challenge is to notice when repeatedly rehearsing those experiences keeps you stuck, and begin making choices that support the future you want. Take Responsibility for What You Bring Into the Room. Your words and attitude affect your team, family, clients, and fellow business owners. Keith's experience at the Equip Expo illustrates the value of self-awareness, humility, and being present enough to encourage others. Define Success Before You Keep Chasing It. More money can solve financial problems, but it doesn't automatically create fulfillment. Get clear on whether you're building toward family time, contribution, freedom, or another meaningful goal—then align your business decisions with those priorities.     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:  COME TO UNTRAPPED LIVE Join me live in Michigan:  https://keithkalfas.com/untrapped-live 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                  

In this episode of The Untrapped Podcast, Keith Kalfas shares a hard lesson about pricing, setting boundaries, and refusing to let customers take advantage of your business. After agreeing to a job for less than it was worth, Keith found himself dealing with unexpected delays, overgrown landscaping, and shrinking profits. He explains how one bad decision can turn a profitable job into a frustrating experience—and why business owners must stop letting customers pressure them into lowering their prices. Keith also reveals how undercharging can create a domino effect of stress, anxiety, and poor business decisions. Through a real-life encounter with a customer who tried to negotiate a $300 job down to just $50, he demonstrates the importance of standing firm on your pricing, respecting your time, and learning when to say no. He challenges entrepreneurs to take responsibility for their mistakes, strengthen their self-worth, and build businesses that allow them to serve customers without sacrificing their profitability or personal lives.   "Lesson is repeated until lesson is learned. " – Keith Kalfas   What You'll Learn in This Episode: Why allowing customers to pressure you into lowering your prices can hurt your profitability and create unnecessary stress. How one underpriced landscaping job can trigger a domino effect of anxiety, frustration, and poor business decisions. Why taking responsibility for your mistakes instead of blaming customers is essential to becoming a better business owner. How Keith handles customers who try to negotiate prices, including his experience refusing a $50 offer for a tree-trimming job. Why you need to account for scheduling delays, weather conditions, and potential changes in job scope when preparing landscaping estimates. How developing stronger boundaries, self-worth, and the confidence to say no can help you build a more profitable and sustainable service business. Key Takeaways: Know Your Worth and Stop Letting Customers Dictate Your Prices Taking on jobs for less than they're worth can leave you working longer hours while earning little to no profit. Keith emphasizes the importance of establishing clear pricing policies, accounting for labor and overhead, and standing firm when customers try to negotiate below your minimum. You don't have to accept every opportunity, especially when the work could cost your business more than it's worth. Take Responsibility for Your Mistakes and Break the Cycle of Stress Blaming customers or outside circumstances when a job goes wrong only makes it harder to learn from the experience. Keith explains how one bad decision can lead to weeks of stress and frustration if you don't address the root problem. Instead of making excuses, acknowledge where you went wrong, finish the job with integrity, and use the experience to make better decisions moving forward. Protect Your Profitability by Planning Ahead and Setting Boundaries A job that looks profitable when you quote it may become much more expensive by the time your crew arrives. Keith shares how a commercial landscaping project became more difficult after several weeks of weed growth and unexpected rain. When estimating future projects, consider how conditions might change before work begins. Setting realistic prices, protecting your time, and learning to say no are essential to running a business that remains profitable as it grows.     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:  COME TO UNTRAPPED LIVE Join me live in Michigan:  https://keithkalfas.com/untrapped-live 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                  

Are you constantly lowering your landscaping prices just to win jobs, only to realize you're barely making any money? In this episode of The Untrapped Podcast, Keith Kalfas breaks down the dangerous cycle of undercharging and explains how setting a minimum job price completely transformed his landscaping business. From taking on $200 jobs that barely covered overhead to establishing a $700 minimum, Keith shares the lessons he learned about pricing, profitability, and knowing when to walk away from a customer. Keith also reveals how to calculate your actual job costs, why he targets a 50% gross profit margin, and how focusing on higher-value landscaping projects can free up your schedule to grow your business instead of constantly scrambling for the next job. Whether you're just starting your landscaping business or you're tired of working long hours without seeing the profits, this episode will help you rethink how you price your services and build a business that's actually worth running.   "When you finally put your foot down and you say, 'New policy'... you have to figure out what it is for you." – Keith Kalfas   What You'll Learn in This Episode: Why lowering your prices can hurt your business and how to avoid falling into the lowball trap. How setting a minimum job price changes everything, including Keith's journey from $99 jobs to a $700 minimum. Why higher-value jobs can be more profitable and create breathing room in your schedule for marketing and business growth. How to calculate your true job costs and profit margins, including Keith's approach to targeting 50% gross profit. Why Keith recommends charging at least four times an employee's hourly wage to account for overhead and keep your business profitable. How to attract more profitable landscaping clients through neighborhood marketing, customer referrals, and better business systems.   Key Takeaways: Stop Undercharging and Set a Minimum Job Price Taking on low-paying jobs just to keep your calendar full can leave you overworked and barely profitable. Establish a minimum job price that covers your expenses and makes every project worth your time.. Know Your Numbers and Protect Your Profit Margins Calculate every expense, including labor, materials, insurance, fuel, and overhead, before quoting a job. Keith explains why he targets a 50% gross profit margin and recommends charging at least four times an employee's hourly wage Focus on Higher-Value Jobs to Grow Your Business Instead of filling your schedule with small, low-profit projects, prioritize jobs that generate meaningful revenue. Larger, profitable projects give you more breathing room to focus on marketing, attracting new customers, and growing your business.     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:  COME TO UNTRAPPED LIVE Join me live in Michigan:  https://keithkalfas.com/untrapped-live 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