The Untrapped Podcast With Keith Kalfas

It's easy to feel discouraged when things take an unexpected turn, especially after a string of successes. Keith Kalfas spoke candidly about how many of us lose momentum and slip from a place of focus into a phase of discouragement. The pandemic and other worldly changes affected the rhythm for countless entrepreneurs, leaving even the most driven individuals wondering, "What happened to my mojo?" But grit isn't about never falling—it's about how you get back up. As Keith Kalfas recounted, even successful people can become complacent or coast after achieving certain goals. The key is continuing to show up, do the work, and push beyond the low points.   Today You'll learn:  Real techniques for building rapport with customers, winning trust, and closing higher-value jobs by listening and being thorough in your proposals. How to handle disrespect and tough clients while maintaining your composure and not letting negative energy bleed into future opportunities. The role of faith and honoring God, especially during tough times, and how gratitude and surrender can shift your perspective. A reminder not to compare yourself to others, but to water your own grass, focus on your purpose, and trust the process.   "You have everything that it takes. You have it inside of you." - Keith Kalfas   Topics Covered 00:00:20 – Introduction: The Power of Grit Keith Kalfas introduces the theme of grit and acknowledges that while many people received the invitation to show up, only those with real determination did. He sets the stage for stories about personal growth and challenges. 00:01:04 – Business Struggles and Finding Focus Again Reflecting on the ups and downs of building a landscaping business, Keith Kalfas discusses losing momentum, dealing with discouragement, and reigniting the spark to "crush it" daily. 00:02:09 – A Year of Change: Systems, Hiring, and Sales A breakdown of how Keith Kalfas refined his business—hiring new staff, implementing CRM systems, perfecting sales processes, and improving client communication. 00:03:13 – On the Job: Quoting and Communicating with Customers Storytime: Keith Kalfas shares his customer quoting strategy, including building trust, itemizing scope, and presenting solutions that increase job value. 00:04:26 – Upselling and Turning Small Jobs into Big Wins How offering additional services and identifying new opportunities can dramatically increase job size and revenue. 00:06:14 – The Importance of Professionalism and Presence Tips on balancing being relaxed with showing you're a busy, in-demand professional—and why customers respond positively to organized, time-efficient service providers. 00:08:43 – Navigating Pricing and Customer Negotiations Keith Kalfas shares a tough story on maintaining composure and integrity during uncomfortable price negotiations, teaching listeners how to stand firm and know your value. 00:12:27 – Personal History: Overcoming Hardship and Loss Sharing personal challenges, including homelessness and the loss of his mother, Keith Kalfas demonstrates how grit is forged through real-life struggles and how it shapes character. 00:18:04 – The Demarcation Line: Choosing Who You Will Be A motivational segment about how to respond when life gets tough—choose grit, honor God, and don't let setbacks define you. 00:20:10 – Closing Big Jobs: Communication & Detailed Quotes A step-by-step breakdown of how Keith Kalfas closes high-ticket landscaping jobs with ultra-transparent, itemized quotes, speed, and clear client messaging. 00:28:36 – Managing Large Jobs: Ongoing Communication Learn why ongoing updates, daily text threads, and clear expectations keep clients satisfied and jobs running smoothly—even through unexpected construction delays. 00:32:46 – Handling Payment Issues & Staying Calm When final payment delays happen, Keith Kalfas shares the importance of staying calm and following up professionally, instead of reacting emotionally. 00:34:22 – Standing Up for Yourself: Defending Your Work Ethically Keith Kalfas describes a situation where a competitor tried to undermine his work, and how he asserted his expertise and maintained client relationships with integrity and "grit." 00:38:03 – Faith & Gratitude Through Difficult Losses Stories of loss—giving his dog CPR and the emotional aftermath—lead to advice on honoring God through both good times and hardships. 00:40:24 – The Power of Self-Talk & Comparison A closing reminder on speaking positivity, avoiding negative self-talk, and focusing on your unique path instead of comparing to others.   Key Takeaways Hold onto your grit, even in adversity: When faced with challenging clients or situations, don't let frustration or disrespect shake your confidence or authenticity. Staying rooted in professionalism and self-respect—even when emotions run high—can turn obstacles into defining moments. Remember, your response shapes your reputation and future success. Honor clear communication and integrity in your work: Detailed transparency with clients (from itemized quotes to consistent updates) builds trust and can prevent misunderstandings. When complications arise—like unexpected delays or doubts from clients—stand firm in your value, remain honest, and educate patiently. Acting with integrity, even under pressure, pays off in the long run. Never compare your journey to others; walk your own path: Whether it's hearing about others crushing it or feeling behind, putting energy into self-comparison drains you and clouds your purpose. Focus on watering your own grass—invest in your unique mission and efforts. Fulfillment and growth come from staying true to your story, not chasing someone else's. Connect with Keith Kalfas: 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 Jobber CRM Free Trial:  getjobber.com/kalfas. Footbridge Media for Contractors: footbridgemedia.com/Keith Untrapped Alliance Application: keithkalfas.com/alliance   Written and Edited by: Ma. Teresa Catangay-Bardinas