The Untrapped Podcast With Keith Kalfas

 Lawn care and landscaping each have their own specialties, but can we do both? Being an expert in every area as an entrepreneur, no matter how big or small. Does it really seem possible to handle both simultaneously?  That's why we invited Mack from MACK Landscaping & Lawn Care to share his methods with us. We'll discuss not only how he manages both fields, but also what he's learned over the years as a business owner.  If you are just starting out, he will share some tips that can be extremely useful to you.  There is a lot to learn from this interview, so don't miss it . . "If you talk confidently, then you can charge anything." - Mack   Topics Covered:    00:30 - “For me. Landscaping is mulch, shrub trimming, that type of stuff, the maintenance type things, and in small, like small planning type thing. So that's what we do.” In this interview, Mack discusses how he runs his business and which area he specializes in. 3:12 - “Let's just say it's $500 $500.05 $100. Well, we just cut that $1,500 into monthly payments, and add that to the mowing price. So now if you're mowing, I don't know what that math would be. It's 32 weeks for 10 - 30 bucks. So we'd add an extra $30 On to the mowing price. And then that gets them. The shrubs touched anytime there was anything out of order. So then you never have to come and do a whole job. It's just you come to touch up the stuff. They still pay the same price if just carried out over the season. Right. So big lump sum payment.”  He explains how they quantify maintenance, as well as how much they charge and how they schedule their work. 15:05 - “You have to be super detailed when the state is doing their investigation because every restraint or every injury or every car accident gets investigated. And you have to write it out like a police report. Basically, I ain't no cop or nothing, but I learned very well how to write out because the state will scrutinize you, then they'll bring you in, and then you'll get interviewed like real people. And there are real consequences if somebody actually got hurt or something like that.” Keeping your business detailed is essential, Mack advises. 19:06 - “I've been telling people this for a long time because everyone wants to talk about door hangers and fucking yard signs and all of that. If you don't get on Google, you are shooting yourself in the foot. You're really killing yourself. All of my lead generations come from Google.” Mac shares his marketing strategies for getting customers in faster and getting good ones. Visibility is key for him. You can make a video, post it on social media, and share it with the world. It will serve as a portfolio for you. 20:46 - “You have had to, in order to do all of this, you've had to watch some videos, you had to listen to something and everything like you got to get a little bit of knowledge. And then you can talk confidently.”  Whenever you talk confidently, you have the ability to charge whatever you wish. Since the customer does not know the actual price, Mack explains that sounding confident and firm will make it more credible.   23:52 - “When you tell them yes confidently we do this full time every single day. This is All we do, and so I can literally go tell the customer I'll be back in 15 minutes hop in the chair, can pull up my CRM, and make a well-worded highly detailed quote, like you were saying, or negotiate it verbally right on the spot. I try not to do that in a higher ticket job because you can make a mistake like you want to cross every T and dot every I, it's a little tiny thing that if you're not sure, and you're like, Oh, I'll cross that bridge when we get there. That could be $1,200 You're leaving on the table, or if cost you $500. So, confidence goes a long way. Because the customers can feel it, whether they can articulate it or not, it resonates.” There's no way for the customer to know whether you do this on the side or once in a while. You should have the confidence to provide the customer with your best quote. You can get a big deal easily that way. Keep your head up and be confident. 27:26  - “And a good salesman will go in there. And they'll find the biggest window and only clean a portion of it, or the only clean one section of like the window that has the big thing, they'll just clean that one. And now the homeowner is sitting there looking at that, like, oh my god, now they have to do something. So they either got to clean it themselves or now you sold them, right? It's like the vacuum cleaner salesman that used to come to my grandma's house all the time, they would come and my grandma always wanted to buy this damn vacuum cleaner, because she gets to see at work, they will put this little white thing in here. And then they will use this hose and then have some black sheet on it. And she's like, look, it works.” A person automatically places faith in you when you demonstrate your ability to do something. Mack's philosophy remains the same to this day. 34:05 - “I don't think about things very long. Like, I can't let me I don't know if I can, how I can explain this. But my attention span is sometimes in the middle of a conversation. I'll just forget what we were talking about. It happens all the time. So when someone tells me, No, I'm like, it doesn't matter. You know, that's just we're gonna get the ball back. And guess what? Because I set everything up. The ball comes in an email, like 15,16 a day. So what the hell is one “No” me you had someone you say the people dealing with confidence.” When Mac sends proposals to clients, he sometimes forgets that people say no to him.  No matter how many rejections he receives, he keeps going.     Key Takeaways  “If you want to make more money in your lawn and landscape business, first you got to get customers but you got to increase the average ticket value of customers by raising your prices and knowing your worth you got to increase the frequency of transactions which is done more for them more often. How do you do that you got to have a customer follow-up and lead generation referral system in place, you got to do email marketing, you got to do voicemail blasts,s and stay on top of mine, and constantly follow and communicate up with them and turn that customer into a client into a raving fan. So that way like they're locked in and then get referrals. So you build that out by having just a little bit of strategy but being proactive and consistent in how you do it.” - Keith Kalfas “If you show up every single week and you're consistent, you get people to give you some faster reviews and you get yourself on Google you create a website and have your estimate key right at the top so they can get it estimated immediately you get yourself a real business line, not yourself. Because you'll never know who's calling, you gotta get a real business phone. And then you gotta have your website linked to your Google when you let sign up all of these things. And then also on Facebook and Instagram, you have to be on them posted pictures of your work, them because this is your portfolio. If you don't hashtag yourself, people are not going to see your work. If they can't see your work, they can't validate that you're even good. And once they validate that you're good, you close the deal, they're going to do all of the validating that they need to do before you ever get in front of them or talk to them”. - Mack Connect with Mack Website: https://macklandscaping412.com/ Tiktok: https://www.tiktok.com/@mack_landscaping412 Facebook: https://www.facebook.com/profile.php?id=100063523690624 Youtube: https://www.youtube.com/channel/UCUwROA0QmBFDxZ6DOuNQLCw?sub_confirmation=1 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     Resouces and Websites:  🙋♂️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/

You've spent a lot of time teaching your landscaping employees, but they still don't know how? The probable cause is that we are training them in the wrong way. I have learned 4 easy steps on how to train your employees that will remain in their minds. Check out these steps. You might be missing a few steps, so this episode is for you. Please join me for a quick episode touch-up where I discuss how these steps can help you train your landscaping employees This changed my business, I promise you, this is so easy and so powerful already, and you're gonna come back and you're gonna thank me and I didn't make this up. I learned this from someone else. And I was too stubborn to listen - Keith Kalfas Topics Covered 00:37 - “So you make sure they have the proper gloves, eye protection, ear protection, safety equipment, they've signed the paperwork” Make sure all these things are done correctly and that they are all equipped with safety equipment before you get started. 1:13 -  “Step one, had them relax, and just their whole job right now you tell them your job is just to hang out and watch me. You trim the shrubs. And you explain why you're trimming.” It begins with teaching them, explaining why you are doing it, and letting them know the importance of the task.   3:06 - “Step two, is you hand them the shrub trimmers, and you tell them alright, now I'm gonna hang out and I'm gonna hang out and watch you trim the shrubs.”The second phase is to let them experience the job once you have educated them about its importance. You shouldn't shout at them if they make a mistake since they are in the adjustment phase. Make any necessary corrections. 4:15 - “Step three is you say, All right, now that you have learned how to trim shrubs, you're already getting decent at it. I want you to teach me how to trim the shrubs.” Once they are ready and have a clear understanding of what they need to do. They can teach you the same way you taught them. If they don't explain in the same way as you did. There's nothing to worry about. The most important thing is that they understand how the process works well 5:18 - “Hey, Joe, Joe already knows the drill, right? Come over here real quick. All right, now we're standing here. Now I want you to teach Joe, what you just learned. I want you to teach Joe. Step four, have him teach somebody else how to turn shrubs.” A fourth phase involves asking them to teach someone else. By repetition, learning takes place.   Key Takeaways: “So there's an accountability thing that happens in the brain that triggers because the best way to learn something is to actually teach it. There's something that happens like when you teach something, especially when you just learned it and it integrates it into your subconscious mind faster.”    Helpful Resources: The 16 Documents You MUST HAVE When Hiring Landscaping Employees 📑 https://www.keithkalfas.com/16 How To Get Landscaping Customers Right Now how to start a Landscaping business with no Startup money. tips to start your small scale landscape business. 🙋♂️Get My Free Landscaping Business Startup Video Series Here👇  Here ➡️https://www.keithkalfas.com/Landscapi... Landscaping Course https://bit.ly/2W8dk7K Landscaping Audio Book https://keith-kalfas.mykajabi.com/sto... Landscaping Audiobook on Audible https://www.audible.com/pd/B06WLGZ1JT... LANDSCAPING BUSINESS  How to Guide https://www.keithkalfas.com/blog/howt...  

There are some plants that you shouldn't let grow in your backyard. It might have surprised you to learn that some of these are poisonous. You, as a landscaper, could also be at risk if you don't know which plants could pose a health threat. The first thing you should do is familiarize yourself with these poisonous plants, so you do not end up getting hospitalized because you do not know what they are.  Join us today as the ditch the itch man himself explains why it's so important to know what kind of plant to stay away from. If you are passionate about killing poisonous plants, you might be interested in becoming an arborist. Austin will tell you how. Born and raised in Michigan, Austin Douglas has a wide range of interests.  Working in greenhouses and nurseries in Michigan for over 15 years gives him extensive experience in the greenhouse and nursery industry. His specialty is noxious plants and he has been practicing for 6 years. It was for this reason that he created Ditch The Itch LLC.  It was important for him to share his knowledge and expertise while also helping the residents of Michigan. "There are so many plants with three leaves out there that you can't follow, right? Otherwise, you'll think every plant with three leaves is this thing that's just going to destroy you or make you itch, give you oozing blisters, and nobody wants that. And then if you're irresponsible with an herbicide, you go out there and you see everything with three leaves. Well, now you're killing everything you don't need to." Austin Douglas   Topics Covered:   1:45 “I worked for the only poison ivy remediation company in Michigan. And then through some circumstances and looking into things, there wasn't really a path for growth for me. And so what I decided to do was go out on my own, and I'm entering into year four in my own business.” This is the story of how Austin Douglas founded his company. 3:29 “They tell us their brief synopsis of what they think is happening. And we kind of go with this approach where first of all, we have to come out there and inspect the property. We do charge an inspection fee, we can't go out there for free. Our time is too valuable. And our client's time is too valuable. We don't want to waste their time, right? So we go out there we charge them an inspection. Upon inspection, we go through all of the garden beds, their wooded lots, and their perimeter edges, and we basically point out what they have, and we educate them on what it looks like.” The process Austin goes through every time he receives a call from a customer. Their goal is to make sure the client is aware of the importance of removing poison ivy. 5:10 - “So there are quite a few plants out there. And then there's a lot of plants that look like poison ivy, but they're not, they have three leaflets if you're uneducated or untrained. You look at them. And like all three leaflets, right? There's a saying that we've all been accustomed to, which leaves a three, let it be. But there are so many plants with three leaves out there that you can't follow that, right? Otherwise, you'll think every plant with three leaves is this thing that's just going to destroy you or make you itch, give you oozing blisters, and nobody wants that. And then if you're irresponsible with an herbicide, you go out there and you see everything with three leaves. Well, now you're killing everything you don't need to.” The author discusses different kinds of poisonous plants that the average person would be unaware of. When you don't know how to properly handle these plants, you could endanger your health. 7:11 - “Inspection first and foremost. And then we do an herbicide application with a systemic selective herbicide. Basically, that is a product that we apply to the leaves, it's absorbed through the leaves, it's carried down into the root system, and it triggers oxygens, which is a chemical hormone inside the plant. And it basically triggers the plant to grow so fast, that it cannot sustain itself with its food. And so it basically starves itself. And then once the plants die, as I said, that's when it gets a little bit situational, we can either tell the client, okay, we need to remove this based on XYZ situations that you just told us, or we can let it be.  The remediation process. What are the steps a certified arborist follows to remediate? 9:53 - “Plant health care is basically the concept that trees and shrubs have issues, whether they be insect disease, nutrient deficiencies, they have issues due to the environment around them. And due to abiotic and biotic factors. abiotic is basically manmade, we intervened and caused an issue. biotic is living, so we're talking insects, fungi, and things of that nature. And plant health care is basically altering the environment. So that way, we can make this tree or shrub healthy again, you basically have to read the tree, read the environment, see what's going on, and then make adjustments from there.” What is Plant healthcare? Austin explains. 15:05 - “That's like the first part of what we do when we communicate with a client, right? When we go out there, and we inspect the property, it's all education. So we walk a property, we look at everything. Oh, look, you have these shrubs? Oh, look, they have this insect issue. Do you have these trees? Oh, it looks like they have this issue. Oh, your pines over there. They look like they adopt the stroma and maybe some diplopia tip light, you just start educating people. Because when you start educating people and showing people what you actually know, you're immediately perceived as more professional. They immediately their body changes, they kind of relax and they go, I got the right guy. And that's what you want because then it becomes easier to sell them a service.” Seeing the importance of knowing things made Austin realize he needed to start an academy that educates people about poison ivy prevention. It is his goal to educate people. These types of things should be educated not only to homeowners but also to landscapers.    Key Takeaways:   "There's poison ivy, poison sumac, and poison oak. There's another kind of poison ivy, there's like Atlantic poison ivy, and then there's Western poison ivy. Fun fact, mangoes. The skin of mango contains the same oil that's in poison ivy. So if you pick up a mango at the grocery store and you decide to chop into it without peeling it, you'll probably get some redness or blisters on your mouth. Cashews, same thing. They're all in the same family, which is our ACA family, I believe arkad ACA? I don't know if it's Latin, it's difficult to say, right? Forgive me. There are quite a few. And then there are even plants that are poisonous that aren't in the same family like you have giant hogweed. There's another one that's like wild cows, parsnip, or something like that. There's a yellow flower of forgetting blanking on the name right now. But there are quite a few plants that can cause reactions, there are quite a few trees that can too. You know, over in Japan, they have a tree that's very similar to poison sumac, which is what we have here in Michigan. And they used to use that back in the day, they would extract the oil out of it, which is the same oil that would cause a rash." - Austin Douglas "Teach your family,  teach your kid, teach your grandkid. So that way we don't have 50 million people going to the emergency room or going to the doctor with poison ivy rashes. Right. That's the whole concept behind this is to teach people to keep themselves safe. So that's the goal."  - Austin Douglas     Connect with Austin LindkedIn: https://www.linkedin.com/in/austin-douglas-ab1683175/ Website: https://ditchtheitchmi.com/services/ Instagram: https://www.instagram.com/ditch_the_itch_mi/ 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     People and Resouces Mentioned: Poison Ivy Academy Special Offer for Untrapped Podcast Listeners: https://www.poisonivy-academy.com/offers/A2QSkRFu/checkout Daniel Miraval: https://www.linkedin.com/in/daniel-m-miraval-bcma-ctsp-qcl-b886a1135/ Videos with Daniel Miraval on Youtube: https://www.youtube.com/@keith-kalfas/search?query=Daniel%20miraval International Society of Arboriculture: https://www.isa-arbor.com/ Jobber: https://getjobber.com/im/ambassador-referral/?gspk=a2VpdGhrYWxmYXM4NTIx&gsxid=Rs6pwtznLDcs Ballard: https://www.ballard-inc.com/

The feeling of low self-esteem is an inevitable part of life when you encounter challenges. If you feel discouraged, you are afraid to move forward because you think everything you do will end in failure, no matter what the situation is.  Stop doing that because it won't help you. In fact, it will only push you further. It is important to remember that no man is an island and that you are not alone. Whenever you encounter a problem, there will always be someone who can assist you. So be careful not to get caught up in a situation you can't escape.  Taking a broad perspective and an open mind will always lead to a solution. Let me share with you my epiphanies in today's episode. You must not let the worry in your mind manipulate you.  “The spirit of discouragement comes upon you. It pulls you into a really dark place. It's very bleak. It's terrifying, actually. Because that feeling that what if you're not good enough, or you're not cut out for this?” - Keith Kalfas   Why do you have to listen to today's episode.   00:12 -  “I've had a lot of going through the depression of discouragement, feelings of failure, hopelessness, worthlessness, unworthy. And I've looked in the mirror and had fear fill up inside of me in the past. And I would feel like, Oh, my God, what if this is not going to work out at all? What if it's going to fail? What happens is when you think thoughts like that, or you allow yourself to think thoughts like that, the spirit of discouragement comes upon you.” Discouragement can take many forms and affect us in different ways. Once you feel it, only one thing can happen to you. It causes you to lose your self-esteem. Sometimes, it may seem like you are the dumbest person in the world. What should you do?   2:32 “So here was my big epiphany when I said, Do not let the notion of failure even come into your mind at all. Here's why.” Hear what Keith has to say as he shares his epiphany with you. You must not allow yourself even to think of the possibility of failure, even for a moment.   4:27 “So the anxiety and the pressure is good because it's telling you what to lean into. So some of the most successful people I know have a hell-bent determination and willpower, and they figure it out as they go; they have faith in themselves.” Think about how you can eliminate distractions that are preventing you from finding a solution. As Keith explains, there are different types of decisions you make that can either have a negative or positive impact on your life. 8:12 - “I look in the mirror. And if a negative thought comes to my mind, like, oh my god, like the fear of total failure, what if none of this is going to work at all? Screw that because it's not going to get you anywhere, and talking about that with other people. Nobody can help you when you're in that position.” Whenever you catch yourself thinking a negative thought, grab it and hold it. Rather than thinking negative thoughts, try to think positive ones.   10:16 - “Be careful of the people that you look up to that are highly successful because they might let you down. Like if you actually get to meet them in person, are you really, really know about how some of them are? So just because somebody is extremely successful doesn't always mean they're great. They might just be bullies.”  In some cases, people who are so confident in themselves are not necessarily good people. Choosing a trustworthy person is very important.   Key Takeaways “Don't let the thoughts of failure come into your mind. If you want to do something, write it down, create a plan, and go take some action on it right away.” - Keith Kalfas.   Connect with Keith   Facebook: https://www.facebook.com/thelandscapingemployeetrap Instagram: https://www.instagram.com/untrapped.podcast/?hl=en YouTube: https://www.youtube.com/channel/UCIaWTkH4yQoDR7SnroIV6Ww Linkedin: https://www.linkedin.com/in/keith-kalfas-2964b146/ Website: https://keith-kalfas.mykajabi.com/     Resources/People Mentioned:    Think and Grow Rick: Think and Grow Rich by Napoleon Hill  Who Not How:  Who Not How Jobber: Keith Kalfas - Jobber Joe Rogan: Joe rogan 16 Documents You Need BEFORE Hiring Employees: 16 (keithkalfas.com)  

On today's untrapped, I spoke with Anthony Heeman about what a business owner should and shouldn't do. Are there any common mistakes we make in our businesses that we are unaware of?  In today's episode, we'll learn about Antony's tricks and how he manages his high-profile clients. How does he keep customers, and what should you do if you feel you need more confidence about facing your customers?  We trade business secrets based on our experiences.   “Customers can tell. They can tell when you're legit. And they can tell when you're confident. And I think that's probably one of the biggest things about dealing with people. They want to feel put at ease. They want to feel like you're a professional. They want you to take the freakin reins like people are stressed out in their life. And they're responsible for everything that goes on. They so badly just want to, like, give it this to somebody capable.” - Anthony  Why do you have to listen to today's episode. 0:11 - “ I like to make sure there's nothing that we're missing. I did Google-only quotes for a while back when I was first starting. And it's fine. If you're working in a pretty small service area, in my opinion, once you get into projects that are kind of complex, for example, I'm in window cleaning. So if you're doing new construction, window cleaning, you want to be able to see what's on the glass.” Anthony and Keith discuss In-Person Quotes vs Google-Only Quotes. There are pros and cons to each   5:19 - “ I don't want that. Because the people you're serving, it's like they expect a high level of service, like everybody is working for them essentially like they're at the top of their game. Like these are people that have it together. And it's like, you have to value their time if you are trying to save your time by quoting it halfway. And then you get out there, and you just wasted all of their time talking to them scheduling it coming out there. They're staying home from the businesses that they're trying to run. And then you're just showing up and saying, Sorry, pal, because I wanted to stay home. The best method for dealing with high-profile clients' scheduling problems.   5:54 - “setting the expectations as you did is a big thing. And let them know this is exactly what we're doing.”  Providing your customers with clear expectations is crucial.   13:54 - “There's a learning curve with going into houses, especially if you're starting outside only like landscaping or pressure washing and then going inside a home.” Anthony believes that going into a customer's home can be challenging because not all customers have the same attitude. When dealing with high-profile clients, you need to learn how to blend in.  Key Takeaways “I don't want that. Because the people you're serving, it's like they expect a high level of service, like everybody is working for them essentially like they're at the top of their game. Like these are people that have it together. And it's like, you have to value their time if you are trying to save your time by quoting it halfway. And then you get out there, and you just wasted all of their time talking to them scheduling it coming out there. They're staying home from the businesses that they're trying to run. And then you're just showing up and being like, Sorry, pal, like actually like because I wanted to stay at home.” - Anthony Haamen “I think I'm an extremely empathic person, and I'm talking about myself because maybe you watching might be the same. Some of my customers like very energetically as soon as I walk in the house some cars So, just jump up, start clean all the windows, and I'm almost like, my energy is like, I got this. And the customer was like, oh, cool, and they just go back to what they're doing. And I bang it out, and I'm happy. But for some customers, I walk into the house and feel like pins and needles. And I feel like, How come it's a different scenario for every house? You shouldn't have these emotions mixed with the business.” - Keith Kalfas   Connect with Anthony Youtube: Window Cleaning Anthony - YouTube Instagram: Anthony Haamen (@windowcleaninganthony)   Connect with Keith   Facebook: https://www.facebook.com/thelandscapingemployeetrap Instagram: https://www.instagram.com/untrapped.podcast/?hl=en YouTube: https://www.youtube.com/channel/UCIaWTkH4yQoDR7SnroIV6Ww Linkedin: https://www.linkedin.com/in/keith-kalfas-2964b146/ Website: https://keith-kalfas.mykajabi.com/

It is important to keep your mind clear, have a balanced diet, and maintain a regular exercise regimen to shape your personal development. The job goes beyond just ensuring money is coming in or the job is completed. In order to execute the right plan for your business, you must also allow your knowledge to grow. Proper education will not only help you add mastership to your profession but will also give you an idea of what's the wise thing to do in a difficult situation.  Those were the details of our conversation. Our discussion focused on how home service business owners can shape their personal development. In response to Molly's questions, I provided some tips and methods on how to exercise these practices. Which is the main focus of Jobber's summit this upcoming 1st of March. The goal is to provide small business owners with seminars and coaching to help them develop themselves. Join us in this exciting event that you can register for free.   Moly Milosovic leads Jobber's brand marketing and communications. Using brand partnerships, influencer marketing, communications, community programs, media relations, social media, and virtual and in-person activations, her team creates demand in a new market category, home service.   “I gotta say that someone on the outside looking in-home service is this really awesome community, and honestly, green industry, landscaping lawn care are really ahead of the curve where there's no gatekeeping, everybody's sharing knowledge with each other, and sharing what worked, what didn't work for them in the past, that's really great.” - Moly Milosovic       Why do you have to listen to today's episode. 1:13 - “My functional title, as I like to say, well, if this is true, is Director of Brand Marketing and Communications. But what I actually think makes more sense is Head of Community. And that's because I work with a team that is kind of focused on two things, one community initiative to share knowledge and learnings throughout home service.” A brief introduction to Moly Milosovic. Here's a little bit about how she got started in what she does now as Director of Brand Marketing and Communications at Jobber.   4:00 “So then I get down this path of like, oh my god, communication and the articulation of your communication, how well do you define the space in which you communicate? How well do you put rails up on your messaging and say, you know, we stand for this, which means we don't stand for this, and then being lukewarm.” During the conversation, Keith and Molly discuss the importance of communication in curving your personal development.    7:55 “Sometimes we get these life-changing epiphanies like we hear a very specific piece of information that's calibrated at the perfect time. And then what it does is, it's the one domino that connects all these other dots. And you wake up in your business, like if you're a landscape business, and it's the one thing that helps you overcome the fears.” During this interview, Keith talks about his life-changing epiphanies as a business owner.   14:25 “My friend Joshua Latimer said to me he's like, what's the most amount of money you've ever invested in your unlike a coaching program, I look like two grand he goes, that's the problem. You need to invest like five or 10 or 20 grand and then really put something on the line.” Keith recommends joining a mastermind group or coaching program not only to help you achieve personal growth but also to scale your business. Investing in your education is the best way to build a strong foundation to level up your business.   19:21 “So fitness is very important. So he said, like you said, consistency over intensity. Yeah. So I set these tiny little goals like, I'm just going to do 20 Push Ups. That's all I have to do today. And if I jog, I don't have a job. But I just had the power walk one time around the block. And it's like, so if you force yourself to jujitsu, that little tiny workout, but you got to do it.” Keith points out that when it comes to developing your personal development, it doesn't always refer to your mental health, but also to your physical health. He emphasized taking care of his health by doing some exercise that also helps him clear his head.    29:02  “In the Millionaire Mind book by T Harv. Eker. He talks about 80% Go. So he talks about not being a perfectionist. He says there's a saying I love it's like, don't wait till you get good until you get going, and then you'll get good. Right? Molly asked Keith the question about entrepreneurs being too hard on themselves. “If entrepreneurs are really hard on themselves. So there's this idea that you're doing it wrong. Or if you do it, you could think that you're not doing it the way you're supposed to or that you give up if you don't do it perfectly.” If you listen carefully, you will be surprised by his answer.    Key Takeaways  “So I believe you have to get clear about the muck in your life in the places you're wasting time. And maybe you're bringing out, eating too much fast food and falling asleep, or you have toxic habits, identify all that stuff, and then go to work on that stuff to get that stuff out of the way once you let go of the heavy buckets of concrete or the sandbags or that things holding you down to the toxic relationship that you spent too much time or, you know, once you can get rid of that it's like, Whoa, it's like holding a beach ball under water. And it's so hard to do because it takes so much might, and then you finally let go, and the thing just pops up to the top and just starts floating on top of the water. Why? Because that's its natural state. So what I mean by that is now you can free up all this mental and emotional bandwidth before you can actually start to receive more new information. You might have to get rid of old stuff.” - Keith Kalfas “You could be could read a book, listen to a podcast, come to an event like dauber Summit. And you'll get, hopefully, really tangible information. But then the idea of, okay, I want to go deeper on this topic, or I want to go even better in this and then invest in a course or a coach. What that speaks to me about is accountability. I personally like setting up meetings to meet with people. So I have like an every three-week meeting with a mentor. When I'm reading a book, I often like to find someone in my life or on my team to a book club with so that I have to have notes ready to talk to them about it every couple of weeks.”  - Moly Milosovic “We look up to people, and we think that they're perfect. I like how we're trading epiphanies here because that reminds me of another quote that I recently heard about how if you see someone doing something at that expert level for the 100th time they're doing it, you have to remember that they did have a first time that they did that thing. And it did not go that well. That's how they became an expert. It's not that they woke up one day and they were just magically bestowed with that talent. So yeah, the people we look up to aren't perfect, and they have totally screwed up. But they had the bravery.”  - Moly Milosovic     JOBBER SUMMIT Jobber Summit is an annual, free online event where home service business owners and management teams can connect with their community and get the expert advice they need to reach new heights of success in their businesses.     ● Registration link: https://go.getjobber.com/Kalfas-JobberSummit-23?utm_source=PS_ambassador&utm_medium=keithkalfas8521 ● Event takes place on Wednesday, March 1, 2023 ○ Morning Event: 10 am–2 pm ET | Evening Event: 6–10 pm ET Sample Copy On March 1, reach new heights at Jobber Summit! Check out this free, online event where home service business owners and management teams can connect with their community and get the expert advice they need to reach new heights of success in their businesses. You’ll get to hear advice from featured speakers Alex Rodriguez, Chairman, and CEO of A-Rod Corp, and Clea Shearer and Joanna Teplin, Founders of The Home Edit. Join our friends at @Jobber to network and learn from experts covering in-demand topics. Don’t miss out! Register for free today check the link in my bio: https://go.getjobber.com/Kalfas-JobberSummit-23?utm_source=PS_ambassador&utmmedium=keithkalfas8521 #JobberSummit Event Details/Descriptions ● Here’s what you can expect:○ Free, online event ○ Useful advice from industry experts ○ Live networking with home service pros ○ Learn how to get the most out of Jobber ● Featured speakers Alex Rodriguez, Chairman and CEO of A-Rod Corp, and Clea Shearer and Joanna Teplin, Founders of The Home Edit. ○ Alex Rodriguez, Chairman, and CEO of A-Rod Corp will end the day with his session “Achieving a Legacy,” and share his insights on the competitive worlds of business and professional sports to help you build a legacy that lasts. ○ Clea Shearer and Joanna Teplin, Founders of The Home Edit, will kick off the day with their session “The Business Edit,” sharing how to run a more effective business using their proven home organization methods. ● 12+ sessions full of useful advice, plus live networking with industry pros. ● More than 25 expert speakers covering in-demand topics in our four tracks: Activating Your People presented by CompanyCam, Boosting Profits, Optimizing Operations presented by NiceJob, and Maximizing Jobber. ● Attend the event in the morning or evening to work around your busy schedule. ● Roger Wakefield, plumber and YouTube star, will join us as our host for the event. ● Everyone networks live, talking shop, sharing advice, and learning from speakers and other home service pros who get what you’re building. HOW TO REGISTER Instagram link (include registration link in your bio + as a sticker within your stories): https://go.getjobber.com/Kalfas-JobberSummit-23?utm_source=PS_ambassador&utm_medium=keithkalfas8521 Podcast link (verbally reference show notes for registration link + include within episode show notes): https://go.getjobber.com/kalfas-jobbersummit23-podcast POSTS ● January: 1 Instagram in-feed video + 1 Instagram story set ● February: 1 Instagram in-feed video + 1 Instagram story set JOBBER SOCIAL MEDIA HANDLES AND LINKS When posting about Jobber Summit, tag Jobber accounts so we can easily reshare and interact with your posts. ● Instagram: @jobber | https://www.instagram.com/jobber/ ● Facebook: @getjobber | https://facebook.com/GetJobber/ ● TikTok: @getjobber | https://www.tiktok.com/@getjobber   Connect with Molly Website: Join the Goat GangJobber: The #1 Service Scheduling Software in 2023 | Try for Free (getjobber.com) LinkedIn: Moly Milosovic | LinkedIn   Connect with Keith   Facebook: https://www.facebook.com/thelandscapingemployeetrap Instagram: https://www.instagram.com/untrapped.podcast/?hl=en YouTube: https://www.youtube.com/channel/UCIaWTkH4yQoDR7SnroIV6Ww Linkedin: https://www.linkedin.com/in/keith-kalfas-2964b146/ Website: https://keith-kalfas.mykajabi.com/   Resources/People Mentioned:  Jobber's Podcast: https://go.getjobber.com/kalfas-jobbersummit23-podcast Work the System by Sam Carpenter: https://www.workthesystem.com/ Atomic Habits by James Clear: https://jamesclear.com/atomic-habits Essentialism by Greg Mckwean: https://www.goodreads.com/book/show/18077875-essentialism One Sentence Persuasion Course by Blair Warren: https://www.goodreads.com/en/book/show/18938967-the-one-sentence-persuasion-course---27-words-to-make-the-world-do-your Millionaire Mind Book by T Harveker: https://www.harveker.com/mmi/ Ray Dalio’s Books: https://www.goodreads.com/author/list/5289593.Ray_Dalio Traction: Get a Grip on Your Business by Gino Wickman: https://www.goodreads.com/book/show/18886376-traction Rocket Fuel: The One Essential Combination That Will Get You More of What You Want from Your Business By Gino Wickman: https://www.goodreads.com/book/show/23013858-rocket-fuel Get A Grip: An Entrepreneurial Fable . . . Your Journey to Get Real, Get Simple, and Get Results by Gino Wickman: https://www.amazon.com/Get-Grip-Entrepreneurial-Journey-Results-ebook/dp/B009K44DQY  The Pumpkin Plan: A Simple Strategy to Grow a Remarkable Business in Any Field by Mike Michalowicz: https://www.amazon.com/Pumpkin-Plan-Strategy-Remarkable-Business/dp/1591844886 Profit First: Transform Your Business from a Cash-Eating Monster to a Money-Making Machine  by Mike Michalowicz: https://www.amazon.com/Profit-First-Transform-Cash-Eating-Money-Making-ebook/dp/B01HCGYTH4?ref_=ast_author_dp The Toilet Paper Entrepreneur by Mike Michalowicz: https://www.amazon.com/Toilet-Paper-Entrepreneur-tell-like/dp/B014IBZWRW?ref_=ast_author_dp Get Different by Mike Michalowicz: https://gogetdifferent.com/ ABCs of Real Estate: https://books.google.com.ph/books/about/The_ABCs_of_Real_Estate_Investing.html?id=Z7aaAgAAQBAJ&redir_esc=y Robert T. Kiyosaki’s Books:  https://www.goodreads.com/author/list/600.Robert_T_Kiyosaki Daniel Solomon’s Books: https://www.goodreads.com/author/list/128595.Daniel_Solomon The Automatic Customer: https://www.goodreads.com/book/show/22571531-the-automatic-customer 80/20 Sales and Marketing by Perry Marshall: https://www.amazon.com/80-20-Sales-Marketing-Definitive/dp/1599185059 DETOX, DECLUTTER, DOMINATE by Perry Marshall: https://www.goodreads.com/book/show/55522695-detox-declutter-dominate Your Next Five Moves by Patric Bet- David: https://www.goodreads.com/book/show/50542735-your-next-five-moves The Psychology of Money: https://www.goodreads.com/book/show/41881472-the-psychology-of-money Dr. Dwayne Dryer’s Books: https://www.drwaynedyer.com/products/ The Power of Now: https://www.goodreads.com/book/show/6708.The_Power_of_Now Robin Sharma’s Books: https://www.robinsharma.com/books You Are the Placebo: https://www.goodreads.com/book/show/18051504-you-are-the-placebo The Ride of a Lifetime: https://www.amazon.ca/Ride-Lifetime-Lessons-Learned-Company/dp/0399592091 Multipliers: https://www.goodreads.com/book/show/8310410-multipliers Leadership and Self-Deception: https://www.goodreads.com/book/show/180463.Leadership_and_Self_Deception Dalai Lama’s Books: https://www.dalailama.com/books Thich Nhat Hanh’s Books: https://www.amazon.com/stores/Thich-Nhat-Hanh/author/B000AP5YRY?ref=ap_rdr&store_ref=ap_rdr&isDramIntegrated=true&shoppingPortalEnabled=true  

When he was just a guy offering services to clients, no one believed he could do it. That prompted him to create his YouTube channel to prove he had it. YouTube has become his portfolio. He admits that no matter what you do to showcase the good stuff, you will likely face criticism. Nevertheless, he continued to share with others what he knew. He created a Mastermind group to help landscapers build their dreams across the country.  Today's guest crosses boundaries. He has spoken at many events and owns a multimillion-dollar landscaping company in California. His YouTube channel helps landscapers and their clients understand landscaping by providing them with information. Through his mastermind class called the goat gang, he has also been able to help many small business owners reach their targets. Tune in as I talk with Tigran Gertz about what happens behind the scenes of his business—learning what this wise man says might benefit you and your business.    “I did not start a YouTube channel to become a YouTuber; I started a YouTube channel because people didn't believe me that I could do their job.” - Tigran Gertz     Why do you have to listen to today's episode. 00:16 - “He has a multimillion-dollar landscaping operation. You might have seen his YouTube videos where he not only shows you the entire process of how they install the luxury outdoor living spaces to the maximum, but he also shows you the before the after he shows the mistakes that he makes in his business and how he quickly solves them and its high value.” Introduction to today’s guest    4:21 - “That was really fun. I was actually very nervous about the and, here is a little inside scoop about how that happened. Grant went on an Instagram with me, he goes Instagram Live, and you can invite someone, and you could do an Instagram live with them for, like, a few minutes. And he did that. He invited me on.” Tigran Gertz explains how he got invited to a live interview with Grant Cardone.   9:03 - “One thing I told you is that I get a tremendous amount of sleep every day. A lot of people think that that is the opposite way of being successful, but they say sleep for hours to get more work done. But most of the time, people that sleep for hours, they're not productive. And when you're very well rested and very awake and alert, you're able to get more work done, and you're more cognitive. So sleep for me is huge. As Tigran Gertz explains, sleep is important and benefits a person's well-being and productivity.   11:53 - “One thing that he pointed out was that the reason they're losing respect for me is that when you work alongside your employees, they become your coworkers, and you start making jokes, and you start making comments.”  According to Tigran, you must establish a boundary between yourself and your employees to maintain respect between them and you.   13:57 - “I did not start a YouTube channel to become a YouTuber; I started a YouTube channel because people didn't believe me that I could do their job.” According to Tigran, his YouTube channel showcases his ability to walk the talk. As a result, his YouTube channel has become his portfolio.    14:54 - “People come to me, and they say I'm a bad person. I'm an idiot. And the beginning, I always used to try to prove my point and try to prove them wrong. I'm like, No, I'm not I'm really good person. But then I just realized haters are inevitable.” Whatever you do, no matter how you explain. Putting yourself out there, especially on social media, is always risky, regardless of how good you are. You will inevitably get negative feedback from haters.   20:10 -  “It's really difficult to get someone's attention with a very good positive video very like. Usually, the more negative the video is, the better it will do. It's crazy because, well, we'll look at the News. The news is super negative. And that just goes to show, especially in the 2020 era, we had just a whole bunch of negativity, and people are glued to the screen. And that's when I felt like humanity was definitely at its lowest.”  Whether or not something is said to trigger haters is the difference between being a jackass and just saying something.   25:59 - “It's very difficult to stand up to a customer when they say, Johnny, I want you to do it for this price, you Tom $1,000. And they're like, No, you need to do it for 700. And it's almost like they're doing you a favor by giving you work.” According to Keith and Tigran, the key to surviving bad offers is knowing how much you're worth.    34:58 - “I've always attracted really good people in my life. And that only happened when I started making good decisions. When I was a dirtbag. I was a shitbag; I was doing bad things, and I was attracting bad people. And a lot of people might wonder. They might sit there. Listen, there might wonder, why can't I catch a break because your decisions are garbage? You keep making the wrong decisions.” Avoid making the same mistakes by choosing the right decision for yourself.   38:37 - “A lot of lessons happen from mistakes. But the smart thing to do is learn from other people's mistakes. So you don't have to do that.” Here's an advice from Tigran that everyone should heed.     44:45 - “The only way you can have sanity and landscaping because there are so many variables is to keep track of everything.” Looking at your business's history is important to understand what went wrong.    49:00 - “Sometimes it is not only the customer's decision to hire you, but it is also my decision to if I don't like the person, but I also don't want to do business with them. If I don't have a good relationship, or we have a good vibe, they seem like they're just trying not to get me. I don't want to do business with them. I'll just say no.” When determining whether you and a customer are a right fit, sometimes it's not the customer who chooses that. You will base it on your assessment of the client. Then you can decide whether to accept the offer or not.    51:21 -  “I don't really care about design. Taylor is a very good designer. I don't need to learn, I just need to trust him and just continuously give him leads, give him leads, give him leads, and he will close the deals and move forward. What I need to do is focus on marketing and closing deals, that's it.” The whole world does not need to be learned. The only thing you need to do is trust your employees to do the job for you. You hired them to perform a particular task that you couldn't do, so you could focus on your specialty, which is growing your business.    Key Takeaways “I've always attracted really good people in my life. And that only happened when I started making good decisions. When I was a dirtbag. I was a shitbag; I was doing bad things, and I was attracting bad people. And a lot of people might wonder. They might sit there. Listen, there might wonder, why can't I catch a break because your decisions are garbage? You keep making the wrong decisions.” - Tigran Gertz  “A lot of lessons happen from mistakes. But the smart thing to do is learn from other people's mistakes. So you don't have to do that.” -Tigran Gertz   Connect with Tigran YouTube: Tigran Gertz - YouTube Instagram: Tigran Gertz (@tigrangertz) • Instagram photos and videos Website: Join the Goat Gang LinkedIn: Tigran Gertz | LinkedIn   Connect with Keith   Facebook: https://www.facebook.com/thelandscapingemployeetrap Instagram: https://www.instagram.com/untrapped.podcast/?hl=en YouTube: https://www.youtube.com/channel/UCIaWTkH4yQoDR7SnroIV6Ww Linkedin: https://www.linkedin.com/in/keith-kalfas-2964b146/ Website: https://keith-kalfas.mykajabi.com/   Resources/People Mentioned:  The Sleep Revolution: Transforming Your Life, One Night at a Time: The Sleep Revolution: Transforming Your Life, One Night at a Time by Arianna Huffington | Goodreads Patrick Bet-David: Patrick Bet-David - Valuetainment Guru Home Study Course by Eben Pagan: https://ipb.us/eben-pagan/guru-home-study-course/ What $500,000 in Landscaping Looks Like in California!!: What $500,000 in Landscaping Looks Like in California!! - YouTube Goat Gang Mastermind: Join the Goat Gang

You cannot define your maturity by your age. You can be in your 50s and still be living in a world of misconceptions... Keeping your illusions in place will never allow you to reach your maturity level. The only time you will reach maturity is when you awaken from your dreams. Reaching your full potential requires letting go. Today on the show, let's talk about getting out of your comfort zone. I want to share with you both my journey and the journey of my loved ones as examples of how you can objectively look at your consciousness. Now is the time to grow up.  “Even the happiest times of your life were also illusions.” -Keith Kalfas   Why do you have to listen to today's episode.   2:20 -  “Oh, he's suffering. And I could see it. He was suffering because he wanted that dream so badly. He wanted to go back and just be a rock and roll star. He wanted to feel the feeling. He never got his real chance to really play it out and was abandoned. And that old part of him was still holding on.” This is my cousin's story about letting go of his dream and illusions, waking up to reality, and embracing maturity. 4:39 -  “Your life being the happiest times of your life is when you're just in a state of bewilderment like you're telling yourself a story in your head. And that story creates emotions and can seem so real to you that you feel like you're in bliss or like you're living in complete nightmarish hell. And you're suffering and depression and anxiety in either way. It's really about the attachments and the meaning that you create out of these circumstances and stories.”  As soon as you let go of these attachments, you will realize that there is more to life than these illusions. Accepting the truth and facing reality is the only thing you can do. The more you learn, the more you'll objectify, and the more you'll step back and raise your consciousness as you awaken.   6:33 - “He totally took advantage of me and ripped me off. And my mind was blown. I was like, this person literally ripped me off and never ever paid me. And we're not friends anymore. But for some reason, in my head, I still think this person is awesome. Because this person I laughed with, learned from and got a lot of great advice from, I should be angry with this person forever." It is also true that the happiest times in your life are illusions. It's the ability to let go of the past, anything negative, forgive, and move on that leads to enlightenment.   10:04 - “You have a choice. No matter how small that little gap is, there's always the freedom of choice”  The meaning of things is derived from the context in which they are found. You can choose to have bliss and gratitude no matter what you are going through.   Key Takeaways    “You have a choice. No matter how small that little gap is, there's always the freedom of choice.”    “You're telling yourself a story in your head. And that story creates emotions and can seem so real to you that you feel like you're in bliss or like you're living in complete nightmarish hell. And you're suffering and depression and anxiety in either way. It's really about the attachments and the meaning that you create out of these circumstances and stories.”   Connect with Keith   Facebook: https://www.facebook.com/thelandscapingemployeetrap Instagram: https://www.instagram.com/untrapped.podcast/?hl=en YouTube: https://www.youtube.com/channel/UCIaWTkH4yQoDR7SnroIV6Ww Linkedin: https://www.linkedin.com/in/keith-kalfas-2964b146/ Website: https://keith-kalfas.mykajabi.com/     Resources/People Mentioned:  Jordan Peterson: Home | Jordan Peterson (jordanbpeterson.com) The Seven Habits of Highly Effective People:  The 7 Habits of Highly Effective People: Covey, Stephen R.: 9780671663988: Amazon.com: Books Man’s Search for Meaning: Man's Search for Meaning by Viktor E. Frankl | Goodreads Rumi: Poems by Rumi · Rumi - Rumi quotes and Rumi Poems

As a new or existing business owner, you think every client you come across is for you. Even if you notice that the client isn't right or the deal or offer is off. Despite seeing something wrong with the job, you still accept it because of fear of missing out.  Stop! Take a moment to reflect on this. How would you react if you were told that there is a better approach to choosing your customers and that there is an easier way to build your systems?   On today's episode, Joshua will explain why everyone isn't your customer. Listen as he discusses how to turn your neighbor marketing into an actual business using the five stages of business development. What is the best way to overcome objections, and how will you make losing customers become winning customers.  These are some of the topics Joshua covered in this 1-hour episode. This is quite a lengthy episode, but I assure you it is worth your time.  You will be entertained by Joshua's witty stories and gain wisdom as he explains how to hit your target numbers for your business. This is my gift to you, and I hope you gain a lot from this. Joshua Latimer hosts the Quick Talk Podcast - Grow Your Service Business. Currently, the show is in its seventh year. As the founder of AutomateGroseSell.com, he has helped small service business owners understand the power of simple systems. In July 2021, he founded KidWarPlan.com, intending to teach kids how to improve their knowledge, confidence, and maturity. Joshua has also spoken at numerous seminars and events as a guest speaker, sharing his knowledge of upscale business strategies with entrepreneurs. “When you do postcards, It's not a quote. It's not a sales process. It's a phone call generator. That's what it is.” - Joshua Lattimer     Why do you have to listen to today's episode. 1:33  -” He's so so humble. And I could see his face in the back. And here's a guy who built a business from a flat broke scratch with nothing. He was delivering pizzas. And he strapped a ladder to the top of like a 1990 Chevy Cavalier. Does anybody know Joshua's story? Raise your hand.” Introduction to Joshua Latimer.   5:17 - ”So I want you to think about this. You see, a DJ Carol is generating millions of dollars in all this fancy stuff. That's the wine. The part that people miss is the crushing of the grapes because you weren't there when my car got repossessed. You weren't there when my wife and I went to buy groceries at the grocery store with my newborn baby Maverick, and her debit card got declined, right? You weren't there for that.” Josh shares his experience starting his business from scratch. He mentioned that business is only sometimes win-win. He explains it metaphorically by saying that everyone sees the grapes, but no one sees the crush. As he tells his story, listen closely to how "Joshua Latimer" came to be.   9:03 - “What you have to understand is that a largely automated business like I built like DJ has built all's it is really is a set of systems stacked on top of each other in a set of relationships stacked on top of each other.”   A system underpins all businesses, according to Joshua. Systems are powerful. Understand how they work. It all boils down to 5 stages of business.   12:44  “What he did is he used systems really good better than I did buy a lot. His business was bigger than mine. And he grew up faster than mine. But the way we did, it's the same because there's already a path. So I want to briefly explain the five stages of business.” Joshua discusses the five stages of business growth he created with Brandon Vaughn. Then, in a quick explanation, he explains how business development proceeds in five steps.   18:37 - “Here's a question I want to engage with you guys. What is the foundational cornerstone of any successful business on the planet? Say some answers. Just say stuff. Systems, customer service, say, Oh, wait, you've heard this story before, right? It's sales and marketing, right?” Taking this as the number one priority when building your business system is essential. Similarly, Joshua explained that marketing is the process that will get you your customers.    18:37 - “To make the point you need to simplify, you need to learn to do less, not more, you need to focus in tunnel vision on the basic simple stuff that always works instead of trying to do 1600 super advanced tactics or whatever, right? And once your business is big, if you want to nerd out and do super advanced tactics, do it like, That's great.” Hyper-targeting is a technique used in marketing and prospecting. Here's how you can turn your neighbor's marketing strategy into a successful business. Choosing the right customer is important because not all clients will fit your needs. 25:43 - “Okay. We're good. Okay. Do you want to personalize your marketing, whether it's a door hanger, a yard sign, or whatever you want to make it about them? That's my point. Okay. Very simple stuff. This is crammed with construction paper stuff. You make it about them.” Marketing should be your phone call generator. As you create your signage, Joshua provides some dos and don'ts.   27:38 - “you have to be in front of people over and over and over and over and over and over and over like a broken record. That's a relentless nonstop thing.” Whenever you are hyper-targeting your prospects, you should consider multi-touch marketing. However, Joshua believes neighbor marketing is the best method for prospecting due to similar demographics. Here's why. 30:29 - “So we're going to talk about how to turn this neighbor marketing strategy. This is one nugget into an actual system into a lever.” As Joshua defined Principles, Strategy, and Tactics, he outlined the differences between them. 40:21 - “So you want to measure things like your average ticket, and then you're gonna measure your CAC. Who knows what a CAC is? Customer acquisition costs. It's the customer acquisition cost.”  Numbers are the key to everything. In Joshua's view, whatever measures are taken to improve the situation will be successful. A winning strategy is useless if it is not measured. The key is in the numbers. Markets are driven by needs alone. 44:57 - 58:26 -  — Question and Answer Portion — Key Takeaways   “In your marketing and your literature, in the way that you look, the way that you smell, the way that you dress, the way that you answer your phone, the inflection in your voice, the way that you do the work and you do the right thing, even though no one's looking the way that you have integrity, the way that after the job's done, he unfairly says you gotta fix something and you do it with a smile and then the way that you follow up with that customer for the next 10 years. That is how you make millions of dollars.” - Joshua Lattimer “You don't do marketing to get validated that you're good enough and strong enough. You're trying to get the hyper-targeted person to engage with you and call you. That's it" - Joshua Lattimer   Connect with Joshua Linkedin: Joshua Latimer | LinkedIn Facebook: (1) The Growth Vault: For Home Service CEOs | Facebook YouTube: MAP To A Million - YouTube Podcast:The Growth Vault Podcast - Build A 7-Figure Home Service Business     Resources/People Mentioned:  The Growth Vault Podcast, hosted by Joshua Lattimer: The Growth Vault Podcast -  Build A 7-Figure Home Service Business The E Myth: The E Myth: Why Most Businesses Don't Work and What to Do About It: Gerber, Michael E.: 9780887303623: Amazon.com: Books Send Jim: SendJim.com Brandon Vaughn: Brandon Vaughn | LinkedIn 5 Stages of business growth by Joshua Lattimer: "5 Stages of Business" Which One Are You In? - YouTube Geocodeo for a hassle-free geo coding: Hassle-free geocoding - Geocodio Revenue Buddy: Revenue Buddy -Visual Goal Setting The 7 Habits of Highly Effective People - The 7 Habits of Highly Effective People: Covey, Stephen R.: 9780671663988: Amazon.com: Books    

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