Libsyn Directory

12 Questions on How to Scale a Landscaping Business | Dan Platta Home Service CFO

Release Date: 09/24/2024

Double Your Business this Year with F.R.A.P. Joshua Latimer

The Untrapped Podcast With Keith Kalfas

Profit isn’t about greed—it’s about survival, and sometimes even saving a marriage. In this game-changing episode of the Untrapped Podcast, Keith Kalfas sits down with serial entrepreneur, business strategist, and FRAP founder Joshua Latimer. Discover the real-world strategies and frameworks behind FRAP (Frequency, Referrals, Average Ticket, Pricing) that have helped thousands of business owners double their revenue, boost profitability, and achieve life-changing freedom. Joshua Latimer breaks down actionable tactics for overcoming the challenges of rising costs, avoiding accidental...

The Simple System That Closes High-Ticket Landscaping Jobs

The Untrapped Podcast With Keith Kalfas

Landscaping businesses don’t fall behind because of the work—they fall behind because there’s no clear system behind it; in this episode, Keith Kalfas breaks down how he turned a single lead into a $19,500 job from first call to final payment, showing how to capture clients on the spot, send clean quotes that convert, collect deposits without chasing, and handle add-ons without underpricing—giving you a simple, repeatable workflow that turns chaos into consistent, profitable jobs. "The way to make the most amount of money is to sell more work to the existing clients you’ve...

How to Qualify Customers Over the Phone (Stop Wasting Time in Your Business)

The Untrapped Podcast With Keith Kalfas

Landscaping businesses don’t lose money because they can’t do the work—they lose money because they say “yes” to the wrong customers. In this episode, Keith Kalfas breaks down his exact process for qualifying leads over the phone—so you stop wasting time on dead-end quotes and start closing jobs faster with the right clients. From setting clear price expectations early to confidently guiding the conversation and pre-framing the sale before you even arrive… this is a behind-the-scenes look at how a few minutes on the phone can save hours of frustration—and make you a lot more...

Back Against the Wall

The Untrapped Podcast With Keith Kalfas

Most people don’t struggle in business because they lack skill—they struggle because they don’t believe they’re worth more. In this raw and honest episode, Keith Kalfas shares the gritty, behind-the-scenes story of going from broke, in debt, and on the edge of eviction… to building a thriving business. From knocking on doors for $5 window cleaning jobs to learning how to confidently charge what he’s actually worth, this episode is a deep dive into mindset, survival, and transformation. If you’ve ever undercharged, doubted yourself, or felt stuck grinding without real...

12 steps to scale your home service business With Dan Platta

The Untrapped Podcast With Keith Kalfas

If there’s one formula that truly determines your happiness (and success) as a business owner, it’s this: capacity equals demand. What does that mean? It’s simple. If you have too much capacity—too many employees, too much equipment—and not enough demand from customers, life gets stressful and you start losing money. On the flip side, when demand is off the hook and you don’t have enough capacity, you’re overwhelmed, your team gets burned out, and the client gets frustrated. Capacity = demand isn’t just a finance concept—it’s the secret sauce to scaling a home service...

STOP Under Quoting Landscaping Jobs in 2026

The Untrapped Podcast With Keith Kalfas

Ever underquoted a job… and instantly regretted it? That sinking feeling isn’t just about money—it’s your nervous system hijacking your decisions. In this episode, Keith Kalfas breaks down the hidden psychology behind underpricing, why it keeps you stuck, and how to shift from emotional decision-making to data-driven strategy. This isn’t about “charging more just because.” It’s about becoming the kind of operator who knows their numbers—and acts accordingly. "Math is the path. Strategy beats emotion every time.” – Keith Kalfas What You’ll Learn in This...

Automate Your Sales and Marketing with Curt Kempton

The Untrapped Podcast With Keith Kalfas

On this episode, Keith interviews Curt Kempton, founder of ResponsiBid, about using automation and data to improve service-business sales and marketing. Curt explains lead sources as inputs at the top of a sales funnel and stresses measuring leads by source, close rate, average ticket price, total volume, and overall ROI, including time and quoting effort, using examples like Money Mailer versus a failed golf-course sponsorship. They discuss using tools like CallRail and CRM reporting to track performance, “reposting winners,” and diversifying channels (Google, Meta, referrals, flyers,...

$2.4 Million Exterior Cleaning Empire with Fred Hodge Jr.

The Untrapped Podcast With Keith Kalfas

Keith sits down with Fred Hodge Jr., owner of Clearview Washing in New Jersey—an exterior cleaning company that’s been growing since 2004 and now runs up to 26 employees in peak season. Fred breaks down what actually helped him scale: lead gen, hiring, culture, and the systems that keep the business running even when he’s on vacation (without the “putting out fires from the beach” vibe). They get into niche high-profit services (yes, chandelier cleaning), the KPIs that drive pricing decisions, how to raise prices without nuking your calendar, and why Fred keeps a buffalo picture...

5 Powerful Tips For Selling Jobs in Your Landscaping Business This Year

The Untrapped Podcast With Keith Kalfas

If you run a home service business and want to close more jobs without sounding desperate or pushy, this episode is for you. After walking 15,000+ properties over 15 years, Keith breaks down the exact sales behaviors that consistently turn quotes into signed deals — whether it’s a $500 job or a $15,000 one. No scripts. No manipulation. Just confidence, clarity, and reps. This episode is packed with real-world stories from landscaping, window cleaning, and service businesses — including close calls, funny moments, and the mindset shifts that separate stressed operators from calm closers....

The TRUTH About Starting a Window Cleaning Business in 2026

The Untrapped Podcast With Keith Kalfas

If you’re considering launching your own business—whether it’s your first step or an addition to your current venture—this episode is packed with practical advice, real-world stories, and motivation to help you start strong. From knocking on doors and leveraging reviews, to upselling additional services and staying humble no matter how much you grow, Keith Kalfas lays out the blueprint for anyone ready to level up. To be clear, not every hopeful business owner follows this advice from day one. But the ones that do, inevitably find the path leads to growth, satisfaction, and...

More Episodes

In this episode of the Untrapped Podcast, Keith Kalfas interviews Dan Platta, the Home Service CFO and founder of Best Dan Bookkeeping. They discuss key topics such as managing chaos in business, the importance of having the right team, effective organizational strategies, and Dan's journey from the corporate world to entrepreneurship. The conversation touches on the significance of recruiting top talent, leveraging checklists for operational efficiency, and the biggest lessons learned from past mistakes. Dan also shares his vision for future ventures and insights on balancing business and personal life. Throughout the episode, actionable advice is provided for small business owners aiming to scale and improve their operations.

"Find good mentors and learn from their mistakes"
Dan Platta

Topics Covered:

Revenue and Services: Dan's Business Insights
Organizational Strategies for Success
Recruiting the Best Employees
Top Influential Books
Overcoming Entrepreneurial Fears
Advice for New Entrepreneurs
Short-Term Goals and Business Philosophy
Customer-Centric Business Philosophy
The Importance of Zero Attrition
Big Hairy Audacious Goals
Overcoming Business Challenges
Lessons from Business Mistakes
The Value of Good Bookkeeping

Key Takeaways

Revenue Achievement and Service Diversification:
- Dan Plata discusses achieving nearly $4 million in revenue, emphasizing the importance of offering diverse services such as window cleaning, pressure washing, maid services, bookkeeping, recruiting, and marketing.
- Key takeaway: Diversification can lead to higher revenue, but managing multiple services requires robust organizational strategies.
Importance of Support Systems:
- Dan highlights the critical role his wife plays in his success, even though she isn’t directly involved in the business.
- Key takeaway: A strong personal support system can significantly boost business performance and personal well-being.
Organizational Strategies:
- Dan stresses the importance of checklists and to-do lists to maintain accountability and ensure that employees stay on task.
- Key takeaway: Simple organizational tools like digital checklists can streamline operations and prevent errors in repetitive tasks.
Recruitment and Quality of Employees:
- Dan learned to recruit high-quality employees rather than hiring quickly to fill positions. By finding the best candidates in advance, he ensures that he can select from the top talent when needed.
- Key takeaway: Continuous recruitment and having high standards for employee selection can improve service quality and business growth.
Influential Books:
- Dan recommends "The E-Myth Revisited," "Peak Performance," and "Leadership and Self-Deception" as pivotal books that have impacted his business approach.
- Key takeaway: Reading and learning from comprehensive resources can offer new perspectives and practical strategies for business improvement.
Facing and Overcoming Fears:
- Dan reflects on his fear of leaving the corporate world to become an entrepreneur, but realized the risk was worth the learning experience.
- Key takeaway: Overcoming initial fears and making calculated risks can lead to greater opportunities and personal growth.
Mentorship and Learning from Others:
- Dan advises new entrepreneurs to find good mentors and learn from their mistakes to avoid common pitfalls.
- Key takeaway: Leveraging the experiences of successful mentors can shorten the learning curve and provide valuable insights.
Prioritizing Customer and Employee Satisfaction:
- Dan’s goal is to build a business driven by customer demand and employee satisfaction rather than solely focusing on financial targets.
- Key takeaway: Focusing on creating value for customers and providing a great work environment for employees can lead to sustainable business growth and profitability.
Big Hairy Audacious Goal (BHAG):
- Dan's major life goal is to combine his passion for business with his love for outdoor activities by creating a mastermind group for business owners that includes outdoor adventures.
- Key takeaway: Aligning personal passions with business goals can lead to a more fulfilling career.
Handling Mistakes:
- Dan admits that growing his business too rapidly and spreading too thin were significant mistakes but valuable learning experiences.
- Key takeaway: Learning from business missteps is crucial. Scaling should be done thoughtfully to avoid overextension and operational disarray.
Understanding and Leveraging Financial Data:
- Dan emphasizes the importance of having impeccable bookkeeping to make better business decisions and ensure financial clarity.
- Key takeaway: Accurate financial data helps in making informed decisions, which is essential for managing growth and ensuring long-term success.