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The Untrapped Podcast With Keith Kalfas

The Pond Business Model That's Crushing It Right Now

Welcome to the Untrapped Podcast with Keith Kalfas

www.keithkalfas.com

The Pond Business Model That's Crushing It Right Now

Sep 14, 2026

In this episode, Keith sits down with Jeff Michaels, founder of Pondering Waters, to unpack the lessons Jeff has learned over 28 years in the pond and water-feature industry.

Jeff shares how a backyard hobby turned into a full-time business after he was laid off from the automotive industry. He explains why ponds can become high-ticket projects with valuable recurring revenue, how collaboration helped him take on larger builds across the country, and why some of his toughest jobs became his best learning experiences.

Keith and Jeff also discuss pricing jobs correctly, listening for a customer’s real pain points, setting expectations before work begins, using Jobber to organize operations, and hiring people who can handle the parts of the business that fall outside their strengths.

“Sometimes problems are blessings because if you don’t run into these problems, you’ll never know how to fix them.” – Jeff Michaels

What You’ll Learn in This Episode:

How Jeff turned a backyard hobby into a 28-year pond business
Why getting laid off gave Jeff the push he needed to work for himself
How pond installations can add a high-ticket service to a landscaping business
Why maintenance, cleanouts, and winterization create recurring revenue
How collaboration helps contractors take on larger and more complex projects
Why mistakes and difficult jobs can become valuable learning experiences
How Jobber simplified Jeff’s quoting, scheduling, routing, and customer management
Why listening to a customer’s pain points is more effective than constantly selling
How setting expectations and boundaries prevents problems during a project
Why hiring specialists allows business owners to focus on what they do best

Key Takeaways:

Problems can become some of your most valuable business lessons.

Unexpected challenges are frustrating, but they also teach you how to handle situations that no course or manual can fully prepare you for. Every difficult project gives you experience that can help you approach the next one with greater confidence.
Recurring service can be more valuable than the original project.

Jeff once spent a month completing a large pond project and only broke even. However, that customer continued hiring him for annual cleanouts, startups, and winterization services, showing how a long-term relationship can eventually become more valuable than the initial installation.

Listen for the customer’s pain before trying to make the sale.

Contractors often focus so much on explaining and selling that they miss the real reason the customer wants the work done. Asking the right questions and allowing customers to talk helps uncover their pain points, establish trust, and make the sale more naturally.

Connect with Jeff

Youtube: @PonderingWaters
Website: ponderingwaters.com

Connect with Keith

Instagram: https://www.instagram.com/keithkalfas/
Facebook: https://www.facebook.com/thelandscapingemployeetrap
Website: https://www.keithkalfas.com/resources
Youtube: https://www.youtube.com/@keith-kalfas