Eric speaks with David Dinkens of Dinkens Aquatic Gardens, they discuss his business that supplies reef aquariums with phytoplankton and copepods. The conversation covers the accidental start of his business, which grew from a hobby of setting up a saltwater tank and culturing the microalgae and crustaceans, to his current status as a full-time supplier who left a career as a history teacher. Key topics include the importance of phytoplankton as the foundation of the reef food chain, its role in nutrient control (nitrate and phosphate reduction), and the benefits for coral health and coloration. Dinkens also provides detailed advice on dosing his products and explains the need for a clean, sterile environment for culturing his live foods.

Key Takeaways:

• If a new endeavor seems intimidating, start by doing thorough research to learn the ropes.
• Embrace small experiments, as they can sometimes accidentally lead to new opportunities and businesses.
• Maintain a resilient outlook, remembering that difficult situations often have a flip side or a silver lining.
• Find a hobby, such as keeping an aquarium, that provides a soothing contrast to a busy or fast-paced life.
• Concentrate on building the foundation of your ecosystem from the bottom up by establishing a strong base layer of the food chain.

Business & Sales Tools

• Contractor Sales Secrets

• Book a Call with Eric Triplett 

Pond Industry Resources

• The Pond Digger

• Helix Pond Filtration

• EasyPro Pond Products

• CORAL—The Reef & Marine Aquarium Magazine

• Atlantic-Oase

• Fitz Fish Ponds – Koi Trips 

• Pond Trade Magazine

• Hikari Fish Food

Events & Communities

• TWT Contractor Circle (Facebook Group)

• TWT Contractor Power Circle (Facebook Group)

Social Media

• The Pond Digger on Instagram

• The Pond Digger on Facebook

• Train With Triplett on TikTok

Eric shares an audio recording, documenting a sales training session focused on improving communication and negotiation skills, particularly in the context of high-ticket services like pond conversions. The participants engage in role-playing scenarios where they apply techniques such as asking "no-oriented questions" and using mirroring and labeling to extract crucial information, such as the prospect's underlying motive for the project. A significant portion of the discussion centers on the importance of active listening, the proper timing and phrasing of questions—especially regarding pricing and consultation fees—and the need to avoid common sales pitfalls like rushing the conversation or making assumptions. Participants also offer hindsight and feedback to one another, reflecting on their performance and suggesting better ways to handle challenging client interactions.

Key Takeaways:

• Practice consistent training to develop communication skills, such as mirroring and proper labeling, which increases confidence.
• In conversations, utilize no-oriented questions like "Would you be opposed to this?" to give control to the listener and lower their guard.
• When discussing a price range, always present the high number first followed by the lower number.
• Cultivate patience by slowing your conversational pace and allowing silence after asking a question or stating a difficult point.
• Avoid engaging in tasks that require high focus, like selling or intensive training, while you are driving.

Business & Sales Tools

• Contractor Sales Secrets

• Book a Call with Eric Triplett 

Pond Industry Resources

• The Pond Digger

• Helix Pond Filtration

• EasyPro Pond Products

• CORAL—The Reef & Marine Aquarium Magazine

• Atlantic-Oase

• Fitz Fish Ponds – Koi Trips 

• Pond Trade Magazine

• Hikari Fish Food

Events & Communities

• TWT Contractor Circle (Facebook Group)

• TWT Contractor Power Circle (Facebook Group)

Social Media

• The Pond Digger on Instagram

• The Pond Digger on Facebook

• Train With Triplett on TikTok

Eric interviews Mark Levenson, the Executive Editor of Coral Magazine, a saltwater aquarium publication, where he discusses the current state of the magazine and the hobby. Levenson notes that Coral Magazine is the last remaining publication of its kind, attributing declining sales to a vulnerable economy, international tariffs affecting advertisers, and a general lack of new, younger talent entering the saltwater aquarium community. He also describes the demanding process of producing the magazine, which is published six times a year, detailing his transition into the editor role without formal training following his predecessor's sudden death, and his ongoing work to ensure the content is accurate and well-referenced, even experimenting with AI-generated content to highlight its risks. The conversation also explores Levenson's personal history in the hobby, including his journey from a young enthusiast to a business owner and respected community figure who champions civility and education.

Key Takeaways:

• To ensure the longevity of a specialized field, actively work to foster and cultivate the next generation of experts and contributors.
• In business interactions, look beyond polite, silent rejections to understand and address the prospect's real insecurities or concerns.
• When faced with major personal changes, dedicate resources and energy to your own hobbies and passions for rejuvenation and a sense of self.
• Seek out educational conferences and gatherings related to your interests to gain expert knowledge directly and build a network of valuable contacts.
• When creating or managing a community, establish and enforce clear guidelines that prioritize kindness and respectful communication among members.

Business & Sales Tools

• Contractor Sales Secrets

• Book a Call with Eric Triplett 

Pond Industry Resources

• The Pond Digger

• Helix Pond Filtration

• EasyPro Pond Products

• CORAL—The Reef & Marine Aquarium Magazine

• Atlantic-Oase

• Fitz Fish Ponds – Koi Trips 

• Pond Trade Magazine

• Hikari Fish Food

Events & Communities

• 2025 LCR Summit (Oct. 20–21, Louisville, KY)

• EQUIP (Oct. 22 -24, Louisville, KY)

• TWT Contractor Circle (Facebook Group)

• TWT Contractor Power Circle (Facebook Group)

Social Media

• The Pond Digger on Instagram

• The Pond Digger on Facebook

• Train With Triplett on TikTok

Today's episode features Chris Clever, the President of Hikari Sales USA, and Eric Triplett discussing the subject of aquatic fish food and fish husbandry. Clever asserts that most fish foods prioritize marketing over nutritional research, contrasting this with Hikari's extensive research and development process, which can take years and includes a dedicated research lab in Japan. The discussion explains how poor-quality food impacts fish health and water quality due to undigested waste and also covers the importance of feeding frequency, proper pellet size, and the company's preference for frozen food supplements over live foods due to contamination risks. Furthermore, Clever provides a brief history of the Hikari brand, which originated in the late 1800s by raising carp as food fish, and highlights the Saki-Hikari line as a top innovation featuring beneficial probiotics.

Key Takeaways:

• Prioritize food based on nutritional research and scientific development rather than focusing only on marketing stories.
• Feed fish small amounts of food multiple times throughout the day to maintain an optimized metabolism.
• Select the smallest size pellet your fish will accept to increase the surface area available for digestion.
• Avoid mixing different brands of fish food, as this disrupts the carefully balanced nutritional profile of a quality diet.
• Invest in both a high-quality fish food and an effective water conditioner to reduce long-term maintenance issues and enjoy your hobby more.

Business & Sales Tools

• Contractor Sales Secrets

• Book a Call with Eric Triplett 

Pond Industry Resources

• The Pond Digger

• Helix Pond Filtration

• EasyPro Pond Products

• CORAL—The Reef & Marine Aquarium Magazine

• Atlantic-Oase

• Fitz Fish Ponds – Koi Trips 

• Pond Trade Magazine

• Hikari Fish Food

Events & Communities

• 2025 LCR Summit (Oct. 20–21, Louisville, KY)

• EQUIP (Oct. 22 -24, Louisville, KY)

• TWT Contractor Circle (Facebook Group)

• TWT Contractor Power Circle (Facebook Group)

Social Media

• The Pond Digger on Instagram

• The Pond Digger on Facebook

• Train With Triplett on TikTok

Eric shares a weekly accountability call within his contractor power circle, where the participants discuss strategies for personal and professional improvement. The primary theme revolves around making it "hard to lose" by setting up systems for success in areas like health, business operations, and financial stability. Participants share personal anecdotes, such as preparing for a dog Halloween costume contest and struggling with client negotiations on job bids, before Eric introduces the core concept of minimizing failure through proactive preparation. Key strategies discussed for contractors include time blocking, refining the sales process to ensure proper job bidding, and utilizing an accountability group for support, with special attention given to the challenges of addressing uncomfortable client conversations and improving cash flow.

Key Takeaways:

• Set up your environment, such as your kitchen or workspace, to make losing or failing difficult.
• Implement time blocking to dedicate necessary time to health, training, and professional development.
• Choose your peer group wisely by spending time with people who motivate you to continuously improve and succeed.
• Improve your follow-through by verbalizing your goals to friends or peers for accountability.
• Regularly refine your core processes and systems to maximize efficiency and guarantee consistent winning.

Business & Sales Tools

• Contractor Sales Secrets

• Book a Call with Eric Triplett 

Pond Industry Resources

• The Pond Digger

• Helix Pond Filtration

• EasyPro Pond Products

• CORAL—The Reef & Marine Aquarium Magazine

• Atlantic-Oase

• Fitz Fish Ponds – Koi Trips 

• Pond Trade Magazine

• Hikari Fish Food

Events & Communities

• 2025 LCR Summit (Oct. 20–21, Louisville, KY)

• EQUIP (Oct. 22 -24, Louisville, KY)

• TWT Contractor Circle (Facebook Group)

• TWT Contractor Power Circle (Facebook Group)

Social Media

• The Pond Digger on Instagram

• The Pond Digger on Facebook

• Train With Triplett on TikTok

Antonio Gutierrez of Vivid Creative Aquatics joins Eric discussing the Random Flow Generator (RFG) nozzle, a product designed to create non-laminar, turbulent, and natural water flow in enclosed systems like aquariums and ponds. The conversation highlights the counterintuitive nature of the product's function, often leading to user disbelief until they see it in action, which is facilitated by its unique, non-mechanical internal design. Gutierrez explains that the RFG works by generating pressure imbalances that result in randomized directional pulses of water, unlike traditional directional nozzles, and notes that the product, which is manufactured using 3D printing, can effectively replace multiple traditional powerheads in a reef tank. The discussion also touches on the potential applications of the technology in different environments, such as ponds and specialized reptile enclosures, where natural circulation is beneficial for the health of fish and other organisms.

Key Takeaways:

• Prioritize creating natural, turbulent water movement in your aquatic systems to mimic ocean or river environments.
• Focus on providing random, varied flow to encourage fish to swim and forage naturally, instead of hiding in calm areas.
• Utilize randomized flow patterns to keep debris suspended, reducing the frequency of cleaning needed in tanks or ponds.
• Understand that achieving proper water circulation can be more critical to coral and aquatic life health than maximizing light intensity alone.
• Choose advanced flow devices that operate without internal moving mechanical parts to prevent equipment failure and rust.

Business & Sales Tools

• Contractor Sales Secrets

• Book a Call with Eric Triplett 

Pond Industry Resources

• The Pond Digger

• Helix Pond Filtration

• EasyPro Pond Products

• CORAL—The Reef & Marine Aquarium Magazine

• Atlantic-Oase

• Fitz Fish Ponds – Koi Trips 

• Pond Trade Magazine

• Hikari Fish Food

Events & Communities

• 2025 LCR Summit (Oct. 20–21, Louisville, KY)

• EQUIP (Oct. 22 -24, Louisville, KY)

• TWT Contractor Circle (Facebook Group)

• TWT Contractor Power Circle (Facebook Group)

Social Media

• The Pond Digger on Instagram

• The Pond Digger on Facebook

• Train With Triplett on TikTok

Today Eric shares a sales training session focused on improving discovery calls. He proposes a new approach, inspired by a clip from Charlie Kirk, that suggests starting sales conversations by asking the client to share their story regarding the project or problem, which he believes will lead to the customer's true motive faster. The speakers engage in role-playing scenarios—including one about fixing a pond liner leak and another about installing a waterfall—to test the efficacy of this "story" approach versus conventional questioning, with much of the discussion centering on active listening, cadence, and the importance of recaps and addressing the customer's emotions. The overall goal of the proposed technique is to increase efficiency and save time during the sales process.

Key Takeaways:

• Initiate interactions by asking for the customer's story to quickly understand their motive and context.
• Focus on efficiency to save minutes during interactions, as these saved minutes accumulate into larger gains.
• Redirect overly lengthy conversations by stating you need to slow down to take notes and ensure you can properly address their needs.
• Perform consistent practice and role-playing to refine your skills and improve performance in real-world scenarios.
• Always recap discussions by including the client's emotional motive and story, not just the scope of work.

Business & Sales Tools

• Contractor Sales Secrets

• Book a Call with Eric Triplett 

Pond Industry Resources

• The Pond Digger

• Helix Pond Filtration

• EasyPro Pond Products

• Atlantic-Oase

• Fitz Fish Ponds – Koi Trips 

• Pond Trade Magazine

Events & Communities

• 2025 LCR Summit (Oct. 20–21, Louisville, KY)

• EQUIP (Oct. 22 -24, Louisville, KY)

• TWT Contractor Circle (Facebook Group)

• TWT Contractor Power Circle (Facebook Group)

Social Media

• The Pond Digger on Instagram

• The Pond Digger on Facebook

• Train With Triplett on TikTok

Eric interviews Eric Cohen, a long-time figure in the aquarium industry, where he discusses his career evolution and current businesses, Blue Life USA and tankstop.com. Cohen details his early role as the second person to import live rock from Fiji to the US in the mid-1980s, sharing an anecdote about the first importer who went to jail for drug dealing. He explains how he co-founded Sea Dwelling Creatures in 1992, running it for 25 years before selling it in 2016 due to burnout and family health issues, driven by his growing focus on conservation. Cohen also discusses his re-entry into the livestock trade through tankstop.com, focusing on sustainable practices like importing real live rock from Australia and selling proprietary products through Blue Life USA, including the successful algae remedy Flux RX.

Key Takeaways:

• Be ready to seize unexpected business opportunities, even in the early stages of your professional life.
• Recognize the seasonal changes in life and be willing to step away from a demanding business due to burnout or family needs.
• Cultivate a spiritual or devotional practice, such as Bhakti Yoga, to help stay grounded and manage your ego.
• Provide exceptional and personalized customer service to ensure interactions remain enjoyable and keep people involved in the hobby.
• Embrace new passions, like e-mountain biking, to find physical activity and enjoyment later in life.

Business & Sales Tools

• Contractor Sales Secrets

• Book a Call with Eric Triplett 

Pond Industry Resources

• The Pond Digger

• Helix Pond Filtration

• EasyPro Pond Products

• Atlantic-Oase

• Fitz Fish Ponds – Koi Trips 

• Pond Trade Magazine

Events & Communities

• 2025 LCR Summit (Oct. 20–21, Louisville, KY)

• EQUIP (Oct. 22 -24, Louisville, KY)

• TWT Contractor Circle (Facebook Group)

• TWT Contractor Power Circle (Facebook Group)

Social Media

• The Pond Digger on Instagram

• The Pond Digger on Facebook

• Train With Triplett on TikTok

Today we are sharing a coaching session where Eric discusses the concept of "polite lies" in the context of sales, particularly for contractors. These lies, such as "let me think about it" or "I need to talk to my wife," are presented as symptoms of poor communication and a lack of trust or perceived value created by the salesperson. Eric emphasizes that contractors often fail to secure a deal because they talk too much, do not listen effectively, or do not build an adequate emotional connection with the prospect, leading to uncertainty and the prospect's polite evasion. The conversation highlights the value of consistent training and self-awareness to correct these mistakes, with participants sharing personal stories to illustrate how improved communication techniques, such as asking open-ended questions and prioritizing listening, can successfully "flip the script" and close sales.

Key Takeaways: 

• Prioritize listening more than speaking to effectively address the other person's uncertainties.
• Use any polite lies you hear as a gauge indicating that you need to work on your communication and self-awareness.
• Clearly outline processes and procedures so that others gain clarity on what comes next.
• Help others create urgency by asking them about the consequences of delaying their decision or project.
• Build genuine connections by allowing people to talk and share their stories rather than boasting about your awards or history.

Business & Sales Tools

• Contractor Sales Secrets

• Book a Call with Eric Triplett 

Pond Industry Resources

• The Pond Digger

• Helix Pond Filtration

• EasyPro Pond Products

• Atlantic-Oase

• Fitz Fish Ponds – Koi Trips 

• Pond Trade Magazine

Events & Communities

• 2025 LCR Summit (Oct. 20–21, Louisville, KY)

• EQUIP (Oct. 22 -24, Louisville, KY)

• TWT Contractor Circle (Facebook Group)

• TWT Contractor Power Circle (Facebook Group)

Social Media

• The Pond Digger on Instagram

• The Pond Digger on Facebook

• Train With Triplett on TikTok

Eric speaks with Shawn Hale, who is associated with the aquatic and coral hobby through ventures like Reef Builders, Reef Therapy, and the Reefstock show. The conversation begins with a discussion of Hale's multitasking lifestyle and previous experiences working multiple jobs to pay for school, contrasting this with the current challenges of managing his various professional commitments. A significant portion of the interview focuses on the Reeftock event in Las Vegas, with Hale discussing the marketing difficulties and lower-than-expected attendance for the inaugural show, while maintaining an optimistic outlook for its future. Hale also shares the emotional backstory of acquiring Reef Builders after the passing of its original founder, Jake Adams, and explains the platform's mission to provide diverse content—articles, videos, and podcasts—to educate and appeal to the broad reef-keeping community. 

Key Takeaways:

• Dedicate yourself fully to your goals by accepting long hours and putting in the initial necessary grind.
• Always maintain an optimistic and positive mindset to maximize every opportunity, regardless of immediate circumstances.
• Be authentic in your personal and professional life and focus on being yourself instead of trying to imitate others.
• Analyze your mistakes and proactively plan projects, ensuring you allocate sufficient time and awareness for success.
• Maintain independence and credibility by diversifying your support structure rather than relying too heavily on any single source of influence.

Business & Sales Tools

• Contractor Sales Secrets

• Book a Call with Eric Triplett 

Pond Industry Resources

• The Pond Digger

• Helix Pond Filtration

• EasyPro Pond Products

• Atlantic-Oase

• Fitz Fish Ponds – Koi Trips 

• Pond Trade Magazine

Events & Communities

• 2025 LCR Summit (Oct. 20–21, Louisville, KY)

• TWT Contractor Circle (Facebook Group)

• TWT Contractor Power Circle (Facebook Group)

Social Media

• The Pond Digger on Instagram

• The Pond Digger on Facebook

• Train With Triplett on TikTok