155 – How Well Do You Know Your Own Business? with Kelly Roach of Kelly Roach Coaching

You're listening to gift biz on rapt episode 155 99.9%

of all the stuff that needs to get done in your

business. You are like the worst person to be doing Attention.

Gifters bakers,

crafters, and makers pursuing your dream can be fun.

Whether you have an established business or looking to start one.

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packed full of invaluable guidance,

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Your gift biz here is your host gift biz gal,

Sue moon Heights.

I cannot wait to get into the show today because Kelly

has such valuable tips for building your team and growing your

business and particularly watch for her productivity tip that she presents

at the end of the show.

It's fabulous.

I also wanted to remind you that if you have any

comments for me,

I would love to hear from you.

You can get in touch with me through the email sue@giftbizonwrapped.com.

Any thoughts,

any comments on the show,

anyone you'd like to listen to just send me a message

there today.

I have the pleasure of introducing you to Kelly Roach of

Kelly Roach.

Coaching Kelly is the host of the top rated podcast,

unstoppable success,

radio and international best-selling author,

and the CEO of Kelly Roach coaching as a former NFL

cheerleader and fortune 500 executive Kelly brings a powerful combination of

proven and profitable business growth strategies.

This is coupled with the mindset wellness and productivity practices required

to help entrepreneurs build a profitable business around a life.

They absolutely love Kelly's passion and purpose is in helping entrepreneurs

around the world achieve exponential profit sales and income growth while

Kelly from one former NFL cheerleader to another welcome to the

show. Thanks for having me.

I'm excited to be here.

So, So thrilled that you're here,

we start out by having you introduce yourself in a little

bit of a different way,

and that is through describing a motivational candle that really is

applicable to everything that you're all about.

So if you were to tell us what your candle would

look like,

what color would it be and what would be the quote

on your motivational candle?

I love that question.

I'm laughing because it's just so fun that you start the

show this way.

So I think if I were a motivational candle,

I would be in a glass and Kaseman,

and I would probably have a little bit of a curve,

a little bit fancy,

a little bit of elegance and beauty to it,

but I would still be probably a decent size thick round

candle. So it still has a common sense everyday used to

it, but just a little bit of flare,

a little curvature,

something with a little bit of taste added to it.

And I think by quote on the front of myself as

a candle would just say,

be the best in everything that you do every day is

a new opportunity to take life and make the absolute most

of it.

Perfect. And I love the fact that you added the style

to your candle.

So it's not just an ordinary candle.

And I note that you didn't tell me the color.

You're just telling me the style,

the shape,

the look of it.

So just to be a little different,

right? I left a little bit to the imagination.

There you go.

Well, give us a little bit more information about your journey

and where you're coming from as you progressed into Kelly Roach

coaching. Yeah,

absolutely. So my background,

I was working for a fortune 500 firm.

I was doing sales and marketing and recruiting,

and very quickly within like less than a year,

I was promoted into management.

And from there I just kind of sprung my way upward.

I was promoted seven times in eight years and I was

ultimately leading a team of a hundred people in 17 different

locations. So it was almost like running 17 different little small

businesses each with their own profit and loss statement each with

their own team,

their own staff,

their own budget,

all of that.

And that's really where I fell in love with leadership and

developing people and teaching and coaching and training on sales and

pricing and marketing.

And I really kind of got my chops back in corporate

learning to do that and being responsible for a $50 million

budget definitely helped me grow up really fast.

I guess you could say from a business standpoint,

because I did all of that pretty much in my twenties,

but as I got a little bit older,

I met my husband.

I knew we were going to want to get married.

I was thinking about my future and what mattered most to

me. I really began to realize that no matter how many

times I got promoted in a corporate setting,

I was never going to be able to bring together my

core values,

which were freedom and financial abundance and flexibility.

And one of our big goals and dreams was always to

travel and to really be able to have our kids be

home with us and all of that.

And so it just became very obvious over time that I

wasn't going to find all of those things working for someone

else I needed to kind of go out and create that

for myself.

So that's where the whole idea of Kelly Roach coaching came

from just basically took everything that I had learned and reshaped

it and refocused it in to design programs,

to help entrepreneurs,

to grow their businesses quickly by specifically wanting to focus on

small business owners,

because I knew that different from my time for the fortune

500, that was helping one corporation make millions of dollars from

the work that I was doing.

Every time I helped a small business owner grow,

it would have an impact on their family,

their kids,

their ability to have this great quality of life take vacations,

make priority,

what was most important to them.

And, and so that was kind of the meaning behind the

work that I was doing.

And it's just been a great journey and I have an

amazing team behind me now.

And the company has just kind of grown and grown and

And yeah,

that's a little bit about how I got to what I'm

doing here today.

What you're saying I really love in terms of your ability

to impact is so much closer,

the final result and the rewards of what you're doing and

teaching smaller businesses and entrepreneurs,

I think is so much more valuable because you really are

bringing it down to a very,

very personal level,

helping people be successful with their businesses.

And of course,

then achieving pretty much what you were able to achieve success,

financial freedom,

the ability to travel,

create your own time,

et cetera.

Yeah, exactly.

So, I mean,

it's that it's being so close to it and it's knowing

that there's meaning behind the work that you're doing.

And for me,

like when I get success stories from my clients,

they're like I just paid off all of my dad or

we're going to be able to take that vacation that we

dreamed of,

or I can finally hire staff.

And one of the really cool things about a lot of

the work that I'm doing now is over the last year,

the business has really shifted into helping entrepreneurs with building their

teams. And I've shifted a lot of my focus into teaching

entrepreneurs, how to be good leaders and how to teach their

teams, how to sell and market and serve for them.

So the business owner can actually create that freedom because what

I found was that like 99% of business owners had no

freedom. And a lot of it was because either a,

they didn't know how to manage the team that they had

effectively or B.

They didn't have a team at all.

And what's really cool about that is on one hand,

I'm helping business owners to create an achieve freedom for themselves.

But on the other hand,

it's actually driving our economy.

Like it's creating new jobs for people,

which is,

I don't think as entrepreneurs that we really think about the

impact that we have on a global scale or on a

national scale.

But when entrepreneurs become successful enough to hire people in their

businesses, you're creating a job and a paycheck for a family.

So then your impact goes beyond growing your own business to

now impacting the greater world around you in ways that you

don't even realize,

which is really,

really cool to me,

it is at least.

Yeah. I mean,

it's a great perspective that you share that,

but I'm going to back up a little bit,

because I think a lot of entrepreneurs,

especially in our space where we have a lot of makers

and creators here,

but I'd almost say it's general to all entrepreneurs.

We come in as the super power women,

right? And we say,

we're going to be able to do everything.

And I will sacrifice and put in all the time and

do every single thing from accounting to product creation,

to sales,

to marketing,

to technology,

all of that and save the money.

So you think to build the business.

And I think that's a big hurdle that people have to

overcome. Is there comes a point where for you to grow

your business at all,

you're going to have to build a team.

It can't just be a one man show anymore.

Oh, absolutely.

And I think the thing that's so interesting about that mindset,

well, there's a couple of different things.

First of all.

And I joke with my own team about this all the

time, 99.9%

of all the stuff that needs to get done in your

business, you are like the worst person to be doing it.

I agree either.

You're just flat out,

not good at it,

or you spend too much time on it,

or it's just not in your skillset.

If you think about all the things that it takes to

run a successful business there's and dozens of different mindsets,

skillsets, perspectives,

and mentalities required to run a successful company.

So anytime you have one person that's trying to cross over

all of these different skillsets,

of course,

there's massive inefficiencies and ineffectiveness,

which is actually causing you to go backwards instead of forward.

So people think like,

Oh, I'm saving myself money by not spending the money to

get a team member.

When in fact you're costing yourself thousands and thousands of dollars

in growth every single month,

because you're just not the best person to be doing the

job that you're doing for a multitude of reasons.

How do you start thinking about building a team,

obviously when you're just starting a business,

you are a one man show at first what's the trigger.

And at what point is it a financial thing?

Is it a certain sales number or at what point would

you trigger adding in and starting to build a team?

Well, I think first and foremost,

having a flexible mindset about the way that you build a

team and the way that you construct this is really important.

In the beginning,

you are not going to need a full-time person doing any

one of the roles in your business.

So in most instances,

the first step of getting help is going to bring in

some type of contractor.

And a lot of times the easiest,

most obvious thing that can allow you to grow more quickly

is to get all of the administrative and admin stuff off

of your plate,

which someone on an hourly basis can do for you in

just a couple hours a week.

And so that is like usually the first and best step.

And what I always say to people is it's really not

a financial decision of where you are so much as it's

a commitment to yourself,

that whatever hours you hire someone to come in and take

over admin and operational things for you,

that you are then going to dedicate those hours to selling

and marketing your business.

At which point it's not going to cost you anything to

have that person,

the place where we kind of get ourselves into trouble,

Sue is if you hire that person to take on all

the admin and operations stuff,

and then you still keep doing non-revenue producing things well,

yeah. Then you are going to be in the hole.

Right? Exactly.

And I'm so glad you brought that up because we talk

about freedom and all that doesn't mean that you add someone

in and then you have time to go and have lunch

with your girlfriends.

Exactly. It's a process.

Yes. Yeah.

And exactly what you're saying.

I agree with you wholeheartedly is that you have to then

be directing yourself into activities that you,

as the owner of your business should be doing,

which is business growth,

revenue, generating activities.

Exactly. And I think that,

and especially,

I know we're talking to a lot of craft makers and

people that are really passionate about creating and providing a really

special, unique product.

And I think the thing that can be really,

really tough when you are a creative and when you are

someone that really puts a lot of love and investment into

creating something really special to sell is that you really want

to spend your time and attention on your craft.

And one of the most important mindset shifts,

if you want to create and you want to actually make

really good money from your business is to recognize that your

craft as a business owner moves from the thing that you

do to coaching and developing people so that you can multiply

the amount of product that you can move and the amount

of people that you can serve.

And that's a really tough bridge sometimes for people to cross.

But what you have to ask yourself is,

are you more invested in doing the craft?

At which point you can get a job doing the craft,

or you can work part time for someone else doing the

crafts and having that be like your sole focus,

or are you more interested in the end result of what

being a business owner can create for you?

Which is the freedom.

It's a financial abundance,

it's the flexibility,

all of that.

At which point you have to really embrace crossing that bridge

over into leadership and people development,

and really focusing your time and energy on learning the craft

of sales and marketing so that your business can run like

a well-oiled machine and continue to grow.

And I think the mindset gift biz listeners too,

could be at first,

it's like,

well, nobody can make my product as well as I can.

That's the mindset we all have because it's your design,

it's your talents,

et cetera.

But just as Kelly is talking about,

perhaps a way to think of this that would be acceptable

to you is you are the designer.

So all of the products that are going out are your

design, your creative input in terms of how it comes together

and what the finished product looks like.

All of that in terms of the production can be lovingly

taught to other people and in doing so,

you're able to get your fabulous product into more hands of

more people and then growing your company.

Exactly. And you're right.

What I always say to people is there's a difference between

a producer versus the thinker and the business owner.

The CEO really needs to be the thinker,

the visionary,

the person that's overseeing,

everything that's done.

That's kind of at the top of the ship,

looking out to make sure you don't hit any icebergs,

right? So if you're down underneath in the workshop and you're

creating the product,

it's going to be really hard for you to be out

front, making sure that this whole ship is pointed in the

right direction and is going to make its way safely to

the destination that you're going to try to arrive at.

Does that make sense?

Yes. And I love that description.

It's perfect.

I want to talk a little bit more about replacing the

activities too.

You're talking about being the driver.

I think when you have that backup,

you have people doing the admin things,

different types of things that come to mind to me,

Kelly, and I'm an ad.

Have you expand on,

this is the types of activities you should be talking about,

not necessarily going into social media,

but going out into networking or not posting on social media

necessarily, but making contacts on social media in face to face

real live,

that scary networking type thing,

connecting up with potential clients,

negotiating. If you're a wholesaler,

those are more revenue generating activities.

That's what you would replace doing your financials,

or at some point making your product,

et cetera.

Are there any other types of tasks,

just so our audience can get a little bit more of

a feel for the types of tasks they should be doing

that fall in the appropriate column.

Would you add anything else to that,

Kelly? Yeah.

Well, I mean,

I think you make a really good point there Sue,

so something interesting.

I'll just share.

Obviously we use social media.

Social media is a huge driver.

I'm a completely online business except for my corporate clients that

I work with.

And so for us,

social is huge and there have been big,

big changes to social in the last year and even more

so in the last six months,

one of the things that we just did in my company

was we completely eliminated all social media automation for posting.

So back in the day,

it was like top of mind awareness,

preload, all these posts to stay in front of your audience,

that doesn't work anymore,

right? People now want engagement.

They are much more interested in seeing you feeling you and

interacting with you on a one-on-one basis.

So when you think of social or you think of making

connections to grow your business,

whether it's you pursuing wholesale accounts where you're going to physically

go out and drop by with goodies,

like I have my team go out to a target list

of 20 key corporate customers that we're pursuing every single week.

And they put together goodies and they have flyers and handwritten

notes and they make these beautiful presentations and they go out

every single week.

And that's how we target our corporate clients.

And then of course we have other team members that call

them and email them and all of that on the online

side, it's really about engagement.

So it's,

one-to-one interaction,

whether it's messaging on Instagram or messaging on Facebook or messaging

on LinkedIn,

or whether it's you live streaming and actually demonstrating and showing

one of your beautiful products that your team or that yourself

just finished creating and talking about it and actually just selling

it on air.

I mean,

look at QVC,

right? What do they do?

They demonstrate beautiful handcrafted products and they live stream and sell

them. That is exactly.

Now what you guys,

as craft makers have the opportunity to do all day everyday

for free from the comfort of your own home.

So it's about leveraging technology in a meaningful way.

It's about driving engagement and spending your time closest to the

money, which is going to be interacting with people,

whether that's face-to-face in person or utilizing the online space and

the new technology that's now available for us,

I would not have said it any better.

Cali. Perfect.

Let's also talk a little bit about pivoting,

which is,

I know one of the topics that you pay a lot

of attention to tell us overall what pivoting means in a

business, and then we'll get into some further conversation.

I'm sure.

In terms of when you do that at all.

Yeah, absolutely.

So pivoting is really the art of being able to assess

in a non-emotional way what's working and what's not.

And when it's time to make strategic changes in your business

and pivoting is very different from hopping from tactic to tactic

every other week,

because you don't have the patience to follow through on something

long enough to actually see a result.

So I just want to put that out there right away,

because these are two very opposite ends of the spectrum.

And it's really important not to confuse them on one hand,

in order to even use pivoting as a strategy in your

business, you have to have the patience to implement a strategy

or tactic for long enough,

and with enough intensity and precision to know that it's working

or not working so that you even can assess it to

make strategic changes.

But when I think about pivoting,

what I think about is the fact that our business climate

is changing very,

very rapidly,

more rapidly than ever.

I mean,

literally month to month,

things are changing,

especially in the online space now.

And pivoting is really being like cognizant and aware of what

you're doing to grow what you're doing to achieve success and

knowing when it's time to make a strategic and well-thought-out change

in your business.

So it's like if something lived out its life cycle and

it's time to upgrade or change the strategy that you're using

to accomplish that goal,

or if a technology changes.

So I just gave an example of pivoting.

So for us,

a pivot that we made just about two months ago was

we eliminated all social media automation,

and we switched completely to live streaming and singular posts that

are really well-crafted to drive engagement Right after we hear from

our sponsor,

Kelly breaks down exactly what she's doing with live streaming on

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So we're posting a lot less frequently,

but we're getting higher engagement on the things that we're posting.

And we're really focusing in my team is spending a lot

of time doing one-to-one engagement in messaging campaigns on Facebook,

LinkedIn, and Instagram.

That's an example of pivoting because what worked a couple of

years ago when there was free organic reach no longer works

today because now the spectrum of content has gotten so saturated.

And the automation of posting has really destroyed the newsfeed in

terms of the integrity of what's being put out there.

So you really have to take it to the next level.

If you want to stand out and actually get results from

what you're posting versus just going through the motions and doing

it. That's like a perfect example of what I'm talking about

here. When I say pivoting,

Right? And for sure,

the advancement of life and the prioritization that anything live gives

you, whether it's Instagram stories,

Facebook live,

whatever. And we've talked a lot about that here.

So our audience is pretty well acquainted with all of that,

but the thing I want to reinforce an underline that you

said, Kelly,

that I think is really important.

And somewhere where people kind of drop off is pivoting needs

to be from a strategic perspective,

you were doing something one way.

It's either run its life cycle or it's the situation has

changed. So as you're talking about with social media,

it's time for a change to stay up with the times

and be relevant,

but then also the measurement aspect,

like not just to change for change itself,

but why are you changing?

And then how are you going to measure if what you've

just done is working and you should do all of that.

I'm thinking Kelly,

before you even make that change,

think it all the way through.

Oh, absolutely.

I mean,

imagine just with this shift that we just made,

like imagine how much time and thought we were talking about

that for weeks and really assess that decision before making it,

and you don't want to get caught in indecision,

but you absolutely need to assess,

and it needs to be strategic and not emotional.

And you have to know what result you want by doing

it. It's not worth even making the change unless you're going

to invest in really,

truly bringing it full circle and getting an improved bottom line,

profitable result from what you're doing.

Right. Right.

And how long do you think you wait to see if

the change has made any impact?

Usually when you're making a strategic pivot like that,

you should start to see results very quickly.

I mean,

I would expect to see results within a matter of weeks.

However, I will give the caveat that you also cannot manage

things at a micro level like that.

So for example,

I think you mentioned that you guys have talked about live

streaming here a lot.

We teach live streaming and I'll have a lot of customers

that will come and say,

I've been doing live streaming every week for two months.

And I haven't gotten a client for a minute.

And I'm like,

how often are you live streaming?

I'm like,

you didn't even get to your 16 touches yet.

It takes momentum.

It takes continuity.

It takes a lot of focus on promotion and distribution,

all of that to take a new strategy and go from

zero to profitability.

So on one hand,

when you're making a strategic change in an area that you've

already had success making that change should start to produce results

pretty quickly.

Whereas if you're doing something new or for the first time

and you yourself are just learning it,

I mean,

it could be six months plus of you needing to do

that consistently and repetitively before you're seeing real,

tangible results.

And sometimes you need to use your judgment and other times

that's why it's good to work with a mentor or a

coach, someone that can realistically give you feedback on what you're

doing and say,

this isn't working.

You need to change this,

this and this in order to get results,

or what you're doing is effective.

You just need to stick with it.

You haven't been doing it long enough.

You know what I'm saying?

Right. Depends on what the topic is to what you're actually

doing. Exactly.

And give biz listeners.

The idea comes to mind for me about this too,

is your product and the relevance of your product as time

changes. And the whole idea of pivoting is pertinent here too.

If your product is something that's no longer viable,

no longer something that an audience is looking at pivoting in

of an adjustment,

a switch,

a different version,

or an extension of your base product,

maybe in order something that we can all relate to DVDs,

you know,

blockbuster it's over,

had they thought of pivoting and changing and adjusting their product.

They may still be in business.

Think of that also with your product really important for the

longevity of your business.

Is it still relevant?

If you are a soap maker or essential oil,

something like that,

is there a scent that's really popular right now that you

should be adding?

That could be,

I guess,

a minor pivot,

I would call that one Kelly,

but it's not just what you're doing in your business,

but also how pivoting could relate to your product.

Yeah, absolutely.

And I think it can be on a small scale or

it can be on a very big scale.

I mean,

if you look at what has happened with retailers over the

last couple of years,

hundreds and hundreds and hundreds of stores closed thousands and thousands

and thousands of people out of work,

and you ask yourself,

why, why did that happen?

Well, it happened because they did not pivot to proactively going

out and getting customers.

They were still relying on customers coming to them period.

End of story.

And because they were not able to pivot effectively or waited

too long to begin that process,

they just got kind of swept away with the tide.

So it's important to keep your hand on the trigger and

be on the lookout.

And that's why I gave the analogy of being on the

top of the ship and making sure you're not going to

run into an iceberg because if you're down under you can't

even see you got your head down working.

You're not even looking around you to see,

Oh my gosh,

my whole industry is changing.

My whole space is changing.

If I don't change,

I'm going to be out of business pretty soon.

Right? It's such an important point because we can get so

mired in the Facebook live topics like we were talking about,

which is super important,

but in terms of your whole industry,

what is happening,

what are the trends?

What is going on?

And if you're not looking from the upper level,

you're going to miss it.

Exactly. So obviously people can find out this information through podcasts,

through industry specific Facebook groups,

possibly, or periodicals,

I would say like journals or online resources within their industry.

Where else can you give us any clues or tips of

where you would go just to make sure you're keeping in

touch with all those top-line topics?

Well, Look within your own business as well,

right? So if you found that a year ago,

you were selling something like hotcakes and now it's not selling

anymore. You got to dig into that.

I find that a lot of businesses don't do a lot

of internal reporting,

especially when they're small,

they feel like they're too small to be focused on tracking

and measuring and doing analysis.

And a business is never too small to be doing tracking

and analysis.

You can know that some of these trends are happening within

your own business,

just by tracking and measuring and paying attention to changes that

are happening.

And so that's why,

you know,

where every single customer coming from,

right? No.

How many repeat sales you're getting on average per customer per

year? No.

At your average spend per customer and for the lifetime spend

of a customer is no.

What your sources are,

know where your traffic is coming from.

Right? Like all of those things are going to give you

huge indicators of what's working and what's not.

But yeah,

I agree.

I mean,

you can look around you.

And one of the things that I would mention there,

Sue that I think is really important is not just looking

within your own industry.

I think looking outside of your industry and paying attention to

trends overall and seeing what you need to be doing with

your product or service that is working really well in another

industry that could also be working for you because sometimes if

you only follow the big players in your own space,

they're slower at picking it up than you are.

And you could go right over the cliff trying to model

what you see them doing.

You have to remember a lot of times,

bigger companies move slower and are slower to adapt change because

they're bloated and they're like kind of dinosaurs.

That's why so many big companies are hiring entrepreneurs and entrepreneurial

companies to help them work on their adaptability and speed.

So you don't want to just look within your own industry.

You really want to look at the bigger world around you

and always be asking yourself,

what can I learn from this?

How does this relate to me?

Yeah. And I also think that by looking at outside of

your industry,

you're going to see other things that maybe no one else

in your industry is doing to impact sales yet that you

could be the first one,

you're bringing something new and special to your own industry.

Exactly. Okay.

So you rattled off a minute ago and give his listeners,

you can go back and listen to this again,

in terms of the different types of things that you can

be looking at and reporting on,

and I'd say monthly,

right? Kelly,

you should be looking at these numbers,

monthly, absolutely overall sales customer acquisition.

I won't repeat all the lists that you gave,

but really important.

But I think that could be overwhelming for a lot of

people here.

What would be your top three things?

If someone was just starting out the very top three things

that you think that someone should track every month.

Yeah. Yeah.

So I think where your clients are coming from.

So every client that comes into your business should be tagged

with the source of where they came from.

Absolutely critical because as your business grows,

you want to know where to invest your time and money,

as far as where you're going to be able to get

your growth from,

and you want to align where you invest for growth with

the thing that's going to produce the fastest,

most lucrative return.

So where each customer is coming from,

number one,

number two,

what you're spending money on and what return you're getting from

that. So that when you're investing in something and you're not

getting a return,

you can redirect that money into something else that will produce

a return.

And then number three,

I would just pay attention to the trends that are happening

overall, especially with social media and with what people are doing

to sell online,

which the vast majority of buying is happening online now,

and really looking at what are you versus where kind of

the group consciousnesses,

where the public consciousness is and what do you need to

do to get your business in a place to be successful,

leveraging some of the easiest,

most obvious places that people are spending their time in their

life. Perfect.

Okay. Just to summarize for everybody what Kelly is suggesting in

terms of tracking,

if you've never done it before,

start with this number one,

where your customers are coming from,

number two,

the ROI of your investment.

And I'm going to add on something here and that is,

you may make an investment,

let's say in being a member of your local chamber,

you have to be working at if you're in part of

your local chamber and you're not getting the return for that

before you drop it,

have you been going to networking meetings?

Have you been having coffee with members who have some linkage

where you could collaborate or you've got resources?

Like if you really gotta work and you can't just make

the investment and then drop it,

if you haven't really given it its full chance.

So one little caveat there.

And then the third point that Kelly's mentioning is overall trends.

And I would suggest to you your overall sales to even

just your top line number,

are you growing your sales?

Now? Of course there's extra things.

They are there's costs that go along with it,

all that.

But I want to keep it simple to start just tracking

those three things.

If you've never been tracking numbers before,

we'll give you really good insight and direction.

When you start looking from a strategic level,

what you should be adjusting or not any additions to that.

Kelly, I think we're good.

I mean,

I think just overall like money and money out,

right? And this is a big thing that I see with

a lot of business owners.

I mean,

I work with people from startup through 50 to a hundred

million dollar companies.

And a lot of business owners get really stuck once they

get into multi six figures because they don't have the systems

and the structure and the right bookkeeping practices in place.

And again,

it's because of that mindset that when you're starting really small,

you're not big enough to be doing that yet.

So the biggest piece of advice that I have overall is

treat your business like a business from day one,

focus on the systems,

start building a team.

Even if that team is your mom working for you an

hour a week,

I don't care what that team looks like,

but start building a team,

right? Treat the business like a business,

start building a team and get the right systems and tracking

and reporting in place.

I don't care if you have five customers today,

you will thank me later.

That is the biggest thing that is going to set you

up for success in the longterm of building a sustainable profitable

business. I agree.

And Kelly,

where were you when I started my businesses because I was

a late comer in that and it's harder later.

It's so much harder.

Yeah. I mean,

when you think,

okay, I just have a few sales right now or any

of that.

If you don't have an accounting system yet set up,

it's going to be,

I mean,

I've walked into some of my clients who,

Oh my gosh,

they have retail shops and they're pencil and paper manually tracking

all of their sales to this day.

I mean,

I thought I would fall over because all of the work

to then go back and put it into a system is

crazy and I've done the same thing.

I was that hard worker by golly.

I would work myself to the bone cause I didn't want

to extend any dollars out.

I wanted to keep everything for growth and I don't know,

it might've been okay to a certain point,

but way harder to implement and start building a team later.

I want to talk a little bit about something else that

you were just mentioning and that is getting stock.

And I want to relay this over to problem-solving.

We get stuck with some type of a problem and that's

an excuse not to progress,

not to proceed forward.

What do you do about problem solving and how do you

make sure that that doesn't be an obstacle that just totally

stops your progress?

Yeah. Okay.

Great. Great question.

Well, the first and most important thing is to understand that

problem solving is one of the most important skillsets of a

business owner.

And it is a muscle that you build every day from

the day that you start your business until the day that

you sell,

hopefully. And if you put your systems in place and set

things up the right way from the beginning,

you'll be in a good place to be able to sell.

But problem solving is something that a lot of times,

when people are suffering from a problem in their business,

they see it as just a hard stop,

right? It's like I can't get over this hump.

I can't get around this.

I've been struggling with this for so long.

But a lot of times what I find when I'm working

with business owners is that it's very limited thinking that keeps

us stuck.

It's a lack of innovation.

It's a lack of an entrepreneurial spirit of being willing to

try new things and fail.

when I started with Facebook advertising,

it was brand new and almost no one was doing it.

It was right when pages came out and I went to

go on air for a speaking gig.

And one of the other business owners there was there and

was like,

Oh yeah,

you were just kind of talking about what we were doing

to grow our business.

And she's like,

yeah, I just started doing Facebook advertising.

And I was like,

what Facebook advertising,

what are you talking about?

And she told me about it.

And I'm like,

that sounds really interesting.

I'm going to try.

And I had no idea if I was just going to

throw thousands of dollars in the street or if this was

going to be the best thing I ever did.

But I was like,

you know what?

This gives me an opportunity to drive new eyeballs to my

business every single day.

And it was really the catalyst for going from zero to

multi six figures in less than a year because it was

giving turbo fuel to my business of putting it on the

map and putting it in front of people and getting clients.

But if I hadn't been willing to risk trying a new,

innovative thing,

that I had no idea how the result was going to

go, I would have completely missed that opportunity.

So I just think when we talk about problem solving,

it's so important that you realize that it's typically our own

mindset that has kept us stuck and solving is a skill.

It is something that you actually want to set an intention

to work on because the more that you work on your

ability to solve problems and embrace,

when you're stuck on something,

realizing that it's you that stuck,

it's not the thing that's not working.

It's you kind of opening up your mindset,

looking at a different approach,

trying something new,

being inventive,

being innovative.

You'll begin to realize that any problem that you're facing can

be solved.

It's just the degree to which you're willing to get out

of your own way and come at it from a different

direction and have the perseverance and the persistence to keep working

at it until you get the result that you want.

So I know that it's kind of a long answer,

but does that make sense?

It makes complete sense.

And I think what you're talking about,

something that we talk about a lot is resourcefulness is the

answers are out there.

You just have to find them.

And when you do try something,

think of it as an experiment,

not, Oh,

I tried something and it didn't work.

I'm a failure.

Let's say your Facebook ads would not have worked exactly.

Well. I'm quite sure you would have either tweaked them or

you would have tried something else or it's just one step

along the way.

And also I'll be interested in your opinion.

I think you'll agree with me here,

Kelly is what works for one business doesn't necessarily work for

your business.

So again,

back to,

it's not a failure,

it's an experiment.

You can take other people's experiences and advice and suggestions,

but you still have to apply it to your audience,

your product,

your market,

because your market,

even if you sell the exact same product might be different

than a buddy of yours.

Who's three States over.

It might be totally different customer,

even though you have the same product.

So all you do is you test it,

you evaluate it again.

We were talking earlier about being strategic and then measuring.

And then if it's working great,

if not Mark it off as an experiment and try something

else. That's exactly right.

And in order to grow quickly and be a leader in

your space,

you have to always be in the process of testing and

trying new things.

Knowing that eight out of 10 of them may be flops

and you'll just fail fast and end them.

So you don't waste,

but two out of 10 are going to be brilliant and

they're going to be the thing that takes your business to

the next level.

And you have to develop that mindset as an entrepreneur in

order to become a leader.

And in order to become the type of CEO,

that's going to be able to create the profitable growth that

allows you to achieve the things that no doubt you had

in your mind when you started your business.

Yeah. And it's fun and exciting too,

doing the same old thing over and over again becomes a

boring. Exactly.

But again,

To your point,

it's all about mindset for sure.

A hundred percent.

Okay. So you have a feel for who our listeners are

here and I'm curious,

your business is totally different in the coaching realm,

but is there some tool that you've just found recently or

you've been using for a while that you think our listeners

might not know about that could be advantageous in terms of

productivity or market analysis,

something like Nothing that is technology driven,

but I'll just share.

One thing that I have my customers do that I think

has changed a lot of people's lives and that is get

an index card and write down on the index card,

the top 10 things that need to happen in your business

every single week in order to grow.

And then on the flip side of that index card,

break those things down into what you can do when you

have 15 minutes,

30 minutes,

five minutes,

two minutes,

and take those things,

divide them out,

get on the other side of that index card and carry

that index card around with you.

Because I think one of the biggest things too,

that keeps business owners stuck is the fact that we all

have a lot going on,

right? Like we have families,

we have kids,

we have responsibilities.

We have sick parents.

I mean,

the list goes on.

And I think a lot of times from a marketing and

sales Rose standpoint,

what stands in people's way is they see this big elephant

in front of them of like what they feel like they

need to do to take the business to the next level.

And because they feel like they can't get their hands around

it or can't get long enough,

segmented, blocked off time to do it.

They just don't.

And my biggest piece of advice to all the listeners is

get clear on what the most productive 10 actions that you

can and should be doing in your business every week are

get them on that index card,

carry it around with you everywhere you go.

And look for two minutes,

five minutes,

15 minutes,

30 minutes that you can get in some of those activities

each week.

Don't wait until the perfect time.

Don't wait until you have a whole day blocked off because

it will never ever happen.

Work with what you got fitted into the pockets that you

have, and that's going to be your best and fastest path

Cash. Wow.

That is gold Kelly.

I totally agree.

And talking about breaking it down into two minutes,

15 minutes,

if you have a big overall task,

you can break it into all of these little sub units.

And that's I think what you're suggesting you put on this

index card too.

Exactly. Sending a follow-up email right this morning.

So we had a sales call.

We have a sales call with my team every morning,

but we were on our sales call this morning.

And there was a really high dollar customer that one of

my team members was looking to close.

And we just spent two minutes on the call talking about

a strategy for her follow-up this morning.

And we just got an email back from the person saying,

great, I'm ready to move forward.

Thanks. That was one email.

If you break it down every day into strategic actions,

that actually matter that are going to be impactful for your

bottom line.

You can take two minutes and send one email.

You don't need to sit and wait until you have an

hour to send 50 emails fit in the one email here,

fit in the one email there,

just get it done with the time that you have use

your phone,

right, and fit it into your life,

that it into your busy life instead of waiting for the

perfect time.

And I think that will be for most people,

one of the biggest game changers for creating growth.

Now you work with a lot of people who are already

established businesses and you're helping them build the teams problem,

solve pivot so that they can grow.

Would you have any words of advice for someone who's listening,

who is thinking about starting their business or they're at the

starting line,

but they're waiting for that gun to go off so that

they can start.

What would you say to them?

Well, the gun is not going to go off.

That would be what I would say.

Them, you are the gun.

So the biggest thing I would say is just pull the

trigger and start doing whatever it is you want to do.

So if you want to start a craft business,

or you have this special product that you want to start

selling, or whatever,

start creating a product and start getting on live streaming and

using social to sell it.

You don't need a website.

You don't need to spend a year talking or planning about

what you're doing.

You'll learn more in the trenches in a month than you

could learn in five years of you trying to plan and

prepare and have everything perfect in a vacuum because that's never

how anyone learns to build a successful business.

So my biggest piece of advice,

which this has changed in the last couple of years,

cause this wasn't even available to us,

but I would become a maniac with live streaming.

If I was starting a new business today and I didn't

have any responsibilities and I didn't have anything in front of

me, I would just start off by live streaming every day.

And that would be how I would build the business.

It's simple,

it's easy,

it's free and it's effective.

Perfect. Love it.

Simple, easy,

free, effective done.

All right.

As we start to wind down and close up here,

Kelly, I'd like to invite you to dare to dream.

I'd like to present you with a virtual gift.

It's a magical box containing unlimited possibilities for your future.

So this is your goal or your dream of almost unreachable

Heights that you would wish to obtain.

Please accept this gift and open it in our presence.

What is inside your box?

Ooh, wow.

I just got chest.

I think what's inside.

My box is my ability to work with innovative people all

around the world to set up a completely reconstructed university system

that is for entrepreneurship,

where all of your homework assignments,

all of your tests,

all of everything that you do is actually work that you

do in your business.

And the only way that you can pass the class is

by implementing the thing in your business.

So that by the time you get done,

your years of university,

you are running a multi six-figure business and taking home a

substantial salary from that business.

Oh wow.

And are you going to create this Collie?

Yes. Yes.

Yay. There you go.

Love it.

Perfect. You've given us such good information and good advice.

If someone wants to know more about you and particularly your

podcast as well,

give a little promo of where people can find you,

your show,

what it's about and anything else you'd like to add?

Yeah, definitely.

So unstoppable success radio,

I do three shows a week and the whole show is

dedicated to helping entrepreneurs go further,

faster and accomplishing their financial and growth goals in their business.

So if you want a short,

tangible episodes that give you things to put into action right

away, unstoppable success.

Radio is a great resource for you in terms of connecting

with me,

I'm on Facebook,

a lot,

Kelly, Roach international.

I go live there.

I interact with my fans and my followers and my email

subscribers. And I would love to meet you guys and connect

with you.

And we do a lot of in-depth training type things on

live stream.

So that's a great place to connect.

And if you had to my website,

Kelly roots,

coaching.com, there are tons think there's nine different free downloads of

audio, video and trainings that are on all different topics to

help you grow your business And give biz listeners.

You also know there'll be a show notes page with all

of the links.

So if you didn't capture anything yet and you want to

go over and see what Kelly has to offer,

just jump over to our show notes page and you'll be

able to link through right from there.

Kelly, thank you so much.

I really appreciate all of your insight.

Great, great information for our audience today.

So I really appreciate your taking the time with me.

Yeah, Absolutely.

You're awesome.

Host, thank you so much for having me.

This episode is all wrapped up,

but fortunately,

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