Transcript of Make Millions Without Ads or Debts

Welcome to the I'm Charles Schwartz Show. In this episode, we dive into the world of business scaling and high-impact entrepreneurship with Kelly Roach, a powerhouse who has built multiple thriving businesses and helped thousands of entrepreneurs achieve financial freedom. From her early career, climbing the corporate ladder in the Fortune 500 to launching and scaling a multimillion dollar coaching empire, Kelly has mastered the art of growth without unnecessary complexity. Kelly reveals the Live Launch method, a proven strategy that has helped her clients generate six and figures without the overwhelming tech, expensive ad spend, or complicated funnels. She breaks down the power of value-driven marketing, explaining why entrepreneurs struggle to convert and how to create trust, engagement, and momentum before a sale even happens. This conversation is packed with no fluff, real-world advice on what it takes to grow a business in today's market. Kelly shares her hard-earned lessons on staying consistent, overcoming early struggles, and building a business that not only scales but serves. Whether you're starting from scratch or looking to optimize your launch strategy, this episode delivers practical insights you can implement immediately. Grab a notebook, lean in, and get ready to rethink how you scale your business.

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Welcome to the I am Charles Schwartz Show, where we don't just discuss success, we show you how to create it. On every episode, we uncover the strategies and tactics that turn everyday entrepreneurs into unstable powerhouses in their businesses and their lives. Whether your goal is to transform your life or hit that elusive seven an eight or nine-figure mark, we've got the blueprint to get you there.

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All right, everybody. Welcome back. I am exceptionally excited to be on this call today with me. I have Kelly. Kelly, you've done some magical things. Welcome to the show.

I am so happy to be here. Thanks for having me.

For the few people who don't know who you are, I didn't know that we're right down the street from each other, which blows my mind still. Can you tell the audience what the magical things you've done?

The magical things that I've done? Well, I've been helping people to scale their businesses online since 2012. Some of the magical things that I've gotten to be a part of are helping people to buy their dream homes for cash, take sabbaticals, take their entire family on dream vacations around the world, pay off all their debt, buy their parents a brand new home, retire their spouses, homeschool their children. What I have done is I've built a wildly successful coaching and consulting company. Then I've built five other businesses in the online space. But really what's important is what are the goals that my clients get. My clients are able to live their goals and dreams while putting their faith and their families first. That is the mission that I am on, to change the world by helping people to steward their gifts, make a massive difference in the world, do lots and lots of good, and make millions of dollars while they do it.

I love that you snuck in the last part, make millions of dollars. You've done that. You've created figures now without taking on any debt. You didn't take any loans. You did this really with with your gifts. A lot of people don't understand how challenging that is in the market space that you're in as a coach, especially with the way our society views certain sides of us, they don't treat it as equally. What are some of the hurdles you've run into as you're going through and as you're keeping the faith to go through these next steps? What are the things that have been in your way and how did you overcome them?

Well, I came from the Fortune 500 world, so I was head down, first one in, last one out for about 10 years. It was an amazing experience. I was promoted seven in eight years, and I ended up managing 17 locations. I had a team of 100 people, and that's how I learned business. That was just a massive blessing in my life. I learned everything I know today and that I use to teach today from that time and that experience. But what that meant was when I first started my business online, I just spent 10 years basically completely internally focused in one company. I had no network. I never used social media. I had no brand online. I had no email list. I had no anything because I was so focused on building my career in this company, and all of my responsibilities were internal with my team that I really had no reason to be focused on the outside world. I had to figure out when I got in the online space, okay, first of all, I was still working in my job, and I was building my business on the side. I had to figure out in three hours a day, how am I going to get this business off the ground and make it successful, get it making money so that I can reinvest and scale.

I built my business to seven figures while I was still working in my job. It really came down to three things: creating content, having conversations, and booking consultations. I focused on just those three things over and over and over again, and that's how I got the business off the ground. The first hurdle was no one knew who I was. I had no audience. I had no network. I had no email list, and I was starting from scratch. It was, how do you even get people to pay attention to what you're doing or care. And so I just focused on, how do I bring as much value as humanly possible to the market every single day for free? That was my only goal when I started. How do I bring value? So I started recording videos, which, by the way, I was absolutely horrible. I was so nervous, so awkward and uncomfortable. Those early videos were not good, but I forced myself to do it. Posting tips, posting strategies. And I knew that I had accomplished my goal when I I got a message one day, Charles, from someone that was following on my Facebook page, and they sent me a message and they said, Hey, I'm writing you today because I want to let you know that I've been following your free content here on your page, and I feel really guilty because I've been growing my business for free and haven't been paying you anything, I'd like to send you a check.

Nice. That was a huge moment for me of recognizing that being consistent with those deposits in the reciprocity bank, of truly being of service, of truly adding value, the unscalable really is scalable. You asked what hurdles. That was the first hurdle. Then, of course, the second hurdle is, I'm working a full-time job. I have three hours a day. How the heck do I figure out how to get this business growing? As soon as my business started taking off, I found that I was pregnant with my daughter. Now I have a newborn. I'm breastfeeding. I'm working a job and growing a business. Really interesting dynamic.

It's a lot of sleep.

Yeah. There was a lot of sleep happening during that season of life. But the second big hurdle was, how do I figure out how to grow with really limited time? That's when I came up with the three Cs that I mentioned earlier. I'm going to focus on content, conversations, and consultation. I'll just pause there. I gave you two of my challenges. There are many I could share. There's many more. But I'm taking it way back to the beginning stages because you said if you're a new coach or consultant, and getting started today.

I love that you brought up two very specific things. You brought up value. Deliver more value without asking to get paid. There's so many people walk in and say, Hey, I've done this, now pay me. You did the opposite. The other thing is the consistency idea. If people who are watching this, there's flowers behind you. You don't grow flowers by walking on, taking a bucket, dumping once, and then walking away. It's a couple of drops over and over and over. I love that you did that. I love that you also helped people understand that your first videos were not great, and none of our videos are great, and we're all awkward. No. No matter how How many times I'm on stage or how many times I still get awkward? How many times I'm like, Am I doing? We all have those moments. There's certain things you do with your clients. You teach them how to launch in a very specific way. It's proven because not only has it worked for you, but obviously it's worked with your client. It's really nice. Could you walk me through the overview of what that launch is, what you call it, how it works, and then we'll get some details so the people who are listening at home get that type of value so that they then also write you a letter saying, Hey, I got this for free.

Sorry, I need to send you a Yeah, absolutely.

Well, I mean, my journey launching started off like this. When I was a new entrepreneur in the online space, I did what anything, any good new entrepreneur does. I went and invested in all the courses, the coaching programs. I hired a coach, I hired a mentor. I started studying all the launch models that were being taught. At the time, there was really only one show in town that was the PLF method. For anyone that remembers back in the day, this is a very tech-heavy, very complex, very expensive process. So formal videos, a video crew, slide decks, hundreds of emails, multiple tech. Here I am, a new entrepreneur. I'm just getting started. I'm already awkward on camera trying to figure out how to do all the things. So it's no surprise to venture to guests with almost no audience, very small audience, that these launches were losing money. And I was losing money and losing money and losing money. Even though I was a great student, I was studying the method, I was executing what was being provided. It's not that that method wouldn't work, it's that it wouldn't work for the average entrepreneur. The average entrepreneur is bootstrapping a business.

They have a small but growing audience, they're early stage in their business, and they're trying to figure out how to make a name for themselves. I wanted to create a method for myself that allowed me to override all these things, the complexities of the tech, the expense of all of these different pieces spaces that you're moving together, all of the distractions of all of these things that took you away from actually doing what we're doing right now, which is having a meaningful conversation that adds value for people. This happened to converge with the exact time that live streaming became available because dating myself now, when I started in the online space, probably when you started, live streaming wasn't a thing yet, right? So I saw this tool and I was like, So you're telling me that we get access to billions of people for free, 24 hours a day, seven days a week, and no matter where you are in your journey, you get to just run an infomershal. Any day, anytime for free. So I said, I'm going to start leveraging the power of live streaming. I killed all the tech. I had no landing page.

I had no email sequences. I had no anything. And what I did was I designed a four-part process where I would stack value I would teach four building blocks. And the way that I tell people to think about the live launch, and it's called the Live Launch Method, I've taught it to over 100,000 people now, very commonly used verbiage in the space now, yet many people don't really understand how to do it the right way. You take the four building blocks that if you could only tell someone four things, four key lessons about the thing that you teach, the solution that you offer, the result that you help people to get. If you could only teach four short lessons and you had to get them results for free in advance of payment, that's what you teach in the live launch. It's four sessions in a row. You teach for free, you give value, and your goal is to get them out of being a passive participant, just consuming your content, to an active participant, taking a new action, developing a new mindset, getting into motion in some way, shape, or form with the objective that your four free sessions are worth more to this person than the last three things that they paid for.

Your job in the live launch is to get people a result for free in advance of payment, because an object in motion is likely to stay in motion unless something more powerful comes in its way. We know this. So the goal of the live launch is to get people taking action, to get them moving forward, to get them to see, Oh, my gosh, this thing is possible for me. Here I am. I've been stuck. I've been frustrated. I've been in the same spot for months, weeks, maybe years. Now, all of a sudden, I did these free sessions. I'm taking a new action. I'm getting a result. And now you have them in action. And of course, they don't want to disconnect from your energy, from the results that they're seeing, from the action that they're taking, which is when you flip into what I call the five days of selling, where you do five back-to-back sessions, where you invite them to come and join you inside your product, your program, your service, whatever it is that you sell. And so over the course of those five days, you're continuing to add value, but you're doing in a very different way.

You're doing case studies, you're doing interviews, you're doing co-working sessions, you're giving them homework to work on, you're doing mindset sessions, you're proactively addressing all of the objections that you know people have to buying, but you're still continuing to sell and invite them. There's studies that have been done on brain science that when someone spends nine hours connected to a message, a person, a communication, they are going to build that no trust factor that we know is essential to get people to buy. There's a lot of elements of the live launch. I wrote a book on it. I'm actually recording the brand new 2025 audiobook as we speak with all the updates for the new year. But What that did for me and what that's done for all of my clients and the people that I've been teaching that to is, one, it killed the complexity. The number one reason why people attempt to launch and they don't have success is they're not actually focused on connecting and engaging and serving the people, they're focused on the 800 other moving pieces that they're trying to manage just to execute the launch. That has nothing to do with adding value for anyone.

There's no presence, there's no intent, there's no actual deliverable for the people that are giving you their time, essentially. So it kills the complexity, number one. Number two, it kills the expense. So when I started launching and I was following these other methods, I had to pay for all the tech. I had to pay for all the people to edit all the slides, all the videos, copywriting for all the emails. I had to layer and layer and layer so many expenses just to do the launch, that to make the launch productive, you are already in a hole before you made a single sale, which is probably what the experience of a lot of people listening to this video are. So the reason why I teach the live launch the way that I do is that you can start off completely organically. You don't need to have a big team. You can do this the first time without running ads, without adding any expensive tech without anything other than your phone, which is what I did. I scaled the business on my phone without any tech, without any extra things, until I started getting six and multiple six-figure launches.

Then I was like, okay, Now I'm going to start layering in tools and things that give segmentation and things that give data and all those other things. I think that's one of the things, Charles, that really kills it for people is that they're trying to do a level 20 strategy when they don't have mastery of level one. Level one is connect and convert. It's literally get people to be compelled by your message and willing to give you your time and then be a good steward of that time. And so many entrepreneurs are over here executing all these highly complex funnels and SEO and this and this and this and this. And they're spending tens of thousands of dollars to do a strategy that they're never going to get a result from because they don't understand the fundamental that the strategy sits on top of. So the Live Launch is about helping people get good with conveying their message in a compelling way, getting people a result in advance of payment, building and accelerating trust and making offers so that we can get good at those four components and then move on to layering and stacking all of the tools and all of the accessories and all of those extra things that help you with the scale process.

Process. So hopefully that gave a little bit of what- Just a little bit.

We're going to have to rewind a whole bunch here and go all the way back to the beginning. You've trained a lot of people with this. You talked about tens of thousands of people that you've gone through this process. When someone comes in, they're like, Hey, get it conceptually. I'm not going to spend a bunch of cash. I need to go live. I need to provide value. There's things I need to master in level one before I even get to level 200. When someone says there's four things that you have to do. It's your first thing you said, there's four things. What are some examples of that that you've seen that work like clockwork? If you were situation where you're like, Hey, I need to make money. I'm completely broke. I got to feed my daughter. What are the four things that like, these are what I'm going to lead with if I'm going to go live? So someone who's listening right now goes, Okay, this is what I can do right now.

Yes. I mean, first of all, content, practice going Live. That's the thing. A lot of people want to launch, but they don't know how to run a launch conversation that is going to compel someone to sit there and to engage and to show up again to a launch. How do you do that? You start doing a daily live stream. You start practicing. It's just like an athlete. What does someone that play basketball come in? They start dribbling down the court from the moment that they start practice every day. If you want to scale $100 million business, you have to start by learning how to make a sale. If you want to scale a live launch, you have to start by learning how to do a live stream. The first thing I would tell people to do is start going live, start adding value, start putting content on people's feet. The second thing I would say is you have to start engaging with people. This is one of the greatest disservices that I think that has happened to entrepreneurs in the last 5-10 years. When you look at billion-dollar companies in the corporate space, which is where I came from, they have databases, they make phone calls, they send emails, they have meetings, and they sell things.

They sell things every single day. They're selling all the time, every single day. Well, entrepreneurs have been told this story that if they just learn marketing, they'll never have to talk to anyone. They're going to make sales automated overnight while they sleep. Even when someone pays them and gives them money, they don't need to interact with them. They keep hearing this story over and over and over again. Then so many entrepreneurs are so broke and they're in so much debt that they have to go back and get a job because the story that they're being told about what entrepreneurship is versus what it takes to build a business, they're completely incongruent. You know what I'm saying?

Absolutely. We have all these ways to communicate, but we actually don't talk to each other anymore. No. When we're going into this environment and we're trying to provide value, which is that first thing, you have to make sure that you are the obi-one, Kenobi, to the Luke Skywalker, or for the younger audience, the Hermione Granger to Harry Potter, I guess, would be the best supporting actor. If If we're going into that, I don't know. If we're going into that and you're trying to provide value, there's a lot of people who say, Okay, conceptually, I get it. I get I need to go live. I get I need to practice going live. I get I need to do this. But the minute that camera turns on or the minute that someone shows up, they they freeze, they want to know, how do I provide value? What are the things that I can do that immediately create KLT, that know what I can trust, that builds that rapport? What are some of the things that you've seen that say, this provides tremendous value?

The easiest thing What I want to do is I don't care if you have one follower on social media. I started from zero. I did not use social media personally. When I say I started from zero, I actually mean I started from zero because I had a few hundred people I was connected connected to that were my high school friends and maybe a couple of people from college, whatever. You have to start at the very beginning. If I get one follower, let's say you come and you follow my Instagram account or you follow, you connect with me on LinkedIn, or you connect with me on Facebook, I'm going to immediately send you a DM and say, Hey, thank you so much for being here. I am so interested in what you'd like to learn about ABC XYZ, whatever your topic is, whatever your business is. I'm about to create a bunch of new content. I really want to make sure that I'm serving the people that are honoring me by being here. And what people get wrong is they immediately start spamming their followers on social media when they haven't added value for them, they haven't built rapport, there's no connection.

The people are not bought into your brand. They're just trying to check out what you're doing, and they're already hammering them with some type of spammy message. But what I found is that when you approach that completely differently, and I've been doing this since I first started my business, I would get a follower. And even when I was starting and I had a very small team, I started off with a part-time fractional admin. You send a message, Hey, thanks so much for being here. Kelly is about to record some great new content? What are some topics that would interest you? And we, from the very beginning, started just sourcing and sourcing and sourcing by simply asking questions. So I think the most important thing, and I always tell people this, if you want to sell things, you need to be in the operating reality of the person that you want to sell things to. It's not about what you want to sell. It's about what does that person want to buy? And the same thing goes for content. It's who do you want to serve? Ask them what matters to them. Ask them what questions they have.

Be focused on being of service. When you make it not about you, it's so easy. Business gets really, really hard when we make it about ourselves. Business gets a lot easier. I won't say easy because business is not easy. But business gets a lot easier when you make it about other people and when your intent and your focus is on service. So we've been doing that since the very beginning of starting my first company, and we still do it today. We'll get new followers, they Hey, Kelly's about to record a bunch of new podcasts for this month. What's a topic that you'd be really excited to tune into and start listening to? And they'd say, Oh, Kelly has a podcast? I didn't even know that. Great. Now you get a new podcast follower because they gave you a topic and they're excited to listen to the show where you talk about it. It's just keep it simple. I think that's the biggest thing, human connection.

I think the best example I heard of this was a waiter. To be the waiter to your guests and walk and say, Hey, what would you like to eat? I would like sushi. Okay. You don't turn around and say, Here's some chicken. You're like, No, you asked for sushi. I'm going to go get you sushi. When you bring them sushi, all of a sudden, they're like, Oh, my God, this is great. Thank you. But most entrepreneurs don't do that. They think they matter in the equation. You don't. No offense. No. Wonderful. I'm sure your grandma loves you or your grandfather. I'm sure it's great. It doesn't matter. What pain are they in? What do they want from you? And give it to them. When I grew social media because you and I grew up at the same time, I didn't like social media. I didn't want to be on social media. I hated I'm going to go 100,000 followers in 39 days because I said, What do you guys want me to talk about? And then I just talked about it. If you're in the situation, I think what Kelly, you're saying really well is, if you don't know what your content is that you want to create, congratulations, you're in the right place.

Talk to your audience and ask them to Ask them what they want and then help them eliminate their pain. I love that you talked about going directly to them and showing that and having that social proof. One of the things that surprised me that people don't do enough, and I love to have you talk about it, is you've written a book about this, and you're giving away the value of the book. I've written a book, you've written a book. One of the things that people don't understand about books is we've poured our heart and soul of it, because even if we're really successful, we still have that imposter syndrome, and we're like, Oh, I don't know if it's good enough, so we do it and do it. So we give tremendous value. In your book, if you were saying there was one takeaway in your book that you're like, God, just please read this one chapter. If you're struggling, if you're that single mom out there, if you're that person who's broke, you're trying to get the job, if you're trying to build an empire in this situation, if there was one section, if there was one thing in your book, like please just, I don't care if you never follow me, please just read this.

What would that be?

Yeah. Well, what I'll say is in the live launch book, I have 41 page case studies of people just like you that had no idea, how could this work for me? What could this look like? Will this work in my industry? Will this work in my business? Is my business too small? Is my network too small? Do I not... They have all the same questions that every person here listened to. And I would just encourage you to just grab the back of the book and flip through it and just point to a page and read it. And you will leave so inspired and you will realize this is... Live launching is for the everyday entrepreneur. I call this the strategy for the everyday entrepreneur that wants to achieve extraordinary ordinary things. And it's accessible to everyone. And you just start from where you are with what you've got. But I think it all comes back to that deep intention of being of service first. It's how I built my entire business, my entire brand. You can never give away too much for free. You can never add too much value. And even if someone doesn't buy from you, they then become an ambassador in the market for you.

I have so many people that have bought from me that were referred to me from someone that wasn't even my client because they saw my content, or they sat in one of my launches, or they read one of my books and they were like, Oh, no, she's the girl that you have to go to for that. I think people don't realize it's not like one plus one equals two. It's like one plus one equals 10 when your intent is focus around serving and adding value.

I think people also don't understand, how do I find the people that are proven versus the people that are fake? What are the pretend versus the proven? The fastest way to do this, be it Kelly or anybody else, ask them for case studies. Get social proof. We We would go in and we would sell IT services and people come up like, Hey, how do I know you're the IT guy? I would unlock my phone. I'd hand them to the phone and say, Anybody in the phone that says client in front of it, call them, ask what do you want? I'm going to go and eat all your donuts. I'll be back in 15 minutes. Love that. They would call and it would close. If you're looking for an expert in the field, someone who's proven, if you don't have your network that, again, you spend a long time building yours, I've been very blessed to build mine, find those case studies. Absolutely. Mission critical. I'm glad you have that because I haven't read a book yet and now I have to. It'll be awesome. I'll get them from you. There you go. I'll give you one of mine.

We'll trade. As we go through this, and okay, I've delivered tremendous value. I've learned that I'm not the most important person. I'm not trying to make myself the lead actor in someone else's life. I'm the supporting actor. I've given them social proof. I'm giving them what they want. I'm speaking in their language, which is huge. Don't speak in your language, speak in their language. When you're in that situation, okay, now I need to learn how to close. I've given all this value. I've done this. How do I? Because they're not just going to mail me checks for free, which would be great if they could, but they just don't do that. When you walk someone through that close, what's more important? Is it the funnel? Is it the way you talk to them? How do you outsource it to a team? These are struggles that people run into because people feel afraid to ask for that close.

Yeah, it's so good. Here's what I always say, for starters, most businesses don't grow because the business owners just don't even make enough offers to grow. I always say before you focus on the quality, you have to focus on the quantity. On average, an adult learner needs to hear something eight times to get it through to them, which is why the live launch encourages you to keep repeating the offer over and over and over and over again. The biggest mistake that most small business owners make is that they're simply not sharing their offer frequently enough for someone who may have been interested, who may have been a perfect ideal client. They just didn't get enough. It's not data. It's almost familiar familiarity to have the comfort to make the buying decision. So the first thing that I always tell people is before you even get into the skill of selling, you need to focus on the quantity of making offers consistently. And this is why, going back to the question you asked earlier, what can they do to get started? And I said, live streaming. I love that because it is a safe space for you to practice both adding value and making offers.

Because when you're live streaming, you can always be inviting people, even if you're not necessarily making a offer for a product, you can make an offer to join your email list. You can make an offer to join your Facebook group. You can make an offer to get started with a free guide that you have or a tool or resource that you're offering. But I think the first and most basic fundamental thing that even puts you in the game is you have to consistently make offers. And then when you start merging into, okay, now, how do we get good at making offers? How do we actually convert when we're making offers? Something that you can talk about naturally, that you're not reading a script, you're not following a sales page, you're not reading off of a template. That in and of itself gives a thousand times more conviction and passion and energy. We know that people are so much reading our nonverbal cues, even more so than they're listening to the words that we're saying. So another reason why I go back to the quantity of how many offers you're making is that in many instances, it's not even the words that you say, it's the confidence with which you say them.

And you can only build confidence through doing. You can't sit in a classroom, you can't read a book, you can't study Kelly, you can't study Charles. You have to actually go and do it. So I think that's the biggest thing I say to people is, forget you trying to come up with the perfect pitch. You need to make a pitch, and you need to get good at making a pitch to the point where when you make a pitch, you're energetically present with the person, and you're in a state of conviction and belief about what it is that you're offering. Because without that, it doesn't matter if the words you say are correct, they're not going to believe you anyway. They're not going to energetically connect with you.

I think it goes back to what you said originally, which is provide value. If you know deep down in your soul that your spirit is bringing you to the place of giving value. It doesn't matter how horrible you are when you deliver it. I've had multiple clients who are just, they're horrible at it. They're just not good at speaking. It is what it is. I'm like, Congratulations, you're going to go do improv. They're like, What? I'm like, You're going to go do improv. Go take some improv classes, go practice because the ability to jump on and people see podcasts or they see us on TV or see us on stage, you're like, Wow, it just seems so easy for them. It wasn't always like this. It took some time. Exactly. I get nervous every time I'm on stage. It doesn't matter if it's five people or 5,000 people. You're just like, Okay, well, here we go. I hope I don't pee during this because you just have those moments. But if you're coming from a place of authenticity to truly give value, that will come across. I also love that you said, Don't pitch your just your offer.

Pitch just, Hey, I want When can you guys be on there? Get used to rejection, but get used to also trying this over and over. Now, I also love that you're in this space of just honesty. We know that you can start this in 37 seconds, and five days later, you'll be a bazillionaire. That's not real. Being in this, if someone is sitting down going, Okay, I get it. I love Kelly's energy. I love that she's done this. I'm a mom. She's a mom. Wow, she's really done this. This is amazing. What is a realistic timeline? If someone is starting from Bupkiss, absolute zero, zero. They have a decent offer. They know what their offer is, which I just condensed at a lot of time there, but they actually know what their offer is. What is a realistic timeline? If someone's saying, Okay, I'm going to do this part-time, versus, I'm going to do this full-time.

Yeah. I mean, listen, everybody's journey is different. We've had people come in and do $300,000 in their first live launch. We've had people come in and do one sale in their first live launch, right? So it is so dependent on so many factors about where you are, where your business is, where your audience is, all of those things. But I mean, the longer you wait, the more you push back your timeline. That's the bottom line. And the thing is, even just putting yourself in the space of going through the exercise of registering people and bringing them into the conversation and starting to connect with them in the DMs and practicing sharing your message, that in and of itself is so unbelievably valuable. But yeah, I mean, most people do have success with their first live launch. No, you're not going to be a gazillionaire. It happens. Darn it. But yeah, most people do have some level of success with their live launch. And the level of success that they have usually is dependent upon, for example, do you have an email list? Do you have an audience? Are you active on social media? Have you been putting out content?

We have people come to us that on one hand are starting from nothing. Like, literally, they have to learn how to start putting out content. They have to learn how to start building an email list, et cetera. And that's fine. And that might be a person that might make one, maybe three, maybe five sales in their first launch. Then we have other people come to us that say, I have a seven-figure business. I want to go to eight figures. And those people can do multiple six figures in their first launch because they have the business foundation in order to do that. But I think regardless, it's like every day that you waste that you're not doing this, you're missing out on the greatest tool that we have have is our phone. And most people allow their phone to own them instead of them owning their phone. And so my call to everyone watching this show today is, how are you owning your phone instead of letting your phone own you? And going live is the best exercise, bar none, in clarifying your message, getting confident speaking your offer, getting confident making offers, getting confident selling.

There are so many benefits of just doing the exercise itself to become a better business person, that that in and of itself will have an impact in all the other things that you do in your business, right?

Absolutely. When you go through this and they have a branding cycle, Because people, they don't know what to do. They're like, How do I even build an email list? What are the tools that I should use? How many emails should I send out a day? How many should I send out a week? What should I put in my emails? I think the overarching thing that no one talks about enough is value. Be consistent. Yes. That's the most important. When you're talking about the individual tools, how important are those individual tools in comparison to consistency and value? What tools do you use?

Very unimportant in contrast to the consistency value, and they become important as you scale, not as you start. They become important when you're working with tens of thousands of people, obviously now segmentation, open rates, conversion rates, looking at your landing page, looking at clicks to the sales page, all of those data points become important once they're already good. But when you're getting started, it's like you just got to do the thing. I see so many people that they want to sit in their spreadsheet. I have people come to me and they'll say, I did my first launch. It wasn't successful. It failed. I said, Great. Tell me how many people you had registered. They're like, 20 people. How many sales did you make? One. I'm like, You closed one out of 20 people. That wasn't an unsuccessful launch. You didn't register enough people to be successful. So I think so many people want to micromanage the details and nuances before they've done the basic foundations of, you got to get it out in the world. You got to get started.

I also think they need to manage their expectation. If you come in and you do a launch and you're closing 5%, you just haven't brought enough people in. Because if you now know that, Hey, I'm going to do this, and it's going to close 5%, and I need to make $400,000 this year, which means I need to close 20 people. Okay, well, then what are my numbers? It's algebra. This is why they taught us algebra. X plus Y equals Z. You have to figure it out. We learn more from failing. I remember you were telling me this off camera that when your daughter was first learning how to walk, that she felt, That's it, I'm not going to teach you anymore. That's not what we do. Obviously, you didn't tell me that. If you're in a situation where your daughter's not on a walk, you didn't give up on her. Like, well, okay, we learned. Let's try it again. Our society has taught us, okay, you failed, you're a failure. No, you're only in a failure-weighted success. And inside every failure is a gift. If you're in a situation It's a situation, which Kelly just talked about, where you're saying, Hey, I did 20 people came in, I closed one.

You just hit a home run. You now have your skeleton key. Until you fix something else, you've got this. A lot of people get addicted to, Hey, what is my landing page supposed to be? Should I use Awebber? Should I use ClickFunnel? Should I use... No, that's relevant. Have you provided enough value where they're begging to buy from you? If you get there, the rest of it is easy, breasy, super, super simple.

It's so true. That's why I don't stress about those other things, because if you focus on the value piece, especially in the market today, people, most business owners are so focused on automation that they're not actually focused on human connection. It's so funny because people will stress so much about the tech and the stats and all of those things, but they're not even focused on the one thing that it just makes selling so easy, which is just connect with a person. I I sent a couple of audios to people last week, and then I sent a couple of videos, just a one-minute video. My team had come to me and said, These handful of people, I really want them to join this program. Can you send them just a personal touch? And I was like, Yeah, of course. The messages I got back from people, shocked. They couldn't believe it. I'm like, That took one minute of my time. One minute, not even one minute. And it's literally just being a good human. It's the best business tool you can ever have. And then you can come to the tech tools and all those other things as you learn the basic foundations.

But yeah, I think one of the reasons why I am so excited to share the live launch method is that I think that online business has been made very complex, expensive, and overwhelming by people that have never really built anything. What I'm trying to do is unravel that a little bit. Yes, there is a time and place for systems. I have a full-time operation. I'm very blessed. I have a full-time operations team, multiple people on it. I have people that do all those things. That's great, and I'm very blessed to have that. But that wasn't how I started. That was down the road. I didn't... You know what I'm saying? That was down the road. Absolutely. That was down the road. Exactly.

I think people are starving for connection. When you sit there and you send that voice message, even though they're playing it through all the time, all of a sudden, now a piece of content is custom for them. For example, whenever I get pings, I always send voice notes. Always. For two reasons. One, I can't spell to save my life.

It's horrible.

Secondly, it's easier for me to go blah, blah, blah, blah, and then it's a spas. Now with AI, we don't know if someone's texting us. So send that two seconds, connect with the human being, go to their level, find out what they want, meet their pain in their language, and magic will happen every single time.

It really is true. It really is true.

It's not that complicated. Just be honest, be authentic, give. As you're going to this and you're going through this and saying, Okay, this makes sense. This is starting to get a little bit more complicated. I understand systems are down the road. When you're walking into this and it's, Okay, what is my next step? I'm interacting with people. Should I be on Instagram? Should I be on Facebook? Should I be on... We don't know if TikTok is still going to be around much longer, but what should I go on? What is your answer to that when you do that to give that information?

Yeah, I always tell people to go where you have an audience. If If you don't have an audience, I'm going to tell you to go to Facebook because they have groups, and it makes it super easy to launch and super easy to have everyone contained in a community. It's easy to just start there. But we've had clients come to us that they built their whole brand on YouTube, and they live launch using YouTube and text messages. We have other clients that have come to us that have super engaged Instagram audiences. We're like, go launch on Instagram. We have clients that launch on LinkedIn. So I always tell people, go where your audience is if you already have an established audience. If you don't have a very engaged, established audience that's already buying from you, I would say go to Facebook because with your advertising, when you run Facebook and Instagram ads and the ability to move them to a Facebook group from a launch perspective, that's going to be far easier for you to actually connect with people and to segment the leads and move them through the process.

One of the things you're talking about is delivering a tremendous amount of value, pushing your message out there. There's a lot of people that say, Okay, I get it. I'm going to put it out there in Ether. I'm going to send out, I'm going to send out. But they get worried about being so much fog. How do they become that lighthouse? How do they become signal versus noise? How do they break through all of that?

I think that you need to study the term zeitgeist. Zeitegeist. And that talks about being in the conversation that is already happening in people's heads and meeting them where they are. I think the key to great marketing that is authentic, that is in integrity, that actually works. There's lots of ways that you can market, but we want to market in integrity, authentically, in a way that puts people first and gets people results. The best possible way that I've come across to do that is to study the zeitgeist and understand that it's always changing all the time. Yes. This is how you can keep selling the same thing for 10 years and still be always iterating and always reinventing and always having a fresh, new, urgent message that people will buy. Because if you're always focused on studying the operating reality of the people you want to sell to, the conversation in their head is changing all the time. And what you need to do if you want to break through the white noise and you want to be seen and heard and paid attention to is, again, it's not about me. It's about what is the conversation in their head?

What is the the thing that's on their minds? What's on their hearts? What are they worried about? What are they desiring? What is the thing that they're facing? What is the challenge that they're going through? It's meeting them where they are and selling them what they want. You're going to give them what they need, but you have to speak the language where they're going to say, Yes, you get it. You're in my head. That's exactly what I want. That's exactly what I need.

I think you said it before, you got eight swings at this. You have to talk to them at least eight times for them to break through. When you talk about language, some of the audience, they won't get that. The best way I think I can describe this is if you're making a dating website for 25-year-olds, you're going to describe the people in that environment in one specific way. If you're making a dating website for 35-year-olds, very different. So the 25-year-olds are like, Spontaneous fun, adventure, travel. 35-year-olds are like, Stable, family. So it's different. So when you're interacting with your audience, speak their language, go to their watering hole. If they're hanging out on TikTok, go there. If you fail, congratulations, you got seven more swings. When you fail again, do it again, and again, and again, and again, and just keep running into it. You're never going to succeed your way to success. You have to fail your way to success. If there was one thing that you could sit there and say, This is a tool that I've used, other than what we're going through, and there's so much here. If there's one tool that you're like, I just wish my clients would do this one thing.

Everybody listening to me, yes, there's this wonderful live launch method, and there's so much more beyond just that. But if there's just one thing, you say, God, please, just for the love of, please just do this.

I would have to bring it back to making meaningful content every day, and I add the word meaningful because there's a lot A lot of people that put out content every day to check a box, and it's just noise, and it does nothing. There's so many people that they have automated content. It goes out every single day. No one cares. No one's engaging with it. No one's clicking on it. No one's doing anything because you don't care. And so I say meaningful content each day. Put your heart into a message that you're going to bring to the world every single day, whether it's in a post, it's in a story, it's in a live stream, it's in a video. Put something in the world every single day that is a deposit in the Reciprocity Bank. And I always say the currency of integrity is 10 to one, it's not one to one. And so when you focus on making deposits in the Reciprocity Bank by putting something out in the world every single day that you actually care, that you actually care to share. You're not doing it because you have to do it. You're doing it because you're being of service.

That is, to me, the key critical element of building brand. And building brand is far more powerful than making a sale. Because when you build brand, that's how I've been able to build all these different companies, because my brand was so strong, because the results we got people with the live launch, that when people see me doing something else, they're like, okay, well, we already trust you because you do what you say you're going to do over here. When you say you're going to do this other thing over here, they're going to assume that you're going to put your heart, your energy, your integrity into what you're doing. So meaningful content every day.

I want to go back to meaningful content, but I also want to explain branding or kick a nick at this. If I took a Nike warehouse and I said, I'm going to give you every shoe that's in the... It's yours completely for free, but you can't have the brand name, you're not going to be happy because you'd much rather have the value, the brand equity is more important than your actual. When you're creating meaningful content, you've worked with a ton of people. You've been radically successful. You've proven that this is something that leads you in this field. You're one of the leaders in the field for this. What are examples of meaningful content that maybe some of your clients have created?

Well, I say, first of all, telling stories of your journey that provide a specific lesson that meets people where you know that the market is and what they're struggling with and shows them how they can overcome it and how they can get to the other side. So meaningful stories is a great way to do that. And I do that with posts, usually, where I'll walk a situation that happened, how I felt, how it impacted me, what I did, and then what the result was. It gives people that whole journey of, I'm struggling with this thing right now. I feel like crap. I feel broken. I feel like it's never going to work for me. You're giving an example to say, Yup, I was there. I experienced that exact same thing. I was right where you were. Here's what I did. Here's where I am now. You can do it, too. That's a great example. Another example going back to your point earlier, was case studies. I think a lot of times people only use case studies to sell. They don't use case studies to serve. Another great example is literally just going back to your clients and saying, Hey, I would love to feature your story.

You can interview them on social media. You can do a write-up of them on social media. You can put them in your stories. The format doesn't matter, just like the platform doesn't matter. What matters is the intent and the value of what you're doing. But a case study that shows before what you did with them, what the specific strategy was, to your point, what was the specific strategy that you implemented, and then what was their outcome? Showing that hero's journey. Again, meeting people where they were, where they are, the unlikely situation or circumstance that's in their head right now, which is why they haven't bought anything from you yet, because they are like, I know you can help people, but I don't know if you can help me. That's always what they're thinking. Will it work for me. So case studies are another great one. We could go on and on and on. But I think also to your point earlier, taking what you do and picking out smaller pieces that you can tactically break down in a step-by process. That's super valuable for people, especially in a world like today, where there's zero barrier to entry, and most of the people online are just complete nonsense, and they actually don't teach anything, and they actually don't know anything.

Might be the politest I've ever heard someone say it. I say it much more intently. But it's true. It is. There's so many people. I call it pretend, which is a nice way, but stemmer- Pretend is also a very nice way. I'm trying to be nice with it. Yeah, it's so toxic out there.

That's a very nice way. Again, breaking down a process where people see your workflow and your thought process, and then there's actually a system behind what you teach is super crucial. That's why I I teach the live launch every six weeks for free, and I give the whole thing away. I don't gatekeep anything. I'm not like, Oh, I'm going to teach you the what, but I'm not going to teach you the how. I literally give it all away, and then I'm like, You can go do this on your own. And I have people make hundreds of thousands of dollars taking the free workshop and just implementing it. Then I'm like, If you want hands-on help, you can work with my team and the business advisory, and you can get coaching, whatever. So case studies, stories, and step-by-step processes are really tangible, valuable ways that you can add value on a daily basis. And I mean, we don't have all day, but we could keep going with that, right? Absolutely. There's so many different ways. But I tell people this, you become a great leader when you decide to set the intention of becoming a great leader because you're going to be cognizant of your behavior and your actions every single day.

You become a great content marketer when you set the intention that you want to be a great content marketer. Most people are just putting out junk to check a box, and then they say, I get no engagement online. You get no engagement because you don't care. If you actually put your heart into creating things that you think can make a difference in the world that people would want to and feel like, and I say this to my team all the time because I have a lot of creators on my team that market for my different brands. I tell them, your job is to be a good steward of people's time. If someone read your post or read your newsletter or read something that you put out, and afterwards they're like, I want my time back, that That's a problem. You fail. We need someone to read anything we put out and say, Wow, it's a great use of a minute of my time. I just got so much value out of it. I can't wait to see what they post next. It's just a little difference in your approach and mindset that makes a massive difference in the results that you're going to get.

Yeah, that little difference is a massive change. You were talking about before, it's feel, felt, fix. I feel what you're gone through. This is how I felt it. This is how I fixed it. We've gone through or felt it as well as I fixed it. There's so much stuff that you do that comes from a place of authenticity. You talked about you a leader when you decide to show up this way. But I also think you become a leader when you actually show up that way. A lot of people are going to want to track down and say, Okay, who the heck is Kelly? Where does she come from? How do I get a hold of her? Where do I get this free training? What is the best way for I'm going to track down and be a part of this and connect with you?

Yes, definitely. Well, I always say the Kelly Road Show because it's 20-minute episodes. It's down and dirty, value add, boom, boom, boom, come learn, execute, and get results. I talk about a lot of range of different things from business building, spiritual growth, personal development, family, marketing, sales, the whole thing. The Kelly Road Show is the best place to start. Then, of course, come find me on any social platform and just pop in my inbox and be like, Hey, what's up? I heard you on the show. I'd love to share some free resources with you that way, too.

I really appreciate how you show up authentically. You're one of those few people that actually practice what you preach. You actually show up and you say, Hey, this is what I'm going to do, and I'm going to show you that you have to show up by giving value. Oh, by the way, this whole thing that I'm doing that I just told you about, yeah, it's free. I do it every six weeks. It is what it is. It's like, You want to play this game? We'll play this game. You put your money where your mouth is. I think it's only a part of one of the reasons you're so unbelievably successful. But I wanted to just be thankful for coming on the show and sharing some of these insights with you.

Thank you. No, I really appreciate it. For everyone listening today, I hope you'll just get out there, share your message, IMPERFACTAction is the name of the game. Run the I always say, train for your business like an athlete, train for their sport. It doesn't need to be perfect. It doesn't need to be pretty. Just take one step today. Just keep putting one foot in front of the other, and you're going to find your people, and they're going to love you for your imperfection.

Thank you so much.

Thank you for joining us for this powerful conversation with Kelly Roach. We hope you're leaving with fresh insights on scaling your business, mastering the live launch method, and creating real momentum without unnecessary complexity. A huge thank you to Kelly for sharing her hard-earned lessons and no BS strategies for growth. Her ability to turn obstacles into stepping stones and break down high-level success into practical, repeatable steps is nothing short of transformational. To all the entrepreneurs, visionaries, and builders listening, your drive and determination fuel conversations like this. The path to success isn't about luck. It's about consistency, value, and execution. Ready to implement Kelly's strategy? We've put together a step-by-step action guide summarizing her approach to launching, scaling, and converting with confidence. Download it now at podcast. Iamcharleschwartz. Com. Remember, as Kelly said, the real secret to success isn't in the tools. It's in human connection, serving first, and making the right offers at the right time. Now, go take action and build something that lasts. Your journey to business mastery starts today.