Confidence Classic: Close the Perception Gap and Build Wealth Your Way with Kelly Roach

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1:09Working on yourself is so important because so many people's behavior is dictated by the perceived opinions of people that have no business having an opinion about them. I'm on this journey with me. Each week when you join me, we are going to chase down our goals, overcome adversity, and set you up for a better tomorrow. I'm ready for my close-up. Tell me, have you been enjoying these new bonus confidence classics episodes we've been dropping on you every week? We've literally hundreds of episodes for you to listen to. So these bonuses are a great way to help you find the ones you may have already missed.

1:45I hope you love this one as much as I do. Hi, and welcome back. I'm so glad you're here with me today and can't wait for you to meet the business strategist, Kelly Roach. She transforms overworked entrepreneurs into seven-figure CEOs by teaching them how to leverage timeless business principles employed by billion with a B dollar corporations with the most powerful online marketing speed and agility strategies of today. Before starting her own company, Kelly, like your girl, was back in corporate for a Fortune 500 company. She was a VP, one of the youngest VPs in the company, and during her time in corporate, she led a team of over 100 to record-breaking sales numbers, even through the 08-09 downturn.

2:27Kelly's multi-million dollar company, the Unstoppable Entrepreneur Program, is the fastest-growing coaching program in the market and the first of its kind. Her accountability-driven approach has been responsible for hundreds of clients finding financial freedom through entrepreneurship. Kelly is involved in working with ABC, NBC, Fox, CW. You've seen her everywhere. And she's also doing so much good giving back. She's the co-founder of the Courageous brand designed to create a movement that would give young girls a competitive edge to rise to the top, break the glass ceilings, and make a lasting change globally.

2:58She's also doing philanthropic work with one-on-one business model that cleans drinking water to those who do not have access through her Human Family Foundation. Kelly, I'm so excited to have you here today. Thanks so much for having me. All right. So as you're talking about offline, you know, of course, I want to hear about your business strategies to help my listeners reach that next level of success. And I know that that's what you're out there teaching. Even today, you're out at a conference right now, your own conference, teaching a group of people and taking a break to sit here with me.

3:27I want to hear about these business tips and strategies, but it opened my eyes when we were having a conversation to hear that things have not always been so easy for you. Yes, you had a lot of success in corporate America. Yes, you have massive success as an entrepreneur, but you've really hit some low points too. It's been amazing. I think that in the world of online marketing and with social media, you know, obviously online entrepreneurs use social media to promote their brand and to grow their business. And so obviously the focus and the goal is to show how well you're doing, to talk about what's working, to showcase all the highlights of your brand and of your life and of your business.

4:09And that's great. And it works, right? It works for all of us. But, you know, as our company went from seven to eight figures, and I began to realize like, okay, like I play a role in the conversation that is happening in the online space, I have a responsibility to actually let people know what it takes to build an eight figure business to run a team that is, you know, spanned across the United States and serve thousands of clients and all these things. And I kept hearing all of these online influencers and course creators and people that have a huge voice in the online space saying, you know, it can be easy.

4:47It's going to be so fast. You know, you can do this overnight. Like, you know, and I started thinking to myself, I couldn't imagine if I was a new entrepreneur that was coming up today that was working really, really hard to build my business. And it wasn't happening overnight. And it wasn't easy. and it wasn't happening at hyper speed. And it felt a little stressful along the way. And I really put myself in the operating reality of what is the experience of the online entrepreneur that's not yet where we are, right? We came to the other side. I already fought all the battles and went through all the scars and the wounds and made it to the other side.

5:26But how many entrepreneurs are having depression, anxiety, thinking about quitting their businesses, wanting to give up because the perception online is that it's easy. You barely have to work. This is going to happen overnight for you, right? We all just hang out in our Lambos and in our private jets and sit on islands. There's really no work to be done. We actually can't find anything to do with our time because it's so easy, right? So I just realized, you know what? I'm going to do something different here. I'm going to be a truth teller. So I just started like two and a half years ago, really talking about like what the true experience of entrepreneurship is and telling stories of, you know, just mistakes that I've made and failures that I've had and struggles and setbacks.

6:13And, you know, I feel like when you have a voice, you have a responsibility to use that voice for good. And I do use my voice for good. Obviously I help people build wildly successful businesses. That's what I do for a living, but there's a whole nother piece of that. And that's the human element. And so I just want the people out there to know, like when you see Heather, you know, and Heather, you talked about this on my show. Right. And, and when you see people like me that, you know, run these companies and are having this level of success, like pure failure, like pure failure on the way to that success, like so many mistakes, so many mistakes, so many setbacks, so many moments of doubt.

6:50There's been so many times where I've shared publicly, like a big goal that I was setting. And then afterwards I'm like, why, like, why can I put that back in my mouth? Why, why did that just come out of my mouth? Like it just accidentally, cause I was so passionate. I like said the thing out loud that no one was supposed to hear because I didn't know how to do it. Right. So, yeah. So, I mean, I think the big thing I just want entrepreneurs to know as you build your business that if it's going a little slower than you thought it would, or if it feels hard or you're dealing with some stress along the way, that is you building the muscles that you need to get to where you want to go.

7:24You're not doing it wrong. You're not failing. You're actually right where you need to be learning the exact things that you said that you wanted to learn so that you can get to where you want to go. And I just want to keep repeating that message over and over again, because, you know, having crossed that bridge, what I'm seeing now, because I do coach so many people on building their businesses is it's actually a perception gap that is killing so many businesses right now. And it's the perception of what does it take to be successful versus what it looks like to be successful. And I believe that if we close that perception gap and people understand the amount of trial and error, even with mentorship, even with coaching, businesses can't be built in theory.

8:09They can only be built on the field, in the trenches every day. And I think if we're able to close that perception gap, I think many more people are going to make their dreams come true. And that's what my goal is. You know, what's interesting to me about what you just said, and I'm really curious how you're going to answer this. In my opinion, there's a big difference between working with someone, a hypothetical client, right? And they're saying to you, Kelly, this isn't getting off the ground. I'm trying so hard and it's not working. And you're cheering them on and trying to get them to work through these low moments.

8:40Like you're saying that you had that I certainly have had for me, the pandemic was like the biggest low moment ever. My business got crushed and disappeared overnight. So we've all been in these really delicate moments where you do consider giving up. You do say, do I trash this business and start something new? What is that difference between someone who's just way off the market? It's not going to work or versus, hey, you got to grind this out and push through? Yeah, that's such a good question. So I think that there's a difference between what we want to sell to someone versus what someone is interested in and willing to buy.

9:13And that is a huge distinction that I see a lot of people get stuck in. They'll say, I see that this group of people really needs ABCXYZ. Well, guess what? If that group of people really needs ABCXYZ, but they don't give a crap, and they're not willing to spend their money on it, and they're not interested in solving that problem, it doesn't matter that the problem exists. It doesn't matter that your perception of the problem is that it needs to be fixed. All that matters is, is this a problem that that group of people is both aware of, invested in correcting, and willing to put their money behind, right?

9:52And so I do think, Heather, that there is times where people's passion or heart gets confused with actually making a match between market viability and desire to sell something that people are willing to spend money on. And that's where I think it's really important. You can take your passion and you can apply your passion in a thousand different ways. You need to make sure. And that's actually why I'll give a specific example. I started the Human Family Foundation because I really wanted to do something to give back. And I really wanted to make a meaningful difference by creating an entity of my business that was very focused on service and philanthropy.

10:32I see a lot of business owners that they say, I really want to give back. I really want to make a difference. So they start selling to a population of people that they're dead broke. They're never going to be able to invest in their products, programs, or services. They don't have the right mindset. They would be so much better off saying, this is charity and philanthropy. This is my business and my business can fund me doing good in the world with this thing. But trying to take, you know, blood out of a stone with a population that doesn't, they're never going to be who you want them to be just because you want to feel in your heart that you're doing something good.

11:09It doesn't work out for them and it doesn't work out for you.

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13:52Protect your privacy. Build your brand and get your complete business identity in just 10 clicks and 10 minutes. Visit northwestregisteredagent.com slash confidence free and start building something amazing. Get more with Northwest Registered Agent at www.northwestregisteredagent.com slash confidence free. I ask you to try to find your passion. When you take a good business and you bring the charitable component to it, people are drawn to you. The right people will come to you and your business will accelerate as a result of the good you do. It's absolutely true. And I think that's a place where like the entrepreneur heart gets a little mixed up that we need to just like clarify.

14:40You know, for me, like we build wells through Charity Water. We just funded another water project in Nepal. and we did that 100 % based on book sales from the book that we launched earlier this year, I think that you can do as much good in the world as you want to as an entrepreneur, but if you're broke, it's impossible to do that. And I think a lot of people have a broken mindset because they have beliefs that make them feel guilty about being really wealthy. And there are so many negative mindsets around wanting wealth, desiring wealth, loving money, enjoying being rich. You know, even when I just said that right now, I bet there's some people that felt like a little uncomfortable with me just saying that.

15:20But you have to get over that. If you want to do a lot of good in the world, you have to have a way to facilitate that good. And for me, that's always been a driving factor in my business because I came from a family that we got a lot of philanthropy and we got a lot of help from other people. And we couldn't help others because we were in scarcity. And so I said to myself, I'm going to be wealthy. I'm going to have money. I'm going to be rich and I'm going to not be in scarcity so that I can do for others, so that I can give back, so that I'm on the other side of that equation. But I think as an entrepreneur, if you've been stuck at a money ceiling for a long time and you haven't been able to get past it, a lot of times it's not so much, are you selling the right thing or are you focused on the right market?

16:04I see people changing their market every other day, changing what they're doing. a lot of times is you don't truly own your desire to be wealthy. You're not allowing yourself to actually feel good in your gut and in your heart about making a lot of money. And I think you have to change that belief before your exterior experience of life is going to be in alignment with that, right? What are some of the tactics that you teach people to leverage so they can break through that limiting belief? Because as you did, I came from a family of scarcity and you know, grew up poor. It's not that easy, right?

16:38It's not like flipping a switch. Tell me how you did or how you teach people to do it. No, I agree with you. And I think the first thing is that we are in a deep state of denial, usually about the beliefs. So the problem is, is on the exterior, we say we want to be successful. We want to make money. You know, we build a business to be successful, but on the interior, we still don't associate ourselves with being wealthy, with being rich to, you know, feel good about that idea. So I think the first thing is like stopping kidding ourselves and really taking the time to get aware of our own belief system.

17:14And I did an exercise recently with some of my clients in one of my programs around this. And what came up for a lot of them was that the beliefs were so deep seated, like hidden underneath the beliefs that you say that you have are the actual beliefs that drive everything that you're doing, right? And sometimes, and the number one belief that I think prevents entrepreneurs from becoming really wealthy and really high net worth, especially for women, is that they believe that making a lot of money is in conflict with being a great parent, a great wife, you know, a family first person, all of those things.

17:51I have seen it come up over and over. And I'm talking about really successful people. So you have to ask yourself, what are my true beliefs? Identify and get clear on what those beliefs are. And then ask, where did they come from? Because you mentioned something just a couple minutes ago. You came on my show and you were talking about making sure that you're getting advice and guidance from people that are where you want to be. And almost 100 out of 100 times, when you look at a set of beliefs that you have that are not supportive of your goals, those beliefs came from someone who is not where you want to be.

18:32So if you don't want to replicate that person's results, don't replicate their beliefs. and most of us, I don't know about you, Heather, but like I did not even learn about identifying and replacing beliefs until I was like almost 30. You know, I teach my daughter now, she's eight about like creating her belief system and we have these open conversations now, but when we were growing up, this wasn't an open conversation. Like no one was talking about this. So I feel like for a lot of us, we're doing a lot of this deep work in like the middle part of our lives, where there's a lot of our life that's kind of really already built around this set of beliefs that we didn't even know that we had.

19:15But the really beautiful thing about life and the really beautiful thing about being a human being with free will is that we can identify those beliefs. We can look at what the source of those beliefs were. We can ask ourselves if those beliefs are really true, we can ask ourselves if those beliefs are actually supportive of creating the outcomes that we want. And then most importantly, we can choose a new set of beliefs that do support the outcomes that we want, that are in alignment with our life, not the life of the person that gave us those original beliefs, but in line with the life that we're trying to create for ourselves.

19:49And I think this is one of the most important things to do in adulthood is to create alignment between between your beliefs, right? Your actions and your outcomes. Because usually when you look at a person that says, my life isn't on track, my business isn't where I want it to be. The things that I want to make happen just aren't happening. And you say, well, show me, show me your mindset, show me what you're doing. There's no correlation between what they're doing and what they say that they want. So if we bring those things together, it's like spontaneous combustion. Now you actually have the operating system working together to get to your goal instead of fighting against one another.

20:29Oh, this is so powerful. I'm so grateful that you brought this up because everybody has the ability to make these changes. And it starts with just being aware, like you said, asking yourself the questions and then identifying where it came from and letting go of that and rewriting it today. So I absolutely couldn't agree with you more. I've gone through the same thing. And at 47, I'm still working through. I had someone point out to me that my father, when I was 12 or 13, went out on his own and failed in entrepreneurship and went back to corporate America. And somewhere in the back of my subconscious, I was hanging on to this.

21:05And this person pointed out to me, that's probably why it was so hard for me during the pandemic. I immediately went to, wait a minute, my speaking business just disappeared. That's my number one revenue stream. Oh my gosh, I'm failing. It's not going to, I wasn't finding the opportunities. I just started focusing on the scarcity and it was not a good time in my life. Right. But it was so helpful to say, okay, I had to hit that really low moment to realize I was still, even in my subconscious, hanging onto these beliefs that were really pulling me down. And now I've been able to look at them and understand that for whatever reason, my father, you know, was not, you know, successful in entrepreneurship has nothing to talk, you know, that doesn't impact how I'm going to, where I'm going to find success, how I'm going to find success.

21:44It's just another point of contrast in life to look at, learn from and grow from. That's exactly it. And then I think what I would just encourage everyone to do is like, I think sometimes our lives are so filled with busyness that we're repeating cycles and behaviors and patterns and belief mechanisms that are keeping us treading water. And that's so exhausting. And I think a lot of times it's our internal operating system that is the number one thing that's standing in the way of getting what we want. And I think the biggest thing that I've learned, like, especially as the business has elevated and as I've elevated is you have to slow down.

22:25Like working on yourself is like the number one thing and not just working on yourself. Because I think when you move into the world of entrepreneurship, I think it's generally accepted that you're gonna like, you know, you're gonna read books or you're gonna listen to content or you're gonna work with a mentor or coach. And that's one level of working on yourself. But I'm actually talking about like the deep extraction and the going within of like actually exploring like your thoughts and your behaviors and your history and your why and things on like a much deeper like emotional level, which I think for a lot of high performers and high achievers, we're not highly emotional in how we operate, which is why we're so successful.

23:08because things don't swing us very easily. And when you're that person, you don't often slow down to examine emotions because you're not a person living in your emotions all the time. And the biggest piece of advice I would give is like, take time to intentionally explore and learn more about yourself and try to understand these things about yourself because it is a next level. It is a next level of performance and connection that you will be able to create with the people that you want to influence, the people that you want to serve, the people that you want to create a meaningful conversation with in the market.

23:49it, you can tell when you're speaking to someone who's working on themselves, who's evolving, who is growing as a human, like it is evident. It is also evident, okay, when it is a person that 15, 20 years go by, they're telling the same story. They're talking about the same lesson. They're using the same phrases. They're teaching the same darn thing. I have so many people that I like lost trust in that I used to study because as I was growing, growing, growing, I saw that they weren't. And I was like, whoa, hold on a second. I'm not attaching my wagon to a human that's not growing anymore. And that's why it's so important, especially as we're in the online space.

24:30And especially as you build a voice in the online space, everyone's going to have an opinion about everything that you do. I did a video about this lately. People are going to have an opinion about their opinion, about their opinion of their opinion of what your opinion should be about your opinion. So, okay. So the thing is, is really highly evolved and highly successful and wealthy people. They don't have time. They don't care. They're off running their own race. They're doing their own thing. They could give two craps about whether your sweater's blue, your shirt's too tight, your hair doesn't look good today.