Make Millions Without Ads or Debts - Kelly Roach

24:00I 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? And the fastest way to do this, be it Kelly or anybody else, ask them for case studies get social proof we would go in and you know 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 the phone said anybody in the phone that says client in front of it call them ask what do you want i'm gonna go and eat all your donuts i'll be back in 15 minutes 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 build you spent a long time building yours i've been very blessed to build mine find those case studies absolutely mission critical so 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 in front of me um i'll give you one of mine we'll trade it'll be great 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 like okay now i need to learn how to close i've given all this value, I've done this.

25:08How 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. And 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. So I always say before you focus on the quality, you have to focus on the quantity.

25:40On 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. And 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 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 like the skill of selling, you need to focus on the quantity of making offers consistently.

26:27And this is why going back to the question you asked earlier, like 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.

27:04And 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. They're 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.

27:46And 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 like, 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.

28:18They're not going to believe you anyway. They're not going to energetically connect with you. And 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's 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's as 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.

28:42because the ability to jump on and, you know, people will see podcasts or they see us on TV or see us on stage. Like, wow, it just seems so easy for them. It wasn't always like this. It took some time. And 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 gesture your offer pitch just hey i want to connect 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 the the space of just honesty and 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 you know i'm a mom she's a mom wow she's really done this.

29:36This is amazing. What is a realistic timeline? If someone is starting from Bupkus, absolute zero, they have a decent offer. They know what their offer is, which I just condensed 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 really, it is so dependent on so many factors about where you are, where your business is, where your audience is, all of those things.

30:17But I mean, the longer you wait, the more you push back your timeline. That's the bottom line. And the thing is, is like 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.

30:51And the level of success that they have usually is dependent upon, for example, like, 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, right? Then we have other people come to us that say, I have a seven figure business.

31:28I six figures in their first launch because they have the business foundation in order to do that. But I think regardless, it's kind of like every day that you waste that you're not doing this, you're missing out on the greatest tool that we 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.

32:10There 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. Absolutely. When you go through this and they have a branding cycle and because people, they don't know what to do, right? 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.

32:41Be consistent. Yes. That's the most important. So when you're talking about the individual tools, how important are those individual tools in comparison to consistency and value? And what tools do you use? very unimportant in contrast to the consistency and value. And they become important as you scale, not as you start. So 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.

33:23I 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. Right. So I think so many people want to micromanage the details and nuances before they've done the basic foundations of like, you got to get it out in the world. You got to like get started, right?

33:56I also think they need to manage your 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 after X plus Y equals Z. You have to figure it out. So, you know, 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 failed.

34:25That'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 how to walk, you didn't give up on it. 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 going to fail your way to success. And inside every failure is a gift. so if you're in 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 your skeleton key until you fix something else you've got this so a lot of people get addicted to hey what is my landing page supposed to be should i use a weber should i use click funnel so you know 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 just, it's easy breezy.

35:10Super duper simple. It's so true. And 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. And so 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 like, it just makes selling so easy, which is just like connect with a person. Like I sent a couple audios to people last week or I, and then I sent a couple videos, just a one minute video.

35:48Um, my team had come to me and said, you know, these handful of people, I really want them to join this program. Can you send them like just a personal touch? And I was like, yeah, of course. Right. The messages I got back from people like 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 like 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, you know, all those other things, like as you learn the basic foundations. But yeah, I mean, 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.

36:36And so what I'm trying to do is like unravel that a little bit. Like, 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. So that's great. And I'm very blessed to have that. but that wasn't how i started i didn't you know what i'm saying that was down the road exactly exactly i think people are starving for connection so when you sit there and you send that voice message even though they're flinging through all the time all of a sudden now a piece of content is custom for them for example whenever i get pinged i always send voice notes always yeah for two reasons one i can't spell to save my life it's horrible secondly it's easier for me to go and then it's just fast and now with ai we don't know if someone's texting us or 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 not that complicated just be honest be authentic and give as you're going through this and you're going through this and saying okay this makes sense this is starting to get a little bit more complicated it.

37:49I understand systems are down the road. If you're, when you're walking into this and say, 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's still going to be around much longer, but you know, what, what should I go on? What is your answer to that? When you do that to do, to give that information? Yeah. I always tell people to go where you have an audience, right? So 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's super, super easy to launch and super easy to have everyone contained in a community.

38:21So 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.

39:05One 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, right? And that talks about being in the conversation that is already happening in people's heads and meeting them where they are. And I think the key to great marketing that is authentic, that is in integrity, that actually works.

39:44There'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. And 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. So 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 wanna sell to, the conversation in their head is changing all the time.

40:18And what you need to do if you wanna break through the white noise and you wanna 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 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? And it's meeting them where they are and, you know, 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.

40:48You're in my head. That's exactly what I want. That's exactly what I need. I think you said it before. You've 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. And 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 like spontaneous, fun, adventure, travel, 35, like stable family.

41:19So 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. And if you fail, congratulations, you've got some, seven more swings. And once you 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're you can sit there and say this is a tool that i've used other than you know what we're going through and there's so much here there's one tool that you're like i just wish my clients would do this one thing it just it just 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're saying, God, please just for the love of, please just do this.

42:03Yeah. I would have to bring it back to making meaningful content every day. And I add the word meaningful because there's 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.

42:42Put 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 1. It's not 1 to 1. 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.

43:30So 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. So I want to go back to meaningful content, but I also want to explain branding or kind of take 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 night, 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 image.

44:00When 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.

44:38And I do that with posts usually where I'll walk through a situation that happened, how I felt, how it impacted me, what I did, and then what the result was. And so 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. And you're giving an example to say, yep, 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. So that's a great example. Another example, going back to your point earlier, was case studies. And, you know, I think a lot of times people only use case studies to sell.

45:19They don't use case studies to serve. And so another great example is literally just going back to your clients and saying, hey, I would love to feature your story. And 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, like to your point, what was the specific strategy that you implemented and then what was their outcome, right?

45:56Showing 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. And I mean, we could go on and on and on. But I think also to your point earlier, you know, taking what you do and picking out smaller pieces that you can tactically break down in a step-by-step process. Like 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.

46:42Might be the politest I've ever heard someone say it. I say it much more intensely. It is. There's so many people. I call it pretend, which is a nice way, but just stammers. It's also a very nice way. I'm trying to be nice with it. Yeah. So again, like 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 like I teach the live launch every six weeks for free. And I give the whole thing away. I don't like 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.

47:21Like 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. And then I'm like, if you want hands-on help, you can work with my team and the business advisor 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? 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.

48:03You'll 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. and if you actually put your heart into creating things that you think can make a difference in the world that people would want to uh 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'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.

48:49I just got so much value out of that. I can't wait to see what they post next. It's just like 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 kind of feel, felt, fixed. I feel what you've gone through. This is how I felt it. This is how I fixed it. We've gone through, or I felt it as well. This is how I fixed it. There's so much stuff that you do that comes from a place of authenticity. You talked about you become a leader when you decide to show up this way.

49:15But I also think you become a leader when you actually show up that way. And a lot of people are going to want to track down saying, OK, 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 someone to track down and be a part of this and connect with you? Yes, definitely. Well, I always say the Kelly Rhodes show because it's 20 minute episodes. It's down and dirty. Value add. Boom, boom, boom. Come learn. learn, execute, and get results. And I talk about a lot of range of different things from business building, spiritual growth, personal development, family, marketing, sales, the whole thing.

49:51So the Kelly Roach Show is the best place to start. And then of course, like 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. And, you know, love to share some free resources with you that way too. I really appreciate how you kind of show up authentically. You know, you, 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.

50:17Yeah, it's free. I do it every six weeks. It's like, you want to play this game? We'll play this game. So you put your money where your mouth is. And I think it's one of the, 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. And I hope for everyone listening today, I hope you'll just get out there, share your message. Imperfect action is the name of the game. Run the reps. I always say train for your business like an athlete trains for their sport.

50:45It 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 like you're going to find your people and they're going to love you for your imperfection. So, yeah. Thank you so much. Success isn't about having the perfect strategy. It's about consistently showing up with value and making offers until something clicks. Kelly proved that simple beats complex every time.