Ep #39: The Interview with Kelly Roach, THE BUSINESS CATALYST

 In Podcast

Kris talks with Kelly Roach, THE BUSINESS CATALYST, who helps elite business owners become game changers in their field and achieve million-dollar+ breakthroughs in their business.

Biography

Kelly RoachAs a former Fortune 500 executive who built and led record-breaking teams in 17 locations around the US, Kelly Roach offers programs and consulting which encompass billion dollar corporate strategies combined with the speed and agility of the most powerful online strategies of today.

Kelly is a featured expert on ABC, NBC, Fox, the CW and in some of the world’s leading publications such as Inc. and Forbes where she shares the principles of her best-selling books and host of top 100 Marketing and Management podcast, Unstoppable Success Radio.

Kelly is committed to ongoing philanthropic work to bring clean drinking water to those who do not have access and is the co-founder of Give Her Courage, a movement to instill courage and confidence in the girls of our future from the start.

What you’ll find in this episode:

  1. The biggest differences between leading in a company versus leading your own company.
  2. Kelly’s thoughts on finding the ideal employee for a female entrepreneur or founder.
  3. The definition of “Look in the Mirror Leadership.”
  4. What a “franken-business” is.
  5. The danger of personalizing your business.
  6. Things we need to think about when growing the business to be bigger than us.
  7. What the “Four-Times Model for Profitability” is.
  8. The biggest challenge Kelly experienced when scaling her business and adding employees.
  9. The main characteristic Kelly brings to leadership that has helped her business grow.

Featured on the Show and Other Notes:

  • How to Find Kelly: Unstoppable Success Radio podcast.  and her Facebook group called The Tribe of Unstoppables
  • Kelly’s latest product launch- The Unstoppable Entrepreneur – a 12-month business incubator that helps online entrepreneurs master sales and marketing, social selling, team building and that teaches entrepreneurs to scale and build an online brand.
  • Kelly’s interview on the Ali Brown podcast
  • Her latest book Bigger Than You
  • If you’d like to work with Kris, go here. Schedule a 20-minute phone call and let’s talk about the Founders Lab and Entrepreneurial Management. I’m actively enrolling clients who want to work with me.
  • Reach out to me by emailing me at support@leadershipcoachllc.com.
  • Haven’t joined my email subscribers list? You can do that here.

 

Subscribe by your favorite method and my podcast will come right to you!

Podcast Transcript

Kris Plachy: Hey everyone, I’m Kris Plachy, and this is How to Lead for female entrepreneurs and founders, because the best way to grow a business is to grow the person who’s running it. Let’s go ahead and get started.

Kris Plachy: Hello, everyone. Welcome, welcome. I am so excited to share the interview that I prepared for you today with Kelly Roach. Kelly is really known as the business catalyst. She helps elite business owners become game-changers, really, in their field, and achieve million dollar breakthroughs in their business. Her perspective, her energy, her experience are such powerful … it’s a powerful combination to share with you. She’s got so many great things to dd to the conversation that we have every week when it comes to leading, and managing, and growing your business.

Kris Plachy: So a few things that I’ll point out to you that we talk about. We do talk about the difference between tactical versus strategic employees, which I know you’ve heard me talk about before, so I love her perspective, and how she really adds some valuable insight to that discussion. We also talk about the difference between being a solopreneur and an entrepreneur, and really building that relationship with your business. But she also has a couple things that she mentions that are sort of her way of thinking about things, which I loved. She talks about in the mirror leadership, and also, franken-businesses, so you’ll have to listen for that, because it was really funny, and also spot-on.

Kris Plachy: Kelly is also the host of Top 100 Marketing and Management Podcast, Unstoppable Success Radio. It’s brilliant. She has so much packed in there. So if you haven’t tuned in, I strongly recommend you do that. Before I turn over the interview, I know I’ve been talking with you all about the Founders Lab, and I’ve also been talking with you about the entrepreneurial management program that I co-created with Brooke Castillo. We are in the process right now of actively enrolling new clients who want to work with me in the next six weeks to get started on really digging into your business and evaluating all of the things that you need to evaluate to have a successful business that is managed and led well.

Kris Plachy: I know that when you learn the management skills, and the leadership skills to help you manage your people, hire your people, and yeah, even fire your people, everything becomes easier. So as you think about 2020, if this is part of what you really want to work on, you know that you’ve grown the business, you’ve got the revenue, but you’re just about to get started in hiring, or maybe you have a big team but you really haven’t ever learned how to manage them, I want to really invite you to think about is now the time for us to meet and talking about how the Founders Lab is a perfect compliment to what you want to do in your business in 2020.

Kris Plachy: So if that’s you, and you want to learn about the Founders Lab, and you want to learn about how entrepreneurial management is complimented into that program, go ahead and go to krisplachy.com/appointment, and we’ll book a call. It’s 20 minutes, it’s a dedicated time with me, to talk to you about your business, about what your challenges are when it comes to all of the systems and processes you need to have more of a self-managing company, and how to deal with your employees better. I think you’re going to find that call to be really powerful. You’ll know, for sure, by the time we’re done on that 20 minute call if it’s what you want to do. And if that’s on your list for 2020, if it’s time, I would love to invite you to get on my calendar now.

Kris Plachy: Okay, so without further ado, I’m going to turn the interview over to Kelly.

Kris Plachy: Well, welcome, Kelly. I’m so excited to have you here on the How To Lead Podcast. As I’ve mentioned to you, I heard you on Allie Brown’s podcast, which of course I love Allie, and so much of her wisdom, and then the two of you, listening to the two of you together was really inspiring. So then I got turned on to your podcast, which I want to make sure we share with everyone before we’re done here today. So I’m really excited to learn from you, and also have you share your insights with everyone else who’s listening. So welcome.

Kelly Roach: Thank you so much for having me.

Kris Plachy: And where are you today?

Kelly Roach: I am in Westchester, Pennsylvania, the frozen tundra. We are in like snowstorm 18 right now, but we’re hanging in there, we’re hanging in there.

Kris Plachy: Oh no. I’m so sorry. It’s been a [inaudible 00:04:45] winter, hasn’t it?

Kelly Roach: It has, it has, yeah.

Kris Plachy: Well, I’m in California, and I don’t think it’s stopped raining since like November, so we have that.

Kelly Roach: Oh, gotcha.

Kris Plachy: But I know I shouldn’t complain. But I’m so sick of the rain, so …

Kelly Roach: Yeah, yeah, we’re all ready for a new season, new life. New life.

Kris Plachy: Yes, bring spring, bring in spring.

Kelly Roach: Yes.

Kris Plachy: Okay, so for people who are not familiar with you, why don’t we just take a minute, and I’ll turn it over to you, and tell us about who is Kelly Roach, and what do you do in the world, and what should we know about you.

Kelly Roach: Yeah! So I’ll share a little bit about my work, and then I’ll share a little bit about me. I do business growth strategy for high six and seven figure entrepreneurs that are really focused on building a business that is bigger than themselves, building a winning team that they can elevate and allow to lead from within their organizations, and I am a ninja at sales and marketing, I love, love, love online marketing, and livestreaming, and all the fun, new, exciting ways that we can use our phones to do business, which I’m just fascinated by. I think it’s actually unbelievable, because I started my business before this whole livestreaming thing was available, so to me, it is like mind-blowing what we can do to touch and captivate people around the world with video and podcasting, like we’re doing today.

Kris Plachy: Exactly.

Kelly Roach: My background was working for a Fortune 500, so I was really trained in outside sales and sales leadership as a corporate executive. I started in an entry level sales role, and I ended up promoting and promoting until I actually had a team of 100. I decided to start my business in 2012 for two big reasons. One, obviously, I wanted my life back. I wanted to work less, and earn more, and do it on my own terms, and all of that, so that was my selfish reason for starting my business.

Kelly Roach: But my impact reason, my life purpose for starting my business was to really focus on economic empowerment of individuals that know and understand that they have a bigger plan and purpose for being on the planet. And I see my number one role in the lives of my clients and my audience as helping people develop the skills to sell, market, and lead effectively so that they can achieve their income goals and their lifestyle goals, and to do it with grace, and to do it in a meaningful way, that it creates positivity in the world, and yields the results that they want and deserve.

Kelly Roach: So that’s a little bit about the business side. Personally, I’m a wife and mom. I have a daughter that just turned five on Monday, so you can catch me livestreaming with her climbing on me half the time. A lot of times when I’m recording podcasts, she’s sitting on my lap, and that’s the joy of my life, that’s what it’s all about.

Kris Plachy: So fun, yeah.

Kelly Roach: Yeah.

Kris Plachy: Kids are fun.

Kelly Roach: Yes.

Kris Plachy: Five is fun. Five is super, duper fun.

Kelly Roach: Five is so fun! It’s so, so fun, yeah.

Kris Plachy: Yeah. I have three kids. One is 18, and two, I have twins who are 14, a son and daughter.

Kelly Roach: Oh wow.

Kris Plachy: So every level, I’ve certainly found has been, it’s just honestly like being an entrepreneur, right? Each stage of parenting, just like each stage of your business sort of calls upon you to redefine who you are.

Kelly Roach: For sure, for sure.

Kris Plachy: So now the mom of teenagers is, she’s a different mom than she was when they were-

Kelly Roach: Oh my gosh. I’m a little terrified for that stage. I’m trying to enjoy the one that I’m in right now!

Kris Plachy: Yeah, I think [inaudible 00:08:16] their own. But I will say that I’ve learned a lot about myself, the most about myself, I think, at this point. And it’s good, though, it’s really good.

Kelly Roach: That’s really cool.

Kris Plachy: I actually like that it’s coinciding with my business growth. I feel like I’m just sort of auditing the whole damn thing.

Kelly Roach: Well, it is leadership. It is leadership, right?

Kris Plachy: Yeah.

Kelly Roach: You know, the way that you’re interacting at home, and with your kids, it requires so much leadership to raise the kind of kids that you want to. Right? I’ve found that-

Kris Plachy: Yeah, and to be the kind of [inaudible 00:08:43] you want to be.

Kelly Roach: Yeah.

Kris Plachy: It’s good times. Kids are fun. They don’t tell you that part when you’re thinking about getting pregnant. There’s none of that.

Kelly Roach: Right.

Kris Plachy: It’s like, “Oh, cute, get pregnant.”

Kelly Roach: Right, right.

Kris Plachy: Not like, “Oh, how cute, you’re going to become an entirely different person.” Just kidding.

Kelly Roach: Yes, no one tells you that.

Kris Plachy: We don’t get that part.

Kelly Roach: Exactly.

Kris Plachy: Okay, well you just said so many things that I could take in so many different directions, just from your introduction, so thank you for being so thorough and sharing so much great information. But I also talk about how it just is such a good time be, especially a woman in this world today. If you have a laptop, and a phone, and a couple bucks to put into a Facebook ad, man, you can create pretty much whatever you want. Yeah?

Kelly Roach: It’s mind-blowing. I talk about it almost daily because I think there is a great danger in our time of taking for granted the opportunity and the abundance that is available to us in this moment. And I think that those of us that forget that for a single second will look back with deep regret, because this is no doubt the greatest moment in all of history to make your dreams come true, and we have more at our access and fingertips for free than … I mean, think 10 years ago. Livestreaming alone, I know I keep coming back to that, but it’s so, so powerful. You know, I’m closed cart today on a launch, and I did the entire thing with livestreaming. It’s the best launch we ever did. And I say 10 years ago, people would invest $100,000 to go into a video studio to have production done on the types of things we do from our cozy home office a couple steps down the hall from the kitchen or from the bedroom. That’s mind-blowing.

Kris Plachy: It is. It’s absolutely mind-blowing. So when you talk to people, because I’m sure you also run into women who have amazing ideas, have a real purpose, have what they see they can serve and offer to the world, but then they put restriction on themselves. What do you tell them?

Kelly Roach: Yeah. I mean, all of the restrictions that we have in life are self-inflicted, right? It’s all in our head. And I think it’s fear, obviously fear of rejection, fear of failure, fear of other people judging us. And first of all, I think the fear of failure really touches on all three of those things. But the people who are ahead of you, that have their own thing going on, are always the one cheering for you. They’re always the one pulling you up, they’re always the one who, when you fall down, they’re going to pull you back up. The people that have an opinion, or that are going to make you feel bad, or doubt your idea, or put it down are the people that have nothing going on anyway.

Kelly Roach: And so this fear that keeps us stuck in these tiny little boxes because we don’t want to be publicly humiliated, we don’t want to fail in a public setting, we don’t want to take a risk and be wrong, those people that have a judgment about that are the wrong people to be assessing.

Kris Plachy: Exactly, it’s kind of an in the arena concept, right?

Kelly Roach: Yeah.

Kris Plachy: Like let’s just look at the women that are in there with us instead of the women standing out there pointing at us, making commentary.

Kelly Roach: And you know, my biggest learning was coming from a Fortune 500 background, where I had total mastery, total and complete mastery, I had so much control, I could do it with my eyes shut. It was a joke for me at that point. Coming into entrepreneurship, it was really difficult for me to get comfortable with failure. My ego was like on full tilt because you’re so used to the accolades, and the awards, and being good, and being strong, and all of a sudden, you’re like, “Oh my God, I have no idea what the hell I’m doing right now.” Right?

Kris Plachy: Yup.

Kelly Roach: My biggest learning in all my years, and the most important thing culturally that has allowed my team to rise up, and lead, and be exceptional at what we now do is that it’s through that failure that you learn to become exceptional. You cut years, and years off of the heartache and the stress by just allowing yourself to do. So it’s like get out of your head, get into action, ask yourself what’s the worst thing that can happen if this thing can go wrong, and the worst thing that can happen is usually us feeling bad for ourselves.

Kris Plachy: Exactly.

Kelly Roach: Right?

Kris Plachy: Just a little bit of embarrassment.

Kelly Roach: That’s literally, yeah, it’s a little bit of embarrassment. But again, the people who matter are the ones pulling you back up when you fall down anyway, so it’s like why even worry about that. Right?

Kris Plachy: Yeah. I really love that visual, because I believe the same thing, and I hadn’t really ever expressed it the way that you just did. But that all of us who are out here doing it, we want you to be successful. We’re all in with you.

Kelly Roach: Yes!

Kris Plachy: And so then I think about who are those women for me, right?

Kelly Roach: Yup.

Kris Plachy: Who do, they always pick you back up, they always just say, “Well, don’t do that again, but do this instead.” Right? Or just, so powerful to remember that we’re a huge community of individual leaders who collectively have a lot of influence. So I think that’s brilliantly said.

Kris Plachy: I want to ask you about your switch from working in a company, and being more of in a corporate, Fortune 500, then switching into entrepreneurship, especially from a leadership perspective. What did you find was, I guess, the biggest challenge? And maybe you just shared it, right? It’s the level of failure is just ridiculous. And then, really, what are the biggest difference that leading in a company versus then leading your own company?

Kelly Roach: Yeah. I think, and that’s such a great question, it’s so different, right? Because when you’re leading in a company, and you have mastered your role, it is very easy, quickly, to teach a system to a team that is almost like no fail. It’s like an engineer that has a blueprint, and you just execute that blueprint over and over again. And certain elements of entrepreneurship can be run that way as well. I teach a lot on systems and strategy. However, if you’re building an online business, the speed of change, and the speed of the evolution, and the innovation that’s required to lead in the entrepreneur space is so fast that if you don’t embrace failure, if you don’t create a culture where you’re teaching your team … You know, I literally say to my PR person, every single day, “If you don’t get a rejection today, Lindsey, you did not do your job.” I said, “Do not go for the easy wins. I want you going for the no.”

Kelly Roach: And if you don’t have the confidence to lead completely opposite in the entrepreneurial space as in the corporate space … In the corporate space you’re taught to play safe, it’s just like school, it’s like, “Color inside these lines, follow this blueprint, do ABC, XYZ, and you’ll get this outcome. In entrepreneurship, the way that you win is understanding that this is a jungle. Right? This is a jungle, and every day, you are working to build your muscle and build your strength in innovation, creativity, differentiation, trying new things, reinventing yourself. That is how you lead in the entrepreneur space.

Kelly Roach: It’s different and more challenging because it requires so much more personal growth, and personal development because failure is the essential heartbeat of creating those constant breakthroughs. Right?

Kris Plachy: Absolutely. And I think it’s, you know, hopefully I’ll express this right or I’ll ask it right, but when you’re an entrepreneur, then, and you hire people to now come work for you, most people, their experience is not working for entrepreneurs, right?

Kelly Roach: Yeah.

Kris Plachy: Their experience is working in a company, and then they come work for you, and they think you’re cray-cray-

Kelly Roach: Oh yeah, yeah.

Kris Plachy: … because you change your mind all the time, right?

Kelly Roach: Yeah.

Kris Plachy: Whatever. So what is that, too, when you think about the ideal employee for a female founder or entrepreneur, right?

Kelly Roach: Yeah.

Kris Plachy: That’s part of what I know for sure I talk to my clients about a lot, [crosstalk 00:16:51]-

Kelly Roach: Oh my gosh, yes.

Kris Plachy: … terribly. Right? But that’s part of the process, you have to figure that out. I call it an employee niche. You really have to figure out who is your employee niche, because you have to know yourself well enough to know who’s going to be able to work with you. But what do you offer up to people about that? I’m curious.

Kelly Roach: Yeah, definitely. That’s such a good question. To me, what I always teach is, when you look at the type of person that will survive and thrive in a small business that is growing, flexibility is the number one attribute of someone that is going to be able to mentally, mentally handle that type of work environment. And you have to get good at being able to assess personality, and resilience, and stress levels. It is not about skill.

Kelly Roach: And here’s the really interesting thing, and I talk to my clients about this all the time. I’m like, “Stop trying to go hire someone to be able to do what you need them to do right now, because it’s going to change in five minutes.” There is no way that you can go hire someone to, for example, I’ll give a great example. So one of the things that I’ve really anchored in, in 2019, that I’m teaching a lot about is social selling, and selling using social media, and livestreaming, and stories, and all of that. Do you think there’s someone that’s going to graduate from college that understand how to do social selling? Right?

Kelly Roach: This is the example I give to my clients. I’m like, “Stop trying to shortcut the process and think you’re going to go hire an expert to do this for you. You’re not, because education and experience is not able to keep pace with entrepreneurialism.”

Kelly Roach: So what I do, is I hire all entry level new college graduates. My entire team has been trained, coming in with zero business knowledge. I’m like, “The less business knowledge, the better. I have a clean slate.”

Kris Plachy: No de-programming?

Kelly Roach: No de-programming, because that’s a whole nother … Right? That’s like, “Oh Jesus.” Yeah, so no de-programming, we’re coming in clean slate, and I am literally teaching them their only vision for what business success looks like, and even then, there’s so much deprogramming, because they came out of school. Right? And in school, you learn that failure is bad, and then they come work for me, and I’m like, “If you’re not failing every day … ”

Kris Plachy: Yeah, and that was terrible. Do it again. I don’t like it that way. Yeah, try it again, try it again, try it again. Absolutely, yeah.

Kelly Roach: But I would say, getting away from focusing on skill, and really leaning in to focusing on personal attributes, flexibility, communication, work ethic, integrity. Those are the things that are going to allow someone to make it working for a female founder. And looking at, again, who and what profile is going to give you the best chance of being able to replicate and duplicate a hiring process that works over and over again, just like you said, is so, so critical.

Kelly Roach: But I think, also, coinciding with that, and I talk a lot about this in Bigger Than You, in my last book, as a leader, you have to commit to becoming a great coach and trainer, and teacher is you want to have this culture of innovation and leadership and all of that, because what I see so often is we hire people, we dump a bunch of tasks on them, and it creates this boomerang effect of like this whirlwind of like we pushed everything off of our desk, it comes flying back to us, the person quits, or we fire them, whatever the case, and you start over again. So it’s really taking a step back and realizing that 80 to 90% of that person’s success is up to you anyway, so even if you get the person with the perfect DNA and blueprint to be successful in your company, if you don’t show up the right way, it’s not going to make a difference for you. Right?

Kris Plachy: Yeah, yeah. I agree. I think we have to be incredibly … It’s the one, I think … Well, I mean, I have a lot of things going on in my rain. The thing that I hear my clients want most is, “I just need help. I just need somebody to do this, somebody to do this.” And what happens when we focus on, “I need somebody to do this,” is that we’re just focusing on the work. We’re not actually focusing on the result we’re trying to create by getting the work done. And so that miss in communication is why we never really … like you said, the whirlwind is the expression you use, right? I give it to someone to do it, then it sucks, and it has to come back to me, and I have to redo it anyway.

Kelly Roach: Yes.

Kris Plachy: That’s because we’re focusing on the tasky-worky stuff, and not the, “This is the outcome that I want to see.” And I do think that’s also different than if you’re an employee in a business, right?

Kelly Roach: Yes.

Kris Plachy: Because an employee is paid to show up. And I ask a lot of my clients, because they replicate employer systems in their business, and then I ask them, “Are you in business here to make money and serve your community and whoever it is? Or are you in business to be an employer?”

Kelly Roach: Right.

Kris Plachy: “Because you’ve built an employer’s business, and now you have people who act like employees. So you shouldn’t be surprised.”

Kelly Roach: Yes.

Kris Plachy: So that, yeah, I absolutely agree, you have to be incredibly clear about the kind of person that you want to have on your team, and what are you looking for, and what do you need to drive the result that you want to achieve. So good.

Kelly Roach: Yeah. I think a great way to think about it, too, is you need a tactical doer, but also a strategic thinker. And so many times, what I see, and it’s exactly what you just said, you get desperate and you go find a tactical doer, and two weeks later, you’re like, “I don’t understand why this person is doing ABC, XYZ.” Because you just hired a task-mapist, all they’re doing is checking things off a list. They’re not thinking about your business. They’re not thinking about the end goal. And they don’t even understand that perspective in how they’re approaching the job.

Kelly Roach: But really, again, it comes back to us.

Kris Plachy: It’s you.

Kelly Roach: I always call it look in the mirror leadership. It’s look in the mirror leadership because everything’s just a mirror that’s reflecting back your leadership. So when your employees are … And I do this all the time, if I get frustrated with my team about something that they’re not doing, or something that they’re doing that doesn’t align with what my vision was, the first thing I always do is I ask myself, “Well, what about how I’m leading them is causing this? Because I know they have the integrity, I know they have the work ethic, I know they have the drive, the passion, the commitment.”

Kelly Roach: So when I’m not seeing what I want, that’s on me, because I need to lead in a way that they’re effectively able to understand what I need from them, and then take the ball and run with it. Right? So I think that that self-awareness, and that focus on self-reflection is so, so critical. And I think that employee turnover is one of the biggest things that stifles women-founded businesses, because we’re so Type A, we’re so driven, we’re moving so fast and furious, and we want people to come in and just swim at the pace that we are. But we’re dropping balls all over the place, and people are like, “You are crazy. I’m out of here.” You know?

Kris Plachy: So true.

Kelly Roach: So just a little bit of thinking through their experience, right? What is their experience [crosstalk 00:24:16]-

Kris Plachy: Right, how do they [crosstalk 00:24:16].

Kelly Roach: Yes.

Kris Plachy: Absolutely. It’s like, a client will say, “Well, I just lost another employee today,” or, “My employee didn’t do … It’s a mess, and they didn’t do what I want.” And like, yeah, it’s such a drag that we actually have to be the one who does the work here, right? We have to look at ourselves and see, “Was I clear on my expectation? Did I follow up? Did I set them up to be successful?” It always comes back to us, you know? Every now and then, could it just be someone else’s fault? Right?

Kelly Roach: Right. I know.

Kris Plachy: No.

Kelly Roach: Don’t we wish, don’t we wish.

Kris Plachy: And that’s the truth, really, too. I think, that going from being a solopreneur, where, and in my experience, I would love to know what you think about this, I think people can hustle and solopreneur their way almost to a million. I’ve seen a few do it. I think it depends on their business model. But every single woman that reaches out to me who is between two and five million, and hasn’t done this work, the wheels are flying off of it.

Kelly Roach: Oh, it’s a disaster. I’ve seen the exact same thing. They’re the franken-businesses, where it’s like they’ve just worked themselves so hard to get that boulder up to the top, but everything is just, it’s falling all over the place. So it’s like doing that work on yourself, and learning those systems is everything. And not only that, but just to be able to enjoy your business, like the pride, and the joy, and the fun, and the freedom comes when you effectively teach people how to lead from within so that you are not the business. Right?

Kelly Roach: I was saying when we got on the podcast today, today is closed cart for me, we’re live in our launch as we speak. And my team’s running the show, my clients are running the show. They are handling it, and I am trusting them, and I don’t need to be managing every detail of that. I think that I made a commitment to myself, when I found out I was pregnant with Madison, I made a commitment to myself that my number one priority was team so that as she was getting older and knew what was going on, and got to this point, that I would be able to take her to school, and pick her up, and do the activities with her, and be present for all the things.

Kelly Roach: I think people get really frustrated when they work on building a team for six months or a yeah, and stuff goes wrong, and they have setbacks, and that’s very, very natural. You don’t build a winning team in a single year, and I think so many people give up and revert back to those solopreneur tactics when things go wrong with people, not realizing that it is a multi-year building process. Right?

Kris Plachy: Yup. But that, “It’s just easier for me to do it myself,” right?

Kelly Roach: Yeah.

Kris Plachy: That’s always what become … And I was just reading, I think I was leading The Last Word on Power, and that was one of the things that she talks about is that quote, “If you want something done right, you just need to do it yourself,” which is just such a terrible lie.

Kelly Roach: Horrible. Horrible.

Kris Plachy: Yeah, but so many of us buy into it.

Kelly Roach: If you want something done right, hire someone that can do it better than you.

Kris Plachy: Exactly, which is frankly most things, except for the thing.

Kelly Roach: Mm-hmm (affirmative).

Kris Plachy: We have to know what is our thing, the thing.

Kelly Roach: Couldn’t agree more.

Kris Plachy: And I do work with each of … we talk about that a lot. Like, “You’re way involved in stuff that is absolutely exhausting you, and doesn’t allow you to do your thing.”

Kelly Roach: Yeah, for sure. For sure.

Kris Plachy: You said something that I wanted to ask you, also, because I talk a lot about, there’s you and then there’s a business, right? Which I think we agree there, like, you are here and your business is here. You are not your business. Yeah?

Kelly Roach: Yes, yes.

Kris Plachy: So how do you describe the relationship that you have with your business?

Kelly Roach: Yeah, so I had a client actually ask me a similar question the other day. She was asking me, “What do you see as, what is the story that you tell yourself about yourself that you feel makes you successful?” And I said that to me, I am not the business, and the business is not me. I understand that my purpose for being on the planet is to economically empower people with the skills to achieve financial freedom. And so, nothing is personal. The business is not me. I’m just a vessel that is here, I was given specific gifts that were intended to be used a certain way. I’m doing my best to try and live up to that, but it’s not me, and I’m not it.

Kelly Roach: I also think that we evolve, and we change, and we grow, and at different times of lives, there’s different seasons for different reasons. But I think being able to make that distinction and not having your ego ride on the successes or failures or setbacks or trials or tribulations or taking things personally, I think that’s the biggest thing for me, is recognizing that it’s not personal. Right? None of it’s personal, whether it’s about an employee, or it’s a client, or it’s an issue that happened, or whatever the case. We’re all here to just do our best, and be our best, to try and understand what our purpose and our mission for being on the planet is, and to try to live up to our highest potential.

Kelly Roach: The business is part of that, but it’s not all of that. Right?

Kris Plachy: It’s so good, and I think when you say it’s not personal, it’s almost the opposite, that when you personalize your business, you minimize its ability, right? Because then you’re in the way. And so if your relationship is that, “This is me, and this is my business, I’m the custodian, I’m the caretaker,” you know?

Kelly Roach: Yeah.

Kris Plachy: I had somebody, actually, we had this really powerful conversation about bring in love with your business like it was a person. And in that moment, I had this really trippy realization like, “Oh wait a minute, I’m in love with my clients. But I don’t ever think about being in love with my business.” And so then, I was like, “Wait a minute! What does my business want?” Right? And then I had this whole other, like, “What if my business was a human? What would its personality be?” Then I took it to the nth degree, like, “What would she wear? How would she show up in the world?”

Kris Plachy: But it was so powerful to kind of get to know her, separate from me. And then, ask myself, “Am I the kind of person this business would want to have a relationship with? Or am I the neglectful friend who doesn’t reply to texts? Or am I the friend who always thinks you should do what I want, but I should never do what you want?”

Kelly Roach: Right, yeah. Oh, that’s so good.

Kris Plachy: So I love that you said that, because personalizing what happens in your business, I think, diminishes the business’s ability to thrive.

Kelly Roach: Yeah, I agree.

Kris Plachy: You’re just an obstacle. It’s so good. Okay, couple more questions, and then we’ll let you go check and see how your open cart’s doing. What are you actually launching right now? What’s your product?

Kelly Roach: Yeah, it’s called The Unstoppable Entrepreneur, and it’s a 12 month business incubator. So we help online entrepreneurs master sales and marketing, social selling, team building, et cetera, and to scale and build an online brand.

Kris Plachy: Fabulous.

Kelly Roach: It’s so fun.

Kris Plachy: I love that. I love it. I just love how much attention and energy is on entrepreneurs. I think we’ve come a long way, right?

Kelly Roach: Yes.

Kris Plachy: In terms of what’s available.

Kelly Roach: Yes.

Kris Plachy: And I’ve watched so many of the clients that I’ve worked with, and just people that I know in the space, they’ve tried to lean into traditional leadership mechanics, things that Jack Welch taught, or whatever, and it’s not to say that those aren’t helpful, it’s just entrepreneurs have to think and approach how they lead their businesses so different than we’ve … The world now just has so many vital, powerful resources.

Kelly Roach: For sure. For sure.

Kris Plachy: Okay. One other question I have about your book, so you talk about Bigger Than You, which it sounds very fascinating, so I’m super excited to know about that and share that with everybody listening. What else would you say are some of the big kind of things we need to think about as female entrepreneurs when we’re thinking about scaling our business and letting the business get bigger than us?

Kelly Roach: Yeah, so the number one thing, and the system that I teach in my Legacy Leaders program, and in the book, Bigger Than You, is the 4X model for profitability. So the biggest mistake that I see when entrepreneurs decide to go from being a solopreneur to actually building a team and a company is the way that they design the roles within the company are not for profit, and they don’t see each role in the company as a profit center. So that’s incredibly dangerous, because obviously the only way that that payroll is being paid is out of the income of the business owner now. Then what happens is, as the business continues to grow, and grow, and grow, the business owner actually becomes a servant to the employees, because they have to produce, and then produce more, and produce more to be able to make enough revenue to cover all of these now service based employees that they have that are not generating revenue.

Kris Plachy: Yup.

Kelly Roach: And so, what I teach in the book is how to develop a model for any position in your company, where you can bring in at least four times what position costs you on a monthly basis-

Kris Plachy: Awesome.

Kelly Roach: … so that one position pays for the next position, pays for the next position, pays for the next position, which is the only way that you can truly scale in a healthy way, because otherwise, all you’re doing is increasing your expenses.

Kris Plachy: Exactly.

Kelly Roach: And increasing the pressure on you to produce more, which, I mean, no thanks.

Kris Plachy: Not the point, the point is the opposite, right?

Kelly Roach: Right, exactly.

Kris Plachy: That’s like [inaudible 00:34:12] Hardy talks about, I think, in his Entrepreneurial Roller Coaster, right? You’re taking it to the next level. He says every hire you make should be free, right? So if you pay 100K, you should get at least 100K back in return.

Kelly Roach: But this about that for a second, think about how off that is. What’s the point of even having an employee-

Kris Plachy: Exactly, it’s just to get work done.

Kelly Roach: … if you’re able to grow 100K, but it costs you 100K? Well, why not just not kill yourself to grow 100K if it’s going to cost 100K?

Kris Plachy: Right.

Kelly Roach: That’s the kind of thinking that I think gets entrepreneurs in so much trouble, because the goal isn’t, as you said earlier, the goal is not for you to be an employer that pays the salaries of all these people. The goal is to build something exceptional, right?

Kris Plachy: Yup.

Kelly Roach: And you have a responsibility to be fiscally and financially responsible as a leader and as a business owner, especially if you’re going to have employees. And it is fiscally irresponsible to not be making a profit on your employees, because you’re putting the entire company, and all of those people’s livelihood at risk. So I think that that’s a great example that you just gave of why that thinking does not support entrepreneurs in a really productive way, right?

Kris Plachy: Right.

Kelly Roach: Like netting even, in what world is that good?

Kris Plachy: Yeah, it shows how we stay in this cycle of burden and exhaustion, right?

Kelly Roach: Yes, absolutely.

Kris Plachy: Because we’re not growing, right.

Kelly Roach: 100%.

Kris Plachy: And that’s also true, right? A lot of people do get to that point, and they think, “I would rather just make $800,000 a year than try to make four million, because it’s just too much work, the people part.” Right?

Kelly Roach: Yeah.

Kris Plachy: Okay, two last questions. What do you think is the biggest challenge you’ve experienced as a woman who’s grown a business and scaled it to add people, humans into it that work for you?

Kelly Roach: Yeah, I think slowing down to speed up. I think that’s the number one thing. I mean, I’m high d, Type A, right? So I run at like a million miles an hour, 24 hours a day. I am just go. And I understand that in order to build a winning team, that they need me to be the coach, the nurturer. You have to lovingly tend to that garden if you want it to grow. So just making sure that in every moment, I’m really being self-aware of their experience and their perspective, and the pace that they can handle. My team is more mature now, and so they’re better able to handle the craziness, because they’ve been with me for a while. But even still, when we bring new people in, it’s difficult to slow down as a company enough to embrace them and lift them up. So that’s a constant thing that you have to actually put thought and intention into in order to continue to grow together.

Kris Plachy: Yup, absolutely. So well said. I think that’s a common issue, right? Just keep up with me, just follow me, just do what I do, just learn as we go. Right? We’ll put new wings on the plane while we’re flying. And there’s so much wisdom in taking a minute. Yeah, it’s powerful, yeah.

Kris Plachy: And then I guess the flip side of that, is what do you think is the attribute or characteristic that you bring to leadership that really has helped your business grow and scale?

Kelly Roach: Yeah, I would say more than anything just discipline. You know? I think discipline, because the way I describe discipline is doing what needs to be done when you don’t feel like doing it. And as leaders, there’s a lot that we’re called to do in order to do our jobs well that may not come naturally, or may not be what we prefer to do in that moment, or whatever the case. But you have to be playing a long game. You have to be looking at the implications of, “What is and how is what I’m doing today going to impact where we are five years from now? How is this going to impact where we are 10 years from now?”

Kelly Roach: So I think that discipline is really everything, and it’s not just leadership, but growth. Growth is discipline. I think so many have such a short term attention span or ability to commit to follow through that that’s why so many businesses still fail. It’s really, more than anything, a lack of discipline.

Kris Plachy: I totally agree. I was just talking to a client this morning who is finding herself back in the same circumstances she was in a year ago. And we have plenty of opportunities when we’re met … And it’s because of staff challenges, right?

Kelly Roach: Mm-hmm (affirmative).

Kris Plachy: But to her credit, one of the things that happened is she doubled her revenue last year, a lot of growth happened, and she was still framing her business to the same business model, especially from a staffing perspective. And it wasn’t sustainable. The first 25 minutes of our call was kind of her feeling sorry for herself, like, “I don’t want to have to … I don’t want to have to … I don’t want to have to.”

Kelly Roach: Yeah.

Kris Plachy: Right? Just those kinds of things were coming out of her mouth. And so, I love that you chose discipline, because, and the way that you defined it, yeah, it’s not-

Kelly Roach: Yeah.

Kris Plachy: But now, you know, it’s time. It’s time to actually clean the slate and redesign your business, because the way that you’ve been running it is the way you’ve been running it for the last 10 years, and that’s not going to work anymore. Are you willing to reevaluate everything? I talk to my clients about this a lot, I’m sure you do as well. We’re going to edit all of the shit.

Kelly Roach: Yes, yes.

Kris Plachy: Are these the right people? Is this the right process? Is this the right system? Is this the right client? Is this the right building? Should we be sitting in this building anymore? Right?

Kelly Roach: Right.

Kris Plachy: You need to be willing to do that, and the discipline that takes to get out of the way without your own frustration, and like, “Really?” It’s not helpful. It doesn’t help you to get there.

Kelly Roach: No.

Kris Plachy: That’s the difference between speed, right?

Kelly Roach: Yup.

Kris Plachy: It’s not how many clients you get-

Kelly Roach: Yup, exactly.

Kris Plachy: … that determines the speed of your system.

Kelly Roach: No.

Kris Plachy: It’s how well you build the thing that holds all of it up.

Kelly Roach: 100%, 100%. Couldn’t agree more.

Kris Plachy: So fun! I could talk to you forever.

Kelly Roach: I know! I know, I definitely, I feel the same.

Kris Plachy: I know, I love mind sharing. So I want to make sure people know how to reach you, find you, know all about you. We will put all of that in the show notes. But why don’t you tell us a little bit about, for anybody who’s listening today, what the next thing they should do if they want to learn more about you?

Kelly Roach: Yeah, definitely! Well, my podcast, Unstoppable Success Radio is in the Top 100 Marketing and Management Podcasts, and it’s really focused on sales strategy, innovation, marketing, how to put systems in place for scale, and the mindset around that. So if that’s a topic that interests anyone listening, I would say check out Unstoppable Success Radio. And I have an awesome group on Facebook that I do free live trainings in every single week. It’s call the Tribe of Unstoppables. So if anybody wants to join me there, I’d be happy to meet you. Drop me a note and let me know.

Kris Plachy: Stop on by! So cool.

Kelly Roach: Stop on by, come hang out.

Kris Plachy: Yeah, well, I’ve listened to your podcast, so for those of you who are listening, Kelly’s is a great one to add to your list.

Kelly Roach: Thank you.

Kris Plachy: And I’m sure you’ve picked up, she has an incredible amount of energy, very enthusiastic, a real bright light in this space to learn from. So please turn in and listen on a regular basis. But I’m super grateful for you spending some time with us today, and sharing your wisdom. You clearly have a ton of it, and you’ve done great work so far in the world, so it’ll be fun to see what else you produce.

Kelly Roach: Thank you. Thank you so much. I’m really appreciative of the conversation today.

Kris Plachy: You bet, thank you.

Kris Plachy: Hey, don’t miss a thing, make sure you join my community at KrisPlachy.com/connect. Once you join, you’ll get all the information on exclusive and private experiences that I’m offering to my clients. I can’t wait to see you there.

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