In this episode, Charles dives deep into the power of launching and scaling a business without the traditional complexities of debt, funnels, or expensive tech with Kelly Roach, the creator of the Live Launch Method. Kelly has helped thousands of entrepreneurs generate seven-figure businesses using a streamlined, high-impact approach that eliminates the need for overwhelming automation and excessive marketing spend. Kelly challenges the "hustle and grind" mentality, proving that success comes from value-driven marketing, human connection, and a simple yet powerful sales process. She and Charles break down why most entrepreneurs overcomplicate their launches, how traditional sales funnels can actually kill momentum, and why consistency beats complexity every time. Throughout the conversation, Kelly reveals her battle-tested formula for launching and scaling with confidence, covering everything from how to generate leads organically, convert prospects without feeling salesy, and create an audience that craves your offer before you even sell. She shares how she built a multimillion-dollar business while balancing motherhood, debunks the biggest myths about launching, and lays out the exact steps to execute a high-converting live launch—without expensive tools or a huge team. Whether you're an aspiring entrepreneur, a coach looking to scale, or a business owner tired of complicated marketing tactics, this episode will change the way you think about launching, selling, and growing a business. Key Takeaways: * How Kelly turned live streaming into a million-dollar launch strategy * Why most sales funnels don’t work—and what to do instead * The 3 key activities that drive business growth every single day * How to sell with confidence—without feeling pushy or salesy * Why human connection beats automation when it comes to conversions * A step-by-step breakdown of the Live Launch Method and how you can implement it today Head over to podcast.iamcharlesschwartz.com to download your exclusive companion guide, designed to guide you step-by-step in implementing the strategies revealed in this episode. KEY POINTS: 2:01 - Kelly's Magical Achievements: Kelly shares how she has helped entrepreneurs achieve financial freedom, buy homes in cash, and retire their spouses through her business coaching strategies. 6:10 - Importance of Consistency: Kelly emphasizes why showing up consistently, even when results aren’t immediate, is the key to long-term success in business. 10:34 - Live Launch Method: Kelly breaks down her revolutionary Live Launch Method, explaining how it allows entrepreneurs to scale without debt, ads, or complex funnels. 14:20 - Killing Complexity: She reveals how overcomplicated marketing strategies are the downfall of most entrepreneurs and why simplicity leads to higher conversions. 25:16 - Focus on Serving: Kelly explains why prioritizing service and delivering value before asking for a sale leads to more engaged and loyal customers. 30:25 - Adjust Your Offer: She shares why businesses must adapt their offers based on audience feedback to increase conversions and customer satisfaction. 36:01 - Value Over Automation: Kelly challenges the overuse of automation, stressing that genuine human connection is what truly drives business growth and sales.
Chapter 1: How did Kelly Roach build a multimillion-dollar business without debt?
I am so happy to be here. Thanks for having me.
For the few people who don't know who you are, like I didn't know that we're right down the street from each other, which blows my mind still. Can you tell the audience kind of what are the magical things you've done?
The magical things that I've done? Well, I've been helping people to scale their businesses online since 2012. And some of the magical things that I've gotten to be a part of are helping people to buy their dream homes for cash, take sabbaticals, take their entire family on dream vacations around the world.
Pay off all their debt, buy their parents a brand new home, retire their spouses, homeschool their children. So what I have done is I've built a wildly successful coaching and consulting company. Then I built five other businesses in the online space. But really what's important is what are the results that my clients get?
And my clients are able to live their goals and dreams while putting their faith and their families first. And that is the mission that I am on, to change the world by helping people to steward their gifts, make a massive difference in the world, do lots and lots of good, and make millions of dollars while they do it.
I love that you kind of snuck in the last part and made millions of dollars. You've done that. You've created figures now without taking on any debt. You didn't take any loans. You did this really with your gifts. And a lot of people don't understand how challenging that is in the market space that you're in as a coach, especially with the way our society views certain sides of us.
They don't treat it as equally. What are some of the hurdles you've run into as you're going through and as you're keeping the faith to go through these next steps? What are the things that have been in your way and how did you overcome them?
Well, I mean, I came from the Fortune 500 world. So I was head down, first one in, last one out for about 10 years. And it was an amazing experience. I was promoted seven times in eight years and I ended up managing 17 locations. I had a team of 100 people. And that's how I learned business. So that was just a massive blessing in my life.
I learned everything I know today and that I use to teach today from that time and that experience. But what that meant was when I first started my business online, I just spent 10 years basically completely internally focused in one company. I had no network. I never used social media. I had no brand online. I had no email list. I had no anything.
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Chapter 2: What are the key challenges Kelly faced when starting her business?
And so I had to figure out in three hours a day, how am I going to get this business off the ground and make it successful, get it making money so that I can reinvest and scale. And I built my business to seven figures while I was still working in my job. And it really came down to three things. Creating content. Having conversations and booking consultations.
And I focused on just those three things over and over and over again. And that's how I got the business off the ground. So the first hurdle was no one knew who I was. I had no audience. I had no network. I had no email list. And I was starting from scratch. And so it was, how do you even get people to pay attention to what you're doing or care?
Und so habe ich mich einfach darauf konzentriert, wie ich so viel Wert, so menschlich wie möglich, am Markt jeden Tag gratis bringe. Das war mein einziger Ziel, als ich angefangen habe. Wie bringe ich Wert? Also habe ich Videos gedreht, die ich, übrigens, absolut schrecklich war. Ich war so nervös. So awkward and uncomfortable. Like those early videos were not good, but I forced myself to do it.
Posting tips, posting strategies. And I knew that I had accomplished my goal when I got a message one day, Charles, from someone that was following on my Facebook page. And they sent me a message and they said... Nice.
Und das war ein großer Moment für mich, dass ich erkannt habe, dass man konsistent mit diesen Depositen in der Reciprozitbank ist, dass man wirklich servicevoll ist, dass man wirklich Wert erzeugen kann. Das Unskalierbare ist wirklich skalierbar. And so you ask what hurdles. That was the first hurdle. You know, then, of course, the second hurdle is I'm working a full time job.
I have three hours a day. How the heck do I figure out how to get this business growing? As soon as my business started taking off, I found out I was pregnant with my daughter. So now I have a newborn. I'm breastfeeding. I'm working a job and growing a business. Really interesting dynamic. Lots of sleep. Lots of sleep. Lots of sleep. Lots of sleep. Lots of sleep. Lots of sleep.
But I'm taking it way back to the beginning stages, because you said if you're a new coach or consultant getting started today.
I love that you brought up two very specific things. You brought up value. Deliver more value without asking to get paid. There's so many people walk in and say, hey, I've done this, now pay me. You did the opposite. And the other thing is the consistency idea. And if people who are watching this, there's flowers behind you.
You don't grow flowers by walking on, taking a bucket, dumping once and then walking away. It's a couple of drops over and over and over. So I love that you did that. I love that you also help people understand that your first videos were not great. And none of our videos are great. And we're all awkward. And no matter how many times I'm on stage or how many times I still get awkward.
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Chapter 3: How can consistency and value-driven marketing lead to business growth?
Sorry, I need to send you a jack.
Ja, absolut. Well, I mean, my journey launching started off like this. When I was a new entrepreneur in the online space, I did what anything, any good new entrepreneur does. I went and invested in all the courses, the coaching programs. I hired a coach. I hired a mentor. I started studying all the launch models that were being taught. At the time, there was really only one show in town.
That was the PLF method. And for anyone that remembers back in the day, this is a very, very tech-heavy, very complex, very expensive process. So formal videos, a video crew, slide decks, hundreds of emails, multiple tech, okay? So here I am, a new entrepreneur. I'm just getting started. I'm already awkward on camera, trying to figure out how to do all the things.
So it's no surprise to venture to guess with almost no audience, very small audience, that these launches were losing money. And I was losing money and losing money and losing money. Even though I was a great student, I was studying the method, I was executing what was being provided. And it's not that that method wouldn't work, it's that it wouldn't work for the average entrepreneur.
The average entrepreneur is bootstrapping a business, they have a small but growing audience, they're early stage in their business and they're trying to figure out how to make a name for themselves. And I wanted to create a method for myself that allowed me to override all these things.
The complexities of the tech, the expense of all of these different pieces that you're moving together, all of the distractions of all of these things that took you away from actually doing what we're doing right now, which is having a meaningful conversation that adds value for people. And this happened to converge with the exact time that live streaming happened.
became available because dating myself now, when I started in the online space, probably when you started, live streaming wasn't a thing yet, right? So I saw this tool and I was like, so you're telling me that we get access to billions of people for free, 24 hours a day, seven days a week. And no matter where you are in your journey, you get to just run an infomercial. Any day, anytime, for free.
So I said, I'm going to start leveraging the power of live streaming. I killed all the tech. I had no landing page. I had no email sequences. I had no anything. And what I did was I designed a four-part process where I would stack value, I would teach four building blocks.
And the way that I tell people to think about the live launch, and it's called the live launch method, I've taught it to over 100,000 people now, very commonly used verbiage in this space now, yet many people don't really understand how to do it the right way.
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Chapter 4: What is the Live Launch Method and how does it work?
And so over the course of those five days, you're continuing to add value, but you're doing it in a very different way.
You're doing case studies, you're doing interviews, you're doing co-working sessions, you're giving them homework to work on, you're doing mindset sessions, you're proactively addressing all of the objections that you know people have to buying, but you're still continuing to sell and invite them. And there's studies that have been done on brain science that when someone spends nine hours
connected to a message, a person, a communication, they are going to build that know, like, trust factor that we know is essential to get people to buy. And so there's a lot of elements of the live launch. I wrote a book on it. I'm actually recording the brand new 2025 audio book as we speak with all the updates for the new year.
But what that did for me and what that's done for all of my clients and the people that I've been teaching that to is one, it killed the complexity. The number one reason why people attempt to launch and they don't have success is they're not actually focused on connecting and engaging and serving the people.
They're focused on the 800 other moving pieces that they're trying to manage just to execute the launch. That has nothing to do with adding value for anyone. There's no presence. There's no intent. There's no actual deliverables for the people that are giving you their time essentially. So it kills the complexity, number one. Number two, it kills the expense.
So when I started launching and I was following these other methods, I had to pay for all the tech, I had to pay for all the people to edit all the slides, all the videos, copywriting for all the emails. I had to layer and layer and layer so many expenses just to do the launch
that to make the launch productive, you are already in a hole before you made a single sale, which is probably what the experience of a lot of people listening to this video are. So the reason why I teach the live launch the way that I do is that you can start off completely organically You don't need to have a big team.
You can do this the first time without running ads, without adding any expensive tech, without anything other than your phone, which is what I did. I scaled the business on my phone without any tech, without any extra things until I started getting six and multiple six-figure launches. And then I was like, okay, now I'm going to start
die Tools und Dinge, die Segmentation geben und Dinge, die Daten geben und all diese anderen Dinge. Und ich denke, das ist eine der Dinge, Charles, die es wirklich für Leute tötet, ist, dass sie versuchen, eine Level 20 Strategie zu machen. when they don't have mastery of Level 1. And Level 1 is connect and convert.
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Chapter 5: How can entrepreneurs effectively engage with their audience?
I think people also don't understand, how do I find the people that are proven versus the people that are fake? What are the pretend versus the proven? 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 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 over the phone. I said, anybody in the phone that says client in front of it, call them, ask what do you want. I'm going to go and eat all your donuts. I'll be back in 15 minutes. Wow.
Ich liebe das.
Da ist er. Da ist er. Wenn du in dieser Situation bist, okay, jetzt muss ich lernen, wie ich zu beenden. Ich habe all diese Werte gegeben, ich habe das gemacht. Wie kann ich, weil sie mich nicht einfach kostenlos einkaufen, was wäre toll, wenn sie es könnten, aber sie machen das einfach nicht. Wenn du jemanden durch diese Beendung gehst, was ist wichtiger? Ist es der Funnel?
Ist es die Art, wie du mit ihm sprichst? Wie schaffst du es, ihn zu einem Team zu outsourcen? Das sind Schwierigkeiten, die Leute in der Lage haben, weil Leute Angst haben, für diese Beendung zu fragen.
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. On average, an adult learner needs to hear something eight times. Wow.
Das ist, warum der Live-Launch euch ermutigt, die Offer über und über und über und über wieder zu eröffnen. Und der größte Fehler, den die meisten kleinen Geschäftsführer machen, ist, dass sie einfach nicht ihre Offer freundlich genug teilen, für jemanden, der vielleicht interessiert hat, der vielleicht ein perfekter, idealer Klient war. Sie haben einfach nicht genug, äh,
Es ist nicht Daten, es ist fast die Familiarität, den Komfort zu haben, um die Kaufentscheidung zu machen. Also das erste, was ich den Leuten immer sage, ist, bevor du sogar in die Fähigkeit des Versellens hineingehst, musst du dich auf die Anzahl der Offerungskonsistenzen konzentrieren. And 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.
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Chapter 6: What strategies does Kelly recommend for closing sales?
You get it, you're in my head, that's exactly what I want, that's exactly what I need.
I think you said it before, you'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... Sehr anders. Also die 25-Jährigen sind wie spontan, Spaß, Abenteuer, Reisen. 35-Jährige sind wie stabil, Familie. Also es ist anders. Also wenn du mit deinem Publikum interagierst, sprich ihre Sprache, geh in ihre Wasserhöhle. Wenn sie auf TikTok hängen, geh da hin. Und wenn du verpasst hast, Glückwunsch, du hast sieben mehr Spuren.
Und wenn du wieder verpasst hast, mach es wieder und wieder und wieder und wieder und wieder und wieder und wieder und wieder und wieder und wieder und wieder und wieder und wieder und wieder und wieder und wieder und wieder If there was one thing that you're, you could 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 like, God, please, just for the love of, please just do this. Yeah.
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. Put something in the world every single day that is a deposit in the reciprocity bank.
And I always say the currency of integrity is 10 to 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 about, 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.
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