S2 E72: Serve First and Your Team | Bobby Klinck & Katie Chase

In this episode, Team Klinck’s Bobby Klinck and Katie Chase join me for the second half of our conversation about building a team you love.

The 3 of us tackle the big question about what is your purpose in your life and how does that relate to running a business. And we look at how Team Klinck is promoting a counter-intuitive “Serve First” philosophy and, while that could be seen as a sales tactic, it has already made HUGE ripple effects in and on their community.

In addition to the prank they pulled on their audience during their live event, in this conversation, you’ll also get:

How Bobby’s dad modeled true marketing 

• When there’s no “catch” and how that confuses people
• The key to connect with your audience and with your team that drives your success
• How going against what everyone else is doing may be the perfect way to grow your business 
• What business decisions make team members proud to be part of the team
• When going all-in makes the difference between an offer succeeding or not
• How the leader/founder views the team is critical to the success of the team

And when all the pieces come together you can see magic happen.

****
Connect with Winston

LinkedIn     https://www.linkedin.com/in/winstonfaircloth/
Facebook   https://www.facebook.com/forloveofteam
Instagram   https://www.instagram.com/forloveofteam/
Twitter        https://twitter.com/forloveofteam

#TeamLOVE Book. Join the bold book writing journey as we write and share our first draft chapters from our upcoming book - Team Love: 28 Ways to Demonstrate Caring at Work here in season 3 of the For Love of Team podcast.

Be notified each week about a new episode and follow our journey at TeamLoveBook.com

Transcript

Bobby Klinck: 0:00

This is the guy I want to coach me to teach me how to be an entrepreneur. One of the things I teach people is you have to commit to lead. If you want to have a business that people are talking about, you can't just be saying the same stuff as everybody else doing the same as everybody else. You have to be a leader.

Winston Faircloth: 0:16

Welcome back multipliers. It's Winston Faircloth, and this is episode 72. of the for love of team, the podcast where leaders simplify teamwork. Helping you surround yourself with others doing the work they love simplifying your business process so that you can serve more focused on the work that you love. And before we begin part two of today's special guest episode, I want to remind you that we are opening up for love of team retreats starting next month. These are invitation only intimate and immersive experiences which cover our four love team method helping you start or build the team that you absolutely love. You'll leave the retreat with clarity, confidence and commitment and building a team that fits you, your clients and your desired impact. And as I mentioned last time, we've got two different retreat styles available our in person retreats we're hosting three of those over the upcoming year one at the beach, one at the mountains and one in an urban setting. These are going to be small, intimate, all inclusive events. for up to seven business founders which includes your lodging, food, community and content all provided, you just have to meet us at our private location and our virtual retreat. This is perfect if you want to save travel time and money for love of team comes to you with our remote retreat the same great content and community along with some special surprises for about one third off the in person investment we pass our savings on to you. Both versions offer lots of space for reflection and connection so that you can craft the dream team that you've always wanted. And if you're curious, text me right now at 1-754-800-9461. That's 1-754-800-9461 So today's episode is a continuation of the interview we did last time with Bobby clink and Katie Chase. Bobby is the Harvard lawyer turn online entrepreneur, host of the certified badass online marketing podcast and creator of bomb you a an entirely free badass online marketing University content helping you to avoid the death by 1000 courses. And as we shared last time, Katie is Bobby's integrator aka the number two person responsible for converting vision into action as an entrepreneur herself. She brings heart and organization in managing the team that brings this vision to life, helping Bobby stay focused on what he loves to do. I know you're gonna enjoy part two of our conversation. So let's jump in right now. I know that you're on a mission to re connect people with true marketing with your audience and true engagement with your audience. And also what I hear you saying is you're doing the same with your team.

Bobby Klinck: 2:59

Yep, exactly. I mean, to me, and again, this is where it's like, again, this is where I say I'm lucky because and Katie has said this, like when you look at the definition of a marketer, like when you look at a lot of these things, she basically says that I was a born marketer. She said that to me a couple times, which is so funny, because I was not good at marketing the way most people think about it for a long time. But yeah, to me, I guess it's it's the dumb luck of having had a dad who was building this business, who taught me all of this stuff, who I just saw, you know, all of the things that he did, were literally like his employees, like he's still in touch with employees. I mean, he closed those stores down in 1999. And he's still in touch with so many of those employees. One time, we were literally so I guess it was when I graduate, I don't remember what it was. But at some point, I was going with my parents to Europe, and we got to the Dallas Fort Worth airport, we go to like, again, we'd already checked in but my dad went to check in again at the gate. And the woman said, the woman recognized and she had worked for him 20 years before because of her experience working for my dad, she upgraded us to first class and I'm just saying think about that we did not model who didn't have anything but that was the kind of the impact he had had on this woman's life. And and I think that's the impact we should all be trying to have on everybody in our world. And I was like thinking about, like, I try to like think about a lot of things like what's the purpose of life? What's First of all, that I say, you know, I just want to leave every situation better than I found it, my audience, my team, no matter what I'm doing, if I can have a positive impact, that's what I want in life. And to me, that's what every marketer should be saying, every person every human should be saying, again, I won't get politics, culture, etc. But like a lot of the things I see happening in marketing are the same things I see happening in culture, society in general, like one of the things I've been thinking about a lot is, is why do we rely so much on fear and shame and all of that stuff in our marketing instead of casting a vision for the pause I want to like cast a vision of what we're going towards not what we're writing. Getting away from. And so I tried to bring that to my team to everybody I interact with, because again, I mean, call me, you know, Pollyanna, whatever, but it's what I want in life. And so I'm bringing that and it's been attracting some people, and some good people. So I think I'm doing something

Winston Faircloth: 5:15

right. There's no doubt about it. And I love your serve first series that you're in the middle of right now. It's just been so refreshing to hear and so inspiring to me as someone who's carving a path in this space to to hear that, and it's so much it's so true to our experience.

Bobby Klinck: 5:32

Yeah, I mean, look, let's be honest, serve first is like, I don't know if I pose this yet, for the ones that's been released yet. But ultimately, and Katie will back me up on this. When we're thinking about any decision in the business. Our question is our first question, will this serve our audience, and sometimes we get off track, like we were thinking about doing a live event on something very specific. And then I said to her somewhere who said No, me doing this is about me wanting to do it, not about what's best for the audience. And so we changed because of that. And I mean, I look at that, and I say, I mean, I don't care what rubric, what metric you use, you should be doing this now, number one we could talk about, it's just the right thing to do. It's the golden rule. If you're not spiritual, it, you know, if you're a person of faith, I mean, pretty clearly treating people that way and being giving and all that and serving should be in what we do. And by the way, it's the best way to make money over the long term. I mean, I just I say this, and it can be it can be grating to people because they hear this. But you have a choice. Are you going to be a surfer entrepreneur or you can be an infomercial? Which one do you want to be I don't know about you, I don't want to be an infomercial, I want to be that brand. That's here, 10 years from now. 20 years from now, 30 years from now, I hope I'm still working 30 years from now. And again, this is another little thing. I'm not trying to build a business to sell it or to get out of it, because I love what I do at such a deep level. And that to me, again, if you find that you've got the right business.

Katie Chase: 6:56

Yeah. And I wanted to add to that what Bobby said, and just to make it more clear, we're not using surfers as a selling tactic. That is not what this is. It's there is an element. And I think this is why it kind of gets lost in some people. But some people like I don't know if I could accept that. Because there is an element of faith in what we're doing. We're giving, giving, giving, giving way more than we're ever asking. And we're doing that not as a tactic, but we're trusting the money is going to take care of itself. Because we've seen the more that we give all that other stuff takes care of itself. It just

Bobby Klinck: 7:31

and again like so a lot of people here sir first and they think Jab, Jab, Jab, Right Hook, you know, the Gary Vee, okay? Well, you serve up eight pieces of, you know, four pieces of getting and then you can ask like, No, no, no, no, no, no, no, there's not some, there's not some formula. It's about a mindset more than anything else. And, and my ratebeer being a radical giver, which is the other thing I talked about is it's not about a tactic. It's not about anything else. It's about a mindset. It's just about instead of saying like in the serve first, instead of saying, like, how can I make more sales? I say, How can I serve my audience better, and I trust because by the way, we've got 1000s of years of history that has proven out that the more you serve, the better you will do in life, just no matter what, you know, and I'm not talking about you know, making money because to me, you know, again, I don't want to Lamborghini, I mean, I want to have a nice living, let me be clear, but I get joy, out of seeing results that that people have of seeing the ripple effect my work is having on making the world a better place. And that's enough for me, like, I know that 95% of people who download my privacy policy will never buy a single thing from that doesn't make me mad, that just says cool. I got like, last year, I got to help 13,000 people, like make their website legal. That's pretty cool. If you ask me, I don't need any payoff beyond that. And it's what Katie said, I mean, we have faith, and it's almost like a blind faith. I never know how serving first how giving is going to pay off. But I simply found when I serve without expectation, joyously not as a tactic, but just because I love serving the people I serve. It takes care of itself. And so I'm gonna keep doing it.

Winston Faircloth: 9:09

And bomb you is a great example of that principle at

Bobby Klinck: 9:13

work. I mean, I think that's right. And it was. So for the listeners who don't know, I mean, this idea started last summer, Katie and I were talking and we had talked in various ways, like how, and it started with kind of almost this question. Like, if we hired someone who didn't have any experience in the online marketing space, how would we even begin to get them up to speed on all the things? I think look each other said, you know, we had no good answer, right. I mean, I don't know if Katie has come up with any thoughts since then. But I think we were just saying, I mean, well, I've got access to that course. I'm gonna put him through that course. And I can give him at it. And again, I send people books, and it's funny. I mean, nothing against him. Russell Brunson. I think his books the secret books are actually a great kind of overview. I don't like some of the stuff I don't agree with him. Stuff like the overly salesy approach. But that had been my best answer. Give them the.com secrets, expert secrets and Traffic Secrets and just let him kind of do that. But that was the best I could come up with. And so then we came up with this idea, well, what if we undertook to create it? And what would that look like? And we basically did, and I don't remember if we, I don't think I told her it was going to be free upfront, but within a week or two of thinking it through, I'd say, What if we did it for free? She's like, Well, let me think about that for a second, Bobby. Let's talk about that. But that was the notion of what it was of where it started. And again, part of me is like, I'm weird, Winston, I admit that. But when I came into the online space, I could never like I was always like, wait to pay 1000 bucks for a course. But isn't there a book I ended up? Like, that was my mindset, not because I was cheap. But because it just seemed weird to me to spend$1,000 on an online courses outside of the online marketing space. That's not normal, right? It just isn't. And we forget that. And so I had had this realization that to me, I believe, and I could be dead wrong on this. But I believe we are not selling information. We are selling implementation. We are helping people get results At the end of the day. And so I just said, You know what, let's just give the information away for free. And so Katie got on board with it. And it was this funny thing that I don't even know, do we tell the team right away? Kay, don't remember if we told the entire team that it was free? It's

Katie Chase: 11:26

up for I can't remember I want to say no, I want to say No, we didn't.

Bobby Klinck: 11:31

Yeah, but we eventually told the team but didn't tell anyone else. And again, like I told a couple of close confidence in the marketing space, got their thoughts. And they looked at me like I was nuts, like everybody has for a long time. And we played the ultimate prank on the audience at our event, but we didn't announce it until the end, we did this whole presentation where I was presenting it as like you would sell it going through all this stuff. I said right now we have this course online marketing foundations that walks you through, you know how to apply this framework, which is actually By the way, that kind of taking the current conception of marketing and applying it to the online world. And I said, but we're gonna add a legal foundations course, we're gonna add a messaging course, we're gonna add a copywriting course, we're gonna list building course, we're gonna add a course about how to beta launch about how to create your course about how to write a sales page about email marketing, about storytelling, about content marketing, I literally was going through this and going through this. And as I'm doing it, you can see people in the comments say, How much is it, here's my credit card, I was doing all of that. And this was on day two of three event. And then at the end of the presentation where I walked her, I said, but this is more than a program. It's it's part of a bigger movement. I want to start and I said, but more on that later. Now let's go to lunch. And that's where I broke and went to lunch,

Katie Chase: 12:40

meanwhile, are freaking out in the comments just losing their minds, right? And so

Bobby Klinck: 12:45

I was toying with them, then we come back after lunch and I pitched my coaching firm, not this and then like in the Facebook group that night, I was like messing with people and the best anybody could guess was that it was gonna be some kind of membership, you know, some low end membership or something. And so when I announced it, like I we announced that it was free and by the way, Bobby john, our team, hit send gave them their credentials, the very last session of the third day. And again, I kind of brought them full circle I said, Look, I told you I don't believe that in from selling information is way to go, we sell implementation, blah, blah, blah. And so I brought it back to that and then I did it. And like the you know, there were some words that I won't say because I assume we want to keep this nice and family which I you know, yes, there was there were some of those words some of those you know, letter like people putting things in the comments, like blown away and again, I wasn't even doing it for this but there was this one moment also there was this one comment, I couldn't I couldn't read the comments as I was going because I would lose it but afterwards I went looked and I mean, there was this one comment that someone had which was which is funny because I was known for being a guru and she said well now this is gonna make you the guru I said well, maybe but you know is that interesting thing but then we got on and and just so everybody knows what we pitch was a $7,000 coaching per in the 10 minutes after I said, this is free we saw nine people come in and buy the coaching program and again, talking to some levers one person who was like trying to figure out how she was gonna buy both or be able to which ones she was gonna buy. But then I think the other ones It was literally just people saying, whoa,

Katie Chase: 14:19

we have to talk about that though, cuz I was talking to the person a couple days ago, and she was when Bobby was laying out what was in bomb you and he was kind of pitching it. It was like a foe pitch and playing a prank on them. She's like, I literally brought out my my credit card and I put it on my desk. And as she was going through everything that was going to be in there, she said I put my credit card away because I knew I wasn't going to be able to afford it. And so then he comes back and pitches, the coaching and she brought out her credit card again. I don't think I can do this, put it away. But when he said bomb live is free. We're giving that to you. regardless of if you ever buy anything from me, you will always have this because that's how we want to start She bought it out. And she's like, I knew at that moment that that was a coach I wanted to commit to and she was like, I will find, I will find the money again, we weren't doing it to get people to bring out their credit card necessarily. But that was a natural reaction because Bobby committed to lead and lead in such a way that was so in alignment with his core values. And it was a beautiful thing to see people so blown away by someone not just saying that they're surfers entrepreneur, but living it out

Winston Faircloth: 15:25

and radically generous.

Bobby Klinck: 15:26

Exactly. And it was this thing that and we got on afterwards. And people were asking me, so the event ended. And then I had said, Hey, you guys want to just get because I knew because like the way or the way our event software was working, we couldn't have an actual conversation. And I just had a feeling people want to ask questions. So we, we did a zoom after party and got on and people were just like, like, and I said, Look, this is just, this is what we're doing. There were people talking about it. But I said, I really think maybe there's one person was like, couldn't figure out if she can afford both. But after that, it really was like people saying, if he's gonna do this, this is the guy I want to coach me to teach me how to be an entrepreneur. And again, this is one of the things where I said, by the way, all I was doing was leading living out my core values to my audience to my team, but it's the same. And one of the things like Katie said, like, one of the things I teach people is you have to commit to lead, if you want to have a business that people are talking about, you can't just be saying the same stuff as everybody else doing the same as everybody else, you have to be a leader and me doing this was me putting a stake in the ground. And I gotta be honest, like, it was scary going into it. Because we were creating this, and I commit to these people said out loud, here's the stuff is coming. And we have no idea like at the time I make that pitch where I'm telling you what's coming, we've not sold anyone into the coaching program, we have no idea how that coaching program is going to perform, how many people are going to join, and I've committed to give all this? I mean, again, I guess theoretically, I could have but I would never have pivoted and said it wasn't free, I would have said okay, well, the coaching didn't work, but we'll figure something else out. But it was kind of scary to make that commitment. And again, like right now we are going through a huge massive overhaul of our tech that Katie has been working on basically since January for no other reason than because none of the platforms that were out there, were going to let us do what we wanted to do for this program. And like it was little things and some people said, I'm not a big deal, just who cares, you can change your vision. But we said no, no, this is what we want. And we're willing to spend more money to spend our time like, you know, basically the entire first quarter is Katie working on that and me working on creating courses. And that's like this year, I mean, Katie talked about it more than more about this on managing the projects and everything but this year, basically my plate is I'm writing a book, creating content creating more courses for this, you know, for for bomb you, and then kind of bomb live and coaching my people. And that's about it. Like I don't have anything else on my plate. And we committed to do this, it's really, you know, it was a big commitment. But to me, it's a no brainer, to put this much out there to serve this many people because like I said, I know that the more I serve people, I don't know how I'm gonna make money. I don't know how it's gonna work, but I know it's gonna take care of me, it's gonna take care of my my team is gonna take care of everything. And so we're just doing it.

Katie Chase: 18:05

I also want to point out during the event, we had we our coaching program with over phenomen way better than we expected it to we I mean, we filled it and then some, let me say that

Bobby Klinck: 18:15

we closed 40% of the people who were there into a$7,000 program, which is saying something. Yeah, you don't close out at a live event, much less a virtual event. And it was because I said what I told her is we were living out what we're teaching people. And that's why it worked. But Sorry, can you on

Katie Chase: 18:35

that? Definitely for sure. But also what got me is aside from the wonderful people we get to coach now in that program, which fills us up for sure. It's the people who didn't, and the impact they're making, because they said, Bobby, I saw you do it. And now I'm going to do it in my business. And that has been overwhelming to see that people were so inspired. They're now adopting that and they're giving more in their business and they're seeing results. Like again, not as a tactic, but they're seeing their business flourish in a lot of ways because they were brave and became a surfers entrepreneur and became radical givers. And I mean, so we're seeing fruit from Bobby's Bobby committing to lead because of our core values. We're seeing fruit, not just in the bank account, but in so many other ways. And it's it's incredible. It really is.

Winston Faircloth: 19:30

I don't think I can ask another question. That wouldn't be a

Bobby Klinck: 19:36

well, so I mean, I'll say a little bit more about that because it was the event but it was also stuff after that. Like I said some things were a timeout, and we've had people email us like a doctor, a guy who serves doctors who was going to charge something and said, You know what, I decided I was going to just give this all away for free. We've heard that heard so many people who are doing this and like I said, you know I'm doing my best, you know, I will not get emotional here, I think but you know, oftentimes I get emotional about this stuff. Because literally when I just see people who like, even when I was just in the templates, legal templates, and I would see people I knew who had bought my templates, and I would randomly see their Facebook ads or see their offers on their page, and it would kind of warm, you know, warm my heart a little bit. But now seeing all of this other stuff happen, where I've got these people, and I have people who didn't buy who I'm cool, I still have these amazing like Facebook chats with all the time. And, you know, it's an amazing thing to see the changes they're making, that they're having, and

Katie Chase: 20:43

a free program that you can invest in.

Bobby Klinck: 20:46

Yeah, you know, you know, again, proving, proving this notion that, you know, you don't have to charge people for them to get results, if it's the right people. But it's also like, it's a sad statement about I don't know, if it's society or industry or what, like one I'll never forget, there's this one woman, Lauren, who's joined coaching, but she was at the event, and she told one of her friends about it. And her friend said, what's the catch? There's got to be a catch. And that's everybody's responses, there's got to be a catch. And I'm like, how did we get so jaded? That that's like, the reaction. And it's been one of the things like people who know me, like they know, there's not a catch has been one of the things that we know, like, as we get introduced new people, they're just like, gotta be a catch. And, and, you know, I want to change that, I would like it to be that that's not the default. And you know, maybe that's a crazy, that's crazy for me to set that as a vision for an entire industry. But I want to get us there, because I see it. And it bothers me because, you know, so many people have gotten used to it. And the problem is, they see it. So everybody else is simply they're like, well, that's the way it's done. And I've had so many people, and this is the weird thing of the weird is the right way. But a good part of my community is people who had some kind of business experience before some of them literally had marketing degrees. And they have told me this, they said, Well, I got in the online space. And I said, Well, I guess what I learned in marketing isn't how it works in open space. So they they started, where they stopped, what they learned and started doing what, you know, this echo chamber was teaching. And they said, Thank you to me, because now they've said, seeing me, in a sense, has given them permission to stop to start giving to start approaching it how, you know, I, I just think we should be approaching everything, and it's given them that permission. And so I get people thanking me for that. And, you know, I, anytime I get it, I share it with my team, because I want them to know, this is part of our mission, this is part of what we're doing. And it just like I said, I want to spark a movement on this, of getting people to think about serving first and not thinking about, you know, you know, everything being a transaction, and I think we started that, and we got to keep, we got to keep pushing it because it's a movement that's gonna need some pushing. Here

Katie Chase: 22:59

it is. I also wanted to bring this back around a team, considering the podcast we're currently on and what our team experienced during this event, when we lived it out publicly what we've been talking about for so long, that to me was a pivotal moment in our team culture, because Bobby had a vision and it took me a while even to kind of understand his vision, I didn't fully understand it until I saw him laying it out at the event as it was happening. I'm like, it clicked. Yes, this is this is what I want to do. But we got members of our team, Bobby Joe, who emailed us after, I mean, she was in tears. She's like, I am so proud to be part of this. And that was that goes back to marketing to your team and what that is about, and she was so I mean, she was I think she was bought into the vision, but not as much as she was until that point, when she realized Holy cow, I'm I'm working for something that is bigger than I thought it was. It's better than I thought it was. And I am all in. And that was also being served first being radical givers how it, how it ministered and served our team and marketed to our team was profound.

Bobby Klinck: 24:11

And I will talk about by Joe Herbert because she posted something on Facebook too, because like right after the event was effectively about a year from the time that she had quit. She used to have a job as a social worker. And so she posted this thing based on a personal timeline linking back to like, I think I had posted something about that being a rap about how amazing was and she had shared that and said for those of you who are wondering what I've been up to for the last year, and she basically said in the post and and talking with her afterwards, the event is what made it click in her mind that she was serving just like she was before just a different group of people in a different way. And yeah, that was the amazing thing that she got to see the impact of what she was doing and again of how she was helping these people how she was playing a pivotal role because again, like and again, this is part of the leadership thing. Like I said during the events so many times, look one up here on screen. But I want you to know this if it isn't me, it doesn't happen without Katie Shelley, Bobby Jo, Christine, our Filipino VA was able to attend a lot of the time. And I think her getting a shout out from us was amazing. Like, she was like felt, you know, like, overwhelmed, but doing that. And so we got like a few said thanks to the team, because they are like, everybody who's there knew it was the team. And you know, again, I think all of that played out. And again, I gotta be honest with you one of the saddest things, but the saddest things to me was, you know, when you have an impersonal event, you often bring the entire team up on stage. And I was sad, I couldn't do that. Because I was like, You guys need to meet these people, because they are that amazing. But I did it as good as I could. And I know people did. And we had people reaching out. Literally, this was our first event ever for any of us. And we had multiple people who went to a bunch of big events last year, and reaching out and saying that this was the best event they did. And I attribute that to my team, not to me. And that's the honest truth, because the content was great. But it was all the other stuff. And it was all the attention to detail. And it was funny because like Katie and I, when we were first planning this event, we were at an event about how to run events. And there's like this moment in our chat, where I said, cool, I'll create some content, and we'll sell some stuff. This is the level of my thinking. And she's thinking about all of these other details. And you know, she was the one who was pushing on like our boxes to make them very meaningful, the stuff we gave to people. And you know, she and Bobbie Jo, were working like crazy to make sure people were served. And we had tech issues and got people so and again, so many people. And it's funny, because we got a, I don't even remember what it was, Oh, I got a letter in the mail on January 6, not a great day. But it was a letter that I opened that someone was thanking me and wanting me to send the thanks to the whole team for what we had done. And I had to share it because I was like, you guys have to realize this is like you know, whatever you want to call it. I mean, this happening. Like today, it was what I needed. But I had to share it with the team because it was as much about them as about me. And I wish I could teach people to bottle this up. Hopefully you can, Winston. But you know, it really is this, you know, there's a bit of magic in it, because I guess we're doing it the right way. And you know, what I'll say is, I mean, he set the vision, but Katie's want to make sure that I don't screw it up at this.

Katie Chase: 27:21

And then I was gonna say, I think one of the most rewarding things on our team. And probably any team is the moment when you see your team members light up at division. And I saw that at the event with scholly. I saw it with Bobby Joe, I saw it with Christine. And that was a magical moment.

Winston Faircloth: 27:38

It had a quite a ripple effect throughout the industry. And you know, just the people I know and and people who attended, I knew. I have to tell you this really funny story about I think as a week after you closed, you had the podcast interview about how you had come very close to a significant milestone number.

Bobby Klinck: 28:00

You're off by $140 or something.

Winston Faircloth: 28:03

Yeah, I didn't attend the session. But I'd heard so much about it. I was like, Can I buy the $7,000 package to get you over the top? I didn't even know what the daggone offer was, was like, Hey, here's my credit card. I want to get you over that number.

Katie Chase: 28:20

That's great.

Bobby Klinck: 28:21

I appreciate that. Winston, but no, I mean, I'm not one who like

Winston Faircloth: 28:25

Bobby wasn't anything. It wasn't like I was it was like a pity gift or anything. He was like, hey, I want in on this. This is this is magical. I want to be part of this.

Bobby Klinck: 28:34

I tell you, I talked to Katie, Katie will always be willing to talk to people about these things. You know, she's the head of growth. She'll always talk to anybody about it.

Winston Faircloth: 28:43

Katie, we need to we need to have a chat.

Bobby Klinck: 28:45

But But no one said I mean, it's it's a funny thing. But again, this is the yin and yang because it's funny, we should talk about this. Like our like Kaylee going into the event. Our plan was we're gonna do some kind of promo after the event for coaching. Now, Katie will tell you this is the difference between her and I. And she's laughing at this because like, she like I had mentioned something like, Look, if we have to we'll do a webinar after the event for coaching. And she got like, on ourselves, we need to plan the webinar when you plan the webinar. And I just said, Look, I'm not planning the webinar. I'm not planning it. I'm not thinking about it. I'm not doing anything for it. And I explained to her because my view was, I'm only doing the webinar, if it's a failure, if like, the event is such a failure that I'm like, Oh, we got to scramble, because I was like, if we're close, I'm gonna send some emails, and that'll be it. And so I was telling Katie, I am not going to plan to fail. Like, if it doesn't work, I'm gonna, you know, I was like, you know, I will do what has to be done and I'm not gonna put on the team. I'm gonna do what has to be done to make sure that that we do that. And then the event was like such a success. I'm trying to remember I think Katie and like, I think Katie and Donnie were like out are made her go away, like because she'd been working too hard. And so I joked, I joked with her before she was like I said, I'm gonna send an email. She said, No, she literally said we're not even emailing our list. Because to give you some sense of numbers, when we were planning in the summer, we had these grand plans would have 500 people at the event and we the most we even imagined that we would get in conversion was 10%. So like our wildest dream in the summer was 50 people in the coaching. Well, we ended up having like 200 people had tickets. But some of those were bonus people who literally never even showed up. We had 140, something show up at some point, but about 100 people, were there consistently in there for the pitch. What are we at 41? k down, I don't know where we are. But we're around 40. And I said, so we had one fifth of the number of people at the event as we expected. And we and and again, we had no expectation but but here's I think a key piece for people to hear is we were willing to pivot we were gonna do Whatever had to happen after the event. But like I said, I mean, it took it took everything in my power. Katie, Katie will back me up on this to not send a couple emails inviting people. But she was like, No, and and, and I want to hear it like people hear this. Part of the reason was, we want to make sure we serve these people well. And again, me being the visionary, I'll take care, no problem. my team's like, freaking out. They were like worried. And again, like to give an example of what we did, like we ended up creating, like, based on the feedback from people, like the original goal was like, there was only one coaching call every other week. And we just said, Okay, we're gonna do two. So we have a 230 column and a seven o'clock call per serving people, etc. And so we just, you know, we pivoted, but it was this funny thing that it was the yin and the yang of Katie and me, like her being a plant or wanting to plant it. And eventually, that was like, I'm not sure if she was ever sure that it was the right decision. But at one, eventually, I just said, Look, not gonna happen. I'm not planning the webinar, period, full stop. And she trusted me. And that was kind of what it was. And that was an important moment, I think, for her. And then I was glad that I was proof right? You joke with her afterwards? I said, Is it okay that I didn't plan the webinar now, Katie?

Katie Chase: 32:04

Oh, my Are you were and you were right. And I'm so glad. At the time, I was like, I mean, we were butting heads on this. I'm like, but you don't understand, I don't want you to get out of this 3d intense event and then go into planning a webinar that is so much. And I was honestly looking out for Bobby. Because I'm like, I know that's going to take a lot of energy. And he's like, I'm not going to show up that way. I'm not going to show up planning to sound like I agree with you. But the planner in meetings needs this planned out. And so, but I'm so glad that he would not budge on it. Because looking back now he was totally right to show up and that energy instead of the energy, but what if it doesn't work out? I mean, I think sometimes what would his pitch have been? Like? What would that that that last session of the last day felt like, if he was like, oh, but I've got a contingency plan. And I'm just glad that I'm glad that I didn't get my way. I'm glad and um,

Bobby Klinck: 33:08

but it's but it's even funnier, because like, even like at the end of day two, so date, if listeners aren't on a three day event, you normally pitch second half of day two, which what we did. So day two was a long day. I mean, we went out a VIP session that I think went to like 1115 or so my time, Eastern time. And the team and I then got on a call afterwards. And we looked at where the numbers were, I think we had like 11 people at that point. And so I said, Look, I I used to Gamble's, I said over under I have to explain to my team every time what over under means for listeners what over under means it's basically it's the place where you put a number and you say you would get an equal number of bets, betting more as less, it's a thing in sports betting. And so I was basically getting my team to do that. And we like I said, 25 people would join to the other team members. I think the other two team members were between 20 and 25. Katie was like, I'll go crazy and say 30. And again, I was like, okay, lightweight, but we couldn't even we couldn't feel it at that moment. We didn't know we had no idea. Um, but I think it's true. Like, if I'd had an out, I might not have done the things and I told me, You know, I told Katie part of it is Look, I I'm and we've done this by looking my strings. I'm literally built to do stuff in the moment. That's the way I am including the event. Like I was talking about all these things at the event I was talking about like storytelling and talking about a cause story. And it hadn't even occurred to me until that moment, when I'm talking about a cause for which for listeners, it's it's the like, what is the motivating thing? That is the reason why you do your thing. And it's one of the most advanced a lot of people that haven't figured their cause story out yet. And in that moment, it hit me what that I knew exactly what my cause story was that it was my story of seeing these other entrepreneurs who started with me, who had basically been driven out chewed up and spit out by the industry by death by 1000 courses and I literally told That thing and I got emotional telling it. And that's the kind of thing that if I'd had an out, maybe I wouldn't have done that. Maybe I wouldn't have been a been willing to I again, Katie would know better than me, I either cried or got choked up at least two or three times during the event. I don't remember how many I might have held back. And I know that about me. And I think Katie is starting to figure like, has figured it out about me now. And like our big challenge to come back to team, our big challenge now is how do we balance that I am best in the moment with not negatively impacting the team? Because that's one of the big challenges we have is like what we found, if we write emails in advance, they don't land if I record stuff to her, it doesn't land. And so how do we balance that? with not having the team feeling like we're running around like chickens with our heads cut off? Yeah. And that's one of the challenges we have that we have not figured out yet. And we will at some point, but we're working on

Katie Chase: 35:54

Yeah, I asked the integrator. That is such a good example, that was such a pivotal time for me, since first of all, I'm the planner of the two of us. I love the plan. I love to plan for the plan. And I wasn't being allowed to plan. But what happened was, I recognized how powerful Bobby's instincts are he his instincts are trustworthy. And so now when I make a plan, if Bobby says something, I'm all ears, I'm listening, I'm factoring it in. Sometimes I still speak up, sometimes I get my perspective, because I'm like, well, maybe he's not factoring in this part that I see that he doesn't see. So we still have those, that dialogue. But when I'm planning, I'm always ready to pivot the plan, because I've seen his instincts play out in such a way that it blessed our team. Number one, it blessed our people it's worth paying attention to. So that was a big learning thing for me, as the integrator was have these need to plan and he's not letting me.

Bobby Klinck: 37:02

But something else that like, that's good, but somebody else I would say is Katie, you are much better at picking up where I'm resisting something, and it's a sign of a deeper problem than I am, she has multiple times helped me figure out, we shouldn't be doing this. Because like me, I'm, you know, I'm just I'm a bull in a china shop, I'm just gonna keep going. And she'll like only once, I think, in the last year and a half what I say I picked up on it when she hadn't. And it was literally with the subject of the book we're working on right now. Because I kept having resistance. And I noticed that I kept having resistance to what the original plan was. But most times it's her. She's like, you said this a couple of times. And she'll, she'll key in on it, and I don't notice it. And again, this is like where you want that person on your team, who is your confident who you can talk these things through with and they hear it. And here's the big thing. You have to empower them to be willing to speak up, like Katie knows, I'm never going to think she's attacking me. I'm never going to view it that way. I'm going to view it as she seeing something, I should think about it. And that's the kind of empowerment you want for team members. Because again, like you know, I've told my team they can if I do something dumb they can tell me like especially like last year in 2020 we were navigating a lot of really heavy things not in my business but in the world. And I gave every single one of them on diversity, equity and inclusion on Coronavirus on all this stuff I gave them I said you guys have 100% permission to call me out. When if I do something that you don't think is right. You tell me and it is 100% safe space. And I'm going to listen and again I don't I don't think they ever did. I don't think anybody ever did. You know, but I just wanted them to know that. You know to me that that's it. I would be mad if they did. I didn't call me out. Because to me is I told Katie if you don't call me out if you don't tell me no, you're not doing your job. That's what you know. It's funny. One of the coaching members said this to me. And I think it's a it's an apt analogy. She said she is like a wild horse who needs to be reined in. And I think Katie would say that's a good description of me too. I am like a very wild horse. It's caught and I need someone to say no no, come on, come back. Pull back. I'm known as the

Katie Chase: 39:10

professional body Wrangler. That's my my other title. And professional Bobby Wrangler.

Winston Faircloth: 39:19

I'll be Wrangler. Yeah. Well, this has been a beautiful story, guys. So thank you for this time and so many nuggets that this audience is going to really enjoy what would be the best way for people to connect with your world.

Bobby Klinck: 39:37

So I mean, just go to my website, Bobby clink.com. And that's if you go there on the homepage at both my freebies mind bomb you and my privacy policy. So whichever you need legal or business side, you're there. And then you'll find my podcasts there. And then we've also got a free Facebook group where you know, we joke because we like to give where most people are taking For out of even their paid alumni, Facebook groups, we are adding more and more support to our free group. But that's a great place to connect. And you know, Katie's active there. I'm active there, my entire team's active there and we like getting in there and having fun with people so you can find that as well.

Winston Faircloth: 40:18

Excellent. All right, friend. Finally, I'm curious about where you are on your journey of building a team that you love. This is the path for love of team is the path that helps you multiply your impact your income, your margin and freedom in business. And this is a world you can have it. Imagine where you can surround yourself with others doing work they love simplifying your own business processes so that ultimately you can serve more focused on the work that you love. It just takes focus and intentionality. So if this is interesting to you, you need support. Text me right now. 1-754-800-9461 text me or leave me a voicemail there. There's no autoresponders or bots. Just me. I want to hear from you at 1754 194 61. And remember, leaders simplify teamwork, multiplying your impact your income, your margin and freedom in business. I'll catch you on the next episode.