Kathy Fettke’s husband Rich was given with six months to live—and she had to figure out how to take over their finances. Luckily, Rich’s doctor was wrong, but that scare was the impetus to start The Real Wealth Network. She leveraged her existing radio show to learn about investing, and now she and her husband teach people how to grow wealth through real estate. Clate and Scott talk with her about going through the Great Recession and real estate bubble burst, not giving up, small business tips, and hitting new highs.

Check out Kathy’s podcast, The Real Wealth Show.

Learn how to maximize your leads like Kathy with our “Ultimate Guide to Maximizing the Value of Your Leads” e-book in the sidebar.

Check out this and other episodes at smallbusinesssuccess.com.

007 – Avoid a Broken Face – Kathy Fettke Transcript

Kathy Fetke: You know, don’t give up, but if you are banging your head against a wall, maybe you should look and maybe next door there’s a door.

Scott Martineau: [Laughter]

Clate Mask: [Laughter]

Scott Martineau: That was Kathy Fetke of The Real Wealth Network on how to avoid a broken face as an entrepreneur in this episode of The Small Business Success podcast. Welcome to The Small Business Success podcast. This is Scott Martineau.

Clate Mask: And I’m Clate Mask, and we’re co-founders of Infusionsoft, and we’ve got Kathy Fetke with us. Kathy’s with Real Wealth Network. How are you, Kathy?

Kathy Fetke: Great. Thanks for having me.

Clate Mask: You bet. We’re happy to have you. So let’s jump into it. So I would love for you, Kathy, to just tell our listeners just a little bit about you. You’ve got such a fascinating story. You’ve done a lot of amazing things and had pretty incredible experiences that I think a lot of entrepreneurs would only dream of. But I think if you want to just kind of give us a quick intro on –

[0:01:00]

who you are and what your business is, a quick background on it, that would be great.

Kathy Fetke: Sure. I’m Kathy Fetke, co-CEO of Real Wealth Network. And this company was actually born out of fear. [Laughter]

Clate Mask: [Laughter]

Kathy Fetke: I don’t know if that’s a good thing. But, no, my husband, Rich, has told –

Scott Martineau: That’s like 70 percent of all businesses, Kathy.

Clate Mask: [Laughter] That’s right.

Kathy Fetke: [Laughter] Right. Desperation. No, Rich was told he had six months to live, and I had to figure out how to take over the finances. That’s really how it started.

Scott Martineau: Yeah. Wow.

Kathy Fetke: And thankfully, the doctor was wrong. He had melanoma. If you know Rich, you know he jumps off bridges and off half dome and things like that, out of airplanes and cliffs. But I couldn’t understand how a freckle could take him down.

Scott Martineau: [Laughter]

Clate Mask: [Laughter]

Kathy Fetke: So fortunately, the doctor was wrong, but when you don’t know, it’s really scary.

Scott Martineau: Yeah.

Kathy Fetke: So it was really love for him and wanting him to take time off from work. And I had to figure out how to take over the finances. And I had been a stay-at-home mom, so that was interesting.

[0:02:00]

Clate Mask: So Rich is all good now. You guys are doing great.

Kathy Fetke: Yeah.

Clate Mask: So what was the business you started and how is it doing?

Kathy Fetke: Well, it is doing fantastic. It started where I had a radio show already. I was a stay-at-home mom at the time, but I’d been in broadcasting most of my life, and I kept the radio show even though I made no money at it. But suddenly I thought, “Okay. [Laughter] I need to make money at it.”

Clate Mask: [Laughter]

Kathy Fetke: So I just went out and found sponsors. I found, I called and called. I dialed for dollars. I’m sure so many people listening have been there.

Clate Mask: Good for you. Yeah.

Kathy Fetke: Oh, yeah. I would just listen to other radio ads and say, “Okay. They spent money. I’m going to call them.” [Laughter]

Clate Mask: [Laughter]

Kathy Fetke: And it didn’t work. I got no yeses. And finally, I said, “Okay. I’ve got to change something because I’ve given it my all.” So I thought, “I know. I’m going to use the approach of ego. That usually works.”

Clate Mask: [Laughter]

Kathy Fetke: So the next person I called, I said, “Hey, you want to be co-host?” [Laughter]

Scott Martineau: Nice.

Clate Mask: [Laughter]

Kathy Fetke: And that worked. And I charged him a whole lot of money for that.

[0:03:00]

It turned out to be a mortgage broker at the time, but because I played on ego and he got to be my co-host on a San Francisco radio show, I brought him in. I sold my soul. But it worked because I learned about mortgages, which was the last thing in the world I ever wanted to know anything about, and I had to make it interesting to my audience. So the way we did that is I found out that he used leverage, loans to help people acquire investment property. And that’s how it all started. I learned about investing.

Clate Mask: Wow. Yeah. That’s awesome. And so you learned it from your co-host mortgage broker?

Kathy Fetke: [Laughter]

Clate Mask: And today your business – so tell us what the business is today.

Kathy Fetke: Yeah. So today it is, it came from that where I learned from this sponsor how to build wealth through real estate, and that’s something I desperately needed to learn because I wanted to stay home with my kids. I wanted to raise them. They were little at the time. They were, I think, two and seven, and so – or two and nine because they’re seven years apart. I got that right. I should know.

[0:04:00]

I’m in real estate. I do a lot of math.

Scott Martineau: [Laughter]

Kathy Fetke: [Laughter] But so I learned on the show that real estate investing could allow me to be home with my kids and be a stay-at-home mom because it creates passive income. And so I just, on the radio show, we just studied and learned. I interviewed successful people over and over again and realized that most of our listeners didn’t know how to create that passive income, either.

So we built a huge following almost overnight and then created The Real Wealth Network as a place where people could come and learn legitimately how to invest in real estate, not have to buy boot camps that don’t work, or outdated, or that really we bring in experts who had made money in real estate and could tell us how they did it.

Scott Martineau: Kathy, that’s awesome and I want to hear more about some of the details of where you are and what you’ve built. I want to just go back to something you said earlier, which is you were kind of running into brick walls –

[0:05:00]

as you were trying to sell these initial sponsors. Clate and I, the initial thought that I had was some of the very first attempts that we made in marketing, and it was amazing how much money we could spend, how big our expectations could get, and how nothing would pay off.

Clate Mask: [Laughter]

Kathy Fetke: [Laughter]

Scott Martineau: [Laughter] And how desperate I’d get. But I feel like that running into the brick wall and being able to just get right back up again and go attack is such a key skill set. I want to know if you have any other – what are the thoughts you have around that and the role you’ve seen as you’ve helped other people to start investing in real estate? What are the keys around getting up from getting your face smashed in the brick wall? [Laughter]

Kathy Fetke: Well, I think you need that – how do I say it? It’s really, that’s the turning point. And most people give up when they hit that wall. But all that you really have to do is shift a little something because everything you’ve done ’til to that point has prepared you for whatever that next thing is.

[0:06:00]

So you better believe when I finally got that sponsor, I knew exactly what to say. I just shifted it a little bit. And most people give up. So don’t give up. But if you are banging you head against a wall, maybe you should look and maybe next door there’s a door.

Scott Martineau: [Laughter]

Clate Mask: Yeah. I think that’s the key. [Laughter] Yeah. Exactly. That’s a great way to put it because there’s really two things at play there. One is your willingness to be tenacious, to stick with it, to really believe that you were right there on the precipice. It’s darkest before the dawn.

Kathy Fetke: Yes.

Clate Mask: Or you’re three feet from gold. That’s the story that Napoleon Hill tells. But so that’s part of it is to know don’t quit when you’ve done all this work and you’re almost there. But the other part, like you said, it’s opening your eyes, looking around, recognizing that there’s a door instead of the wall that you keep pounding yourself into. So I think that is – congratulations on that. And I think –

[0:07:00]

the thing about what I hear in your story and one of the reasons I love your story is because you had to be successful. There was no other way. You were so committed to this, this had to work because it was your livelihood. Your husband is diagnosed with cancer and having only a few months to live.

And I think a lot of times when we don’t have that we must succeed inside of us, we are willing to either get knocked down by the wall and not get up, or not recognize that there’s a door. So good on you for driving through that and making it happen and the great success that you’ve had today, not only for you and your real estate investing, but in your business and helping other people to create passive income through The Real Wealth Network.

Kathy Fetke: Thank you. And –

Scott Martineau: So – oh, go ahead.

Kathy Fetke: Oh. I was going to say it’s those hard times that often make us who we are and make us great at what we do. For example, I have a colleague in the business who –

[0:08:00]

ended up losing all of her money to a partner who stole it.

Scott Martineau: Ugh.

Kathy Fetke: And so she learned how to be an asset protection expert.

Scott Martineau: Yeah.

Kathy Fetke: And it’s the same with us. Like we, our very first couple of teams, partners that we worked with, it didn’t go well and so from that we really learned how to not have partners. [Laughter]

Clate Mask: Yeah. That’s right. [Laughter] Yeah.

Kathy Fetke: I do say that with all seriousness. Be very careful about who you partner with.

Clate Mask: Yeah. No. Great point. And we – Scott and I – we hear you loud and clear on that. We probably –

Scott Martineau: Clate’s regretted being my partner for 15 years now.

Clate Mask: [Laughter] We hear you loud and clear on not having partners. Nah.

Kathy Fetke: [Laughter] You guys are really unique and you’ve worked it out, and Rich and I have, too. We’re partners. And that can be tough for a married couple, for sure.

Clate Mask: Totally. Totally.

Kathy Fetke: The way that we figured that out is to not overlap. He has his thing that he oversees and I have mine, and we give each other some control over that so we’re not always micromanaging each other.

[0:09:00]

Clate Mask: Yeah. You’re totally giving me an idea for another podcast between me and Scott to talk about how you make partnership work with family members. Because I think there are a lot of entrepreneurs out there –

Scott Martineau: Yeah.

Clate Mask: – that struggle with that. And you’re dealing with it, and doing it beautifully, by the way. I’ve watched you guys do that. Scott and I aren’t married, obviously. [Laughter]

Kathy Fetke: [Laughter]

Clate Mask: But we have been working on this business together for a long time. By the way, I am married to Scott’s sister, by the way. So people don’t realize that Scott and I are brothers-in-law sometimes. But having a partner, being able to work together through the ups and downs, the challenges, especially doing that in a family, that’s tough. So congratulations to you on that, too. And it gives me some ideas on how we can, something we can talk about in the future. But something you said, I think is – it’s really challenging when you’re going through those issues that you think those things are defining you and you think that they are actually going to spell your disaster sometimes.

[0:10:00]

But, like you said, they’re actually what give you the ability, the wherewithal, the power to overcome the obstacles and do the big things that you’re intended to do down the road. And we’ve certainly seen that. We talked many times about the failures and challenges that we had early on and how those actually shaped us and enabled us to accomplish bigger things down the road.

Kathy Fetke: It makes you great. It makes you an expert, right?

Clate Mask: Yep.

Scott Martineau: So, Kathy, tell us about maybe the biggest wall. What was probably the low point in your business as you grew this, the time when you just sat there and said, “Man, I don’t know if we’re going to make it.” What was that time?

Kathy Fetke: It was probably the time I had $240.00 in the bank account and had to make payroll. [Laughter]

Clate Mask: Oh.

Scott Martineau: Hmm.

Clate Mask: And they wouldn’t take $240.00?

Kathy Fetke: [Laughter]

Scott Martineau: [Laughter]

Clate Mask: That wasn’t going to work, huh?

Kathy Fetke: I’m in real estate and it was 2008. It was crazy. Everything just fell apart. And we owned properties that were worth a quarter of what we paid, and so did many of our clients.

[0:11:00]

And it was really, really hard. So I think part of – a lot of financial planners have to go through this. A lot of people have to go through this is that there are things that are out of your control, and you can do the best you absolutely can do and sometimes things still go wrong. And so we had investors who lost money at that time, even though we were so good about only finding properties in really good markets like Dallas, Texas. We were very, very good at helping people sell California property and get out at the peak and get into really good markets like Texas at the time.

But I also fell in – I didn’t follow my own advice and went to Boise, Idaho because it was on the hot market list on like Trulia or something like that. And I ended up buying a couple properties there and we had a couple investors buy there. But we broke our rule, which was to never go into a market that didn’t have enough diversification of employer. And so a couple of the major –

[0:12:00]

employers there left during the downturn, and people went with vacancies and it was really, really hard. But what I learned is that when you work with clients who are not happy and you don’t ignore them, but you really, truly care about them and try to help in any way you can, they’ll work with you.

Clate Mask: Yeah. Yeah. That’s great.

Scott Martineau: I love the way you don’t just bounce back from the lesson, but just even the way you talk about that. Now you’ve got a written rule that’s like – it sounds like maybe you had it before and didn’t follow it. But either way, you’re learning and you’re saying, “Look, let’s learn from that and let’s come back.” Yeah. We’re not going to have – I love the concept of we’re not going to invest in areas where there’s not a big diversity of employment opportunities. Brilliant.

Kathy Fetke: Mm-hmm.

Clate Mask: So that was a tough time when you had $240.00 in the bank account. What’s been a highlight for you when you think about some of the big successes, some of the things that have happened? And I have a little inside track here. I know some of the cool things that you’ve done. But share with us maybe –

[0:13:00]

and the listeners when was it that you felt like, “Oh, wow. We are really achieving success,” on a level that maybe you didn’t even think of or that just was really satisfying to you? When did you have a moment like that?

Kathy Fetke: I feel like I have them every day. [Laughter]

Clate Mask: [Laughter]

Kathy Fetke: It’s just like so exciting the way things are going. But, yes, Rich and I won Elite Business of the Year, and that was really exciting. We have been Infusionsoft users since the beginning. You guys helped transform our business, being able to really give the kind of customer service that we want to give and just learning from Elite Forum and the whole program – all of it. The Mastermind. We did all of it.

Scott Martineau: Well, thank you, and good for you guys.

Kathy Fetke: Oh, and it was transformational. But when we first were just newbies and just brought, just worked with your software, I think, back in 2008, we would go to the events and we’d see people on stage, and we’d see successful companies and dream about being the winners.

[0:14:00]

But we never – it was really cool to actually win, I have to say. [Laughter]

Clate Mask: That’s awesome.

Kathy Fetke: So that was great. You and I, actually, Clate, were awarded the top 100 Most Intriguing Entrepreneurs with Goldman Sachs and treated – I won two years in a row. I don’t know if you did. [Laughter]

Clate Mask: That’s awesome. That’s awesome.

Scott Martineau: Clate, how many times did you win?

Clate Mask: Just once. I’m only half as cool as Kathy. [Laughter]

Kathy Fetke: You’re not a two-timer. You’re just a one-timer. That’s okay. We’re just on a podcast, that’s all. No one’s listening.

Clate Mask: It was really cool, though. Wasn’t it? It was awesome. It was a lot of fun and a cool honor. And, yeah, that was awesome that you were on there two years in a row. Very cool.

Kathy Fetke: Yeah. Three days of lavish ceremony meeting – just wow, the founders of Uber, and President Clinton and Hillary. They were all there. It was amazing.

Clate Mask: Yeah. I don’t know if you had this same thought, but as the Democratic presidential candidates have been going back and forth and Bernie Sanders has been lighting up Hillary Clinton for all of the money she’s taking from the big banks –

[0:15:00]

for the speaking engagements, I can’t help but remember the speaking engagement that I was at when Hillary spoke at the Goldman Sachs conference down in Tucson. That was pretty awesome. [Laughter]

Kathy Fetke: I know. I’m like, “I was there.”

Clate Mask: Yeah. I was part of that. [Laughter]

Kathy Fetke: Yep. I don’t know how much she was paid. Oh, goodness. Yes. Well, and then it just keeps going on. So my book, Retire Rich With Rentals was a number one on Amazon, a bestseller in the investing department. And my podcast, The Real Wealth Show in Real Estate News has been number one in investing. So there’s just been lots of excitement. And even just today we hit a new high. [Laughter]

Clate Mask: Good. Tell us about that. What was it?

Kathy Fetke: We work with really – now we work with really high-level developers who come to us because they like us better than some of these big hedge funds. They just like working with us and our investors. So they bring us these unbelievable deals. And they also know that we can come up with the money for it, even though I don’t often know that.

[0:16:00]

So a developer came to us and said, “I found this amazing property in Reno right next to the Tesla, the new Tesla building, or the new Tesla factory.” There’s so much housing needed there, but there’s developers all over the world trying to get property and they’re unable to get it. Well, he tied up this property for such a bargain from a distressed seller. But we needed to raise $8 million in a matter of weeks. And he had to put down the non-refundable deposit – a big one, hundreds of thousands of dollars – and it really came down to us. He would either get this or not get this and lose the money or not lose the money if we pulled through or didn’t pull through.

But we did. We raised the $8 million. We’ve never done that in such a short amount of time ever. But certainly not in just a few weeks. And right, we close today. But today we also got an offer from someone else who wants to buy half of the lots that we bought for more than we paid for the whole thing, –

Clate Mask: Oh, wow.

Scott Martineau: Wow.

Kathy Fetke: – so our investors are going to own these lots free and clear –

[0:17:00]

with enough money left over to build the homes. So they’re going to make –

Clate Mask: That is awesome.

Scott Martineau: That’s fantastic.

Kathy Fetke: They’re going to do well. [Laughter]

Clate Mask: Congratulations to you and your investors. I thought for sure when you said you were – you had a new high today it was that you were on the podcast with us, but that’s a way better high than… [Laughter]

Scott Martineau: [Laughter]

Kathy Fetke: No. That’s what I meant. [Laughter]

Clate Mask: I’m just kidding. I think your $8 million trumps us every day of the week and twice on Sundays. [Laughter]

Kathy Fetke: Oh, I don’t know.

Clate Mask: All right. Well, that’s awesome. Very cool. Congratulations on that. So what – go ahead.

Scott Martineau: Kathy, tell us what’s on the horizon.

Kathy Fetke: Ooh. Well, what’s on the horizon? My goodness. We are actually doing something that I think you guys have helped us to see, which is actually to work less. That is on the horizon.

Scott Martineau: [Laughter]

Kathy Fetke: Through [laughter] so much of your coaching we are participating in Strategic Coach right now.

Scott Martineau: Great.

Kathy Fetke: And I’m being required, as you know one of the rules there is to take days off, free days –

[0:18:00]

where you can’t work at all. You can’t even talk about work.

Clate Mask: Yep.

Kathy Fetke: You can’t look at e-mail. You can’t – for 24 hours. Nothing. And I’ve never done that, ever, never.

Clate Mask: Good for you. You’ll love it.

Kathy Fetke: I’ve always been an entrepreneur.

Scott Martineau: Do you have a blankie or something that you hold during your –

Clate Mask: [Laughter]

Kathy Fetke: I don’t know what to do with myself, honestly. But as a result, Rich and I had to sit down and say, “Well, what do we do if we’re not working?” And so now our marriage – we’ve been married 20 years – but part of the deal is that to have such a company that runs itself that your employees just kind of want you to go away because you get in the way, right? [Laughter]

Scott Martineau: Yeah. Totally.

Kathy Fetke: So we’ve been sitting there trying to plan out really awesome things to do. So we kind of went to Utah last week and chased a storm, and got fresh snow. And that was great. And we managed to make it through without talking about business. I mean, every now and then we’d kind of almost talk about it. [Laughter]

Scott Martineau: [Laughter] Sounds suspicious.

Clate Mask: [Laughter] Well, that’s great for you. I think it’s awesome that you’re doing Strategic Coach.

[0:19:00]

Scott and I have both done that. I think I’m on like year ten at this point. And I remember when I first started doing the free day concept. And when they introduced it, I was like, “Oh, for sure. I can totally not do any work for a day.” Because I generally just don’t work on Saturday and Sunday. But what I realized when I actually practiced it, it was so hard to not look at e-mail, to not – it wasn’t texting back then. It was e-mail back then ten years ago. But not do e-mail on Saturday and Sunday, that was tough.

But I will tell you that practicing that free day and really totally taking that time away from the business and taking my mind off it has been a great thing. And I don’t always do it perfectly. There are times when I fall back into the trap of thinking about the business and e-mailing about the business and that sort of thing. But when I’m disciplined to it and I do it, it’s super powerful. I know Scott has practiced the same discipline and it’s really helpful.

Scott Martineau: Yeah. If you go back even a few years, we used to – in fact, I grew up – maybe just a little history on myself. I grew and my dad was an entrepreneur and I remember growing up –

[0:20:00]

almost my entire life he would work Saturdays. And it used to frustrate me but I don’t think it really hit me until we were early in our business. We were sucking wind, missing payroll, feeling the struggle, and we would work a lot of Saturdays, and I think there was a moment where we said, “You know what? We gotta get clear on what the purpose of this business is. The purpose is not to have it become the dominant theme and the only thing in our life. It exists to serve us in our life. We’ve got to find that balance.”

And it’s never easy. I think it takes a lot of work. It takes a lot of leadership to set things up so you can not be there. But I think if any listeners are struggling with that and feeling like things are out of balance, I think just getting clear on that goal is probably a good first place to start and recognize you can do it. You can put in place the mechanisms you need to.

Clate Mask: Yeah. And I’m glad you’re saying that. I had totally forgotten about that. But I remember when we were intentional about that and we said, “You know what? Working on Saturday as an entrepreneur sucks. We’re not going to do that any more.”

Scott Martineau: Yeah.

Clate Mask: Like we’re missing too much of our kids’ lives and we’re not going to do that.

[0:21:00]

And it actually became one of the really important driving forces behind our purpose to help small businesses succeed at Infusionsoft. And it was a huge part of what drove us then and what still drives us to make the automation of sales and marketing something that can help entrepreneurs effectively step away and not be so tied to the business. So good for you on doing Strategic Coach and getting away from work on free days. I think that’s something we recommend to entrepreneurs all the time. So that’s awesome.

Kathy Fetke: But I still think that we did it in the right order where starting with Elite Forum, and then Momentum, and then the Mastermind was the preparation we needed to be able to go to Strategic Coach and get it because we had the systems in place that we actually can step away now.

Scott Martineau: Mm-hmm.

Clate Mask: Cool. That’s awesome. So we always like to ask people if you could like put one ingredient, one characteristic into an entrepreneur, into entrepreneurship that would help small businesses be successful.

[0:22:00]

So what’s that one characteristic above all that you would say is most important to help small businesses succeed?

Kathy Fetke: Wow. I would say constantly being in touch with your customers’ needs. And those needs are changing.

Clate Mask: Yeah.

Kathy Fetke: And so if you can’t evolve and – you’ve got to be so in sync with your customer. You have to know exactly what they want before they know it. And then you’ve got to show them that they need it and want it and that’s it’s going to make life better. So that’s it. It will never get boring if you take it from that perspective.

Clate Mask: Yeah. That’s really cool. And you’re right. That’s one of the things I think people when they are distant or separate from entrepreneurship, or an employee that comes later and says, “Gosh, why are we changing? Why are we making these adjustments?” Well, because our customers are changing. You have to constantly be in sync with your customers, like you said. I think that’s really well said and something that, I think, as entrepreneurs for all of our listeners out there, something that –

[0:23:00]

when put into practice increases the likelihood of success. So that’s a _____.

[Crosstalk]

Scott Martineau: And what do you do, Kathy, to stay in touch with customers and make sure that your team is staying in touch?

Kathy Fetke: Hmm. That is a great question. We do monthly events, so we are very interactive. It’s really become like an investor family. Everybody loves seeing each other every month. But we also do webinars and we have investment counselors that meet with people one-on-one, and those investment counselors are constantly telling us what people want. So we stay in touch. And, of course, we’ve got the Infusionsoft program that is constantly reaching out to them where everybody does feel like they’re getting one-on-one sort of contact.

Clate Mask: Great.

Kathy Fetke: Yeah.

Clate Mask: That’s awesome. Well, very cool. We also like to know if you have any questions for us, anything that we can address for you that is on your mind?

Kathy Fetke: Woo. Yeah. I’m sure I’ve got so many of them. [Laughter]

[0:24:00]

But we’ve found that just when you think you’ve got it, you realize you’re at the next level of the video game and you don’t have it at all. Does that? [Laughter]

Clate Mask: Yes. Yes. What got you here won’t get you there, right? [Laughter]

[Crosstalk]

Scott Martineau: I don’t know what you’re talking about.

Kathy Fetke: Yeah. So I would say that as we grow, and we’re growing so fast, that we just, I will reserve that for when I have a specific question, because just knowing you guys are there and your team is there and you’re not just providing software, you’re providing support for small business and small business that’s growing that feels like a big business. We know you’re there for us.

Clate Mask: Well, thanks. _____

[Crosstalk]

Kathy Fetke: And that you’ve taken the lead. You guys are walking the talk. Just watched you boom, and it’s been so wonderful to watch you go through it and then show us what to expect as we get there. [Laughter]

Clate Mask: Yeah. Well, thank you. And I think the thing that you’re drawing out when we watch, you’re exactly right. Businesses kind of go through stages.

[0:25:00]

We talk about the stages of small business success all the time. And you guys are kind of, you’re doing great as a stage four business, and as you grow, you come to a place where you can only go so far based on the team. And if you’re not growing your team constantly, adding to the team, building up that team, it hampers the growth. And that’s something obviously we talked about in Elite all the time. But I think for a lot of our listeners, that’s something that gets overlooked.

How am I growing the team? Sometimes that’s just developing the existing people. Sometimes it’s adding people from the outside. But growing the team to help you get to that next stage. And it’s always that delicate art of mixing the entrepreneur who understands the business today with some people who understand what it looks like a year or two years down the road when the business is a little bit bigger. You can’t stretch too much to bring somebody that’s way, working in Fortune 500 and then comes into your business and doesn’t get it.

Kathy Fetke: Right.

Clate Mask: But trying to get that help that grows up, that builds up the team and helps you go to the next stage is critical.

[0:26:00]

And you guys are doing a good job of building team. So keep at it. You’re doing great stuff.

Kathy Fetke: Thank you.

Scott Martineau: Kathy, thanks for begin here. Your energy and your optimism is infectious and it’s just so great to hear your stories. I was reminded of a book by Muhammad Yunus called Banker to the Poor, where he tells a story of him going – he’s an economics professor, he walks out, sees these dying children on the street and realizes, “We’ve got to do something about this poverty.” And so he goes to the iterative process of kind of back to what we started with, running into these brick walls.

People were like, “You’re crazy. You want to give loans to destitute women in Bangladesh?” And just over and over and over again, and I think your example and just the way you show up as you tell your story is inspiring. It was inspiring to me and I’m sure it will be to all of our listeners. So thank you for being here.

Kathy Fetke: Thank you.

Clate Mask: Yeah. Thanks, Kathy. This has been an awesome episode for us to spend some time with you and talk about small business success. We always love doing this. We appreciate all of our listeners being a part of The Small Business Success podcast.

[0:27:00]

And we’ll look forward to sharing the next edition with folks soon.

Kathy Fetke: Wonderful. Thank you.

Clate Mask: Thank you. Don’t forget to rate on iTunes and share and subscribe. We look forward to next podcast. Make sure you tune in.