Welcome to another episode of the podcast that teaches you how to be a ridiculously good virtual assistant.
Today I want to talk about finding those long-term clients that you love working with.
Today’s Quote: “Success is not about being indispensable, it’s about making yourself invaluable.” – Bob Burg
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Connect with Tracey D’Aviero, VA Coach and Trainer
Episode Notes:
Today we’re talking about something that doesn’t get nearly enough attention in the VA world.
Getting hired is one thing.
Getting kept is another.
Because here’s the truth.
There are a lot of virtual assistants who can land a client.
But far fewer who keep that client long term, grow the relationship, and become the VA the client never wants to lose.
That’s what we want. High quality clients that we can work with for a long time.
What is different about the VAs that the clients never want to lose?
They’re not necessarily more talented.
They don’t know more tools.or stuff.
They don’t work more hours.
The difference is how they show up once the contract is signed.
So today I want to walk you through the difference between a VA who gets hired and a VA who gets kept long-term, and more importantly, how you can start positioning yourself as the second one.
The VA Who Gets Hired
Let’s start here: the VA who gets hired usually does a few things really well.
They have a decent application or discovery call presence.
They can clearly explain what they do.
They are enthusiastic, eager, and ready to help.
They often say yes to a lot in the beginning.
And none of that is wrong. In fact, it’s often how you get your foot in the door.
But where many VAs get stuck is that they stay in this “trying to impress” mode.
They wait for instructions.
They only do exactly what’s asked.
They hesitate to speak up.
They worry about rocking the boat.
They want to be liked more than they want to be respected.
This VA is often operating from a mindset of, “I hope they keep me.”
And clients can feel that, even if they can’t articulate it.
The VA Who Gets Kept Long-Term
Now let’s talk about the VA who gets kept.
This VA understands something important.
They were hired for a reason.
So instead of trying to prove themselves every single day, they focus on being valuable, reliable, and proactive.
They think ahead.
They communicate clearly and consistently.
They flag issues before they become problems.
They make suggestions, not demands.
They understand the client’s business, not just their task list.
This VA doesn’t wait to be told what to do.
They don’t disappear between assignments.
They don’t assume silence means everything is fine.
They act like a partner, not an order taker.
And here’s the mindset difference.
The VA who gets kept thinks, “How can I make this client’s life easier?”
Not, “Am I doing enough to justify my role?”
That shift alone changes everything.
Confidence Is the Real Separator
This is where confidence comes in.
Confidence is not being loud.
It’s not pretending to know everything.
It’s not overstepping or taking over.
Confidence is being willing to communicate.
Confidence is asking clarifying questions.
Confidence is saying, “Here’s what I’m seeing, and here’s what I’d recommend.”
A confident VA trusts that they were hired because they bring value, not because they’re replaceable.
And clients keep confident VAs because they feel supported, not babysat.
Here Are a Few Practical Examples
A VA who gets hired might wait until a deadline is missed to say something.
A VA who gets kept flags the risk early and offers a solution.
A VA who gets hired completes tasks exactly as written.
A VA who gets kept notices inefficiencies and suggests improvements.
A VA who gets hired worries about asking questions.
A VA who gets kept knows that good questions prevent mistakes.
See the pattern?
It’s not about doing more work.
It’s about thinking differently about your role.
If You Want to Be the VA Who Gets Kept
If you’re listening to this and thinking, “Okay, I want to be that VA,” start here.
Stop waiting to feel confident before you act confidently.
Start treating your role as a professional service, not a favor.
Communicate more than you think you need to.
Remember that clarity builds trust.
And most importantly, stop assuming your client is constantly evaluating whether to replace you.
Show up like you belong there.
Getting hired is exciting.
Getting kept is powerful.
And the VAs who build sustainable, higher income businesses are not the ones constantly chasing new clients.
They’re the ones who become invaluable to the clients they already have.
Do You Need Help?
If you’re listening to this and thinking, “Okay, I want long-term, high-quality clients… but I’m still trying to get my first one,” I want you to know that this starts with your foundation.
Long-term clients don’t happen by accident. They happen when you build your VA business with structure, confidence, and clarity from the beginning.
That’s one of the reasons I created my Getting Started as a Virtual Assistant self-study program.
It walks you through how to set up your services properly, position yourself professionally, and attract the kinds of clients you actually want to work with. Not just whoever says yes first, as tempting as that may be!
Whether you want to get started the right way, or stop all the guessing and uncertainty and start building your VA business the right way, check it out here: https://GetStartedVA.com.
Start strong. Build smart. And set yourself up to work with clients who stay.
Let’s circle back to today’s quote: Success is not about being indispensable, it’s about making yourself invaluable.
Focus on you and the value that you bring to your clients. When you truly understand why your clients should work with you, everything becomes so much easier.
That’s all I’ve got for you this week. I’m Tracey DAviero, The Confidence Coach for Virtual Assistants. Thanks so much for tuning in. I’ll see you next time!