{"id":4366,"date":"2025-07-04T09:21:12","date_gmt":"2025-07-04T13:21:12","guid":{"rendered":"https:\/\/www.yourvamentor.com\/blog\/?p=4366"},"modified":"2025-07-29T11:13:23","modified_gmt":"2025-07-29T15:13:23","slug":"podcast-mistakes-vas-make-treating-discovery-calls-like-interviews","status":"publish","type":"post","link":"https:\/\/www.yourvamentor.com\/blog\/2025\/07\/podcast-mistakes-vas-make-treating-discovery-calls-like-interviews\/","title":{"rendered":"Podcast: Mistakes VAs Make: Treating Discovery Calls Like Interviews"},"content":{"rendered":"\n<p>Welcome to another episode of the podcast that teaches you how to be a ridiculously good virtual assistant. <\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Today I want to talk about your mindset around selling your VA services.<\/h3>\n\n\n\n<p class=\"has-background\" style=\"background-color:#dce0e2\">Today&#8217;s Quote: &#8220;Whether you think you can or think you can\u2019t, you\u2019re right.&#8221; \u2013 Henry Ford<\/p>\n\n\n\n<iframe loading=\"lazy\" title=\"Embed Player\" src=\"https:\/\/play.libsyn.com\/embed\/episode\/id\/37147980\/height\/192\/theme\/modern\/size\/large\/thumbnail\/yes\/custom-color\/04949a\/time-start\/00:00:00\/hide-playlist\/yes\/font-color\/FFFFFF\" height=\"192\" width=\"100%\" scrolling=\"no\" allowfullscreen=\"\" webkitallowfullscreen=\"true\" mozallowfullscreen=\"true\" oallowfullscreen=\"true\" msallowfullscreen=\"true\" style=\"border: none;\"><\/iframe>\n\n\n\n<p>Click the play button above to tune in, or choose your favourite podcast player below:<\/p>\n\n\n\n<a href=\"https:\/\/open.spotify.com\/show\/2vbBeibF7umX44eHXDeXHa\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" src=\"https:\/\/www.yourvamentor.com\/wp-content\/uploads\/2022\/07\/Spotify.png\" alt=\"Spotify\" title=\"\" border=\"0\" width=\"60px\" align=\"\"><\/a> &nbsp;\n\n<a href=\"https:\/\/podcasts.apple.com\/ca\/podcast\/the-ridiculously-good-va-show\/id1635563103\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" src=\"https:\/\/www.yourvamentor.com\/wp-content\/uploads\/2022\/07\/apple-podcast.png\" alt=\"Apple Podcasts\" title=\"\" border=\"0\" width=\"60px\" align=\"\"><\/a>\n\n<a href=\"https:\/\/www.iheart.com\/podcast\/263-the-ridiculously-good-va-s-99637625\/\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" src=\"https:\/\/www.yourvamentor.com\/wp-content\/uploads\/2022\/09\/iheartradio-icon.png\" alt=\"I Heart Radio Podcasts\" title=\"\" border=\"0\" width=\"60px\" align=\"\"><\/a>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\">Connect with Tracey D&#8217;Aviero, VA Coach and Trainer<\/h3>\n\n\n\n<a href=\"http:\/\/www.facebook.com\/yourvamentor\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" src=\"http:\/\/www.yourvamentor.com\/wp-content\/uploads\/2012\/06\/facebook_logo-1-e1428604663756.png\" alt=\"Facebook\" title=\"\" border=\"0\" align=\"\"><\/a> &nbsp;\n\n<a href=\"http:\/\/www.twitter.com\/Tracey_D\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" src=\"http:\/\/www.yourvamentor.com\/wp-content\/uploads\/2012\/06\/new-twitter-logo-e1428604645161.jpg\" alt=\"Twitter\" title=\"\" border=\"0\" align=\"\"><\/a> &nbsp;\n\n<a href=\"http:\/\/www.linkedin.com\/in\/traceydaviero\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" src=\"http:\/\/www.yourvamentor.com\/wp-content\/uploads\/2015\/04\/linkedinicon-e1428604864511.jpg\" alt=\"LinkedIn\" title=\"\" border=\"0\" align=\"\"><\/a> &nbsp;\n\n<a href=\"https:\/\/www.threads.com\/@virtualassistant.coach\" target=\"_blank\" rel=\"noopener\"><img decoding=\"async\" src=\"https:\/\/www.yourvamentor.com\/blog\/wp-content\/uploads\/2025\/05\/Threads_app_logo.svg_.png\" alt=\"Threads\" title=\"\" width=\"25px\" border=\"0\" align=\"\"><\/a> &nbsp;\n\n<a href=\"https:\/\/www.instagram.com\/yourvamentor\/\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" src=\"https:\/\/www.yourvamentor.com\/wp-content\/uploads\/2022\/07\/instagram.jpg\" alt=\"Instagram\" title=\"\" border=\"0\" width=\"25px\" align=\"\"><\/a> &nbsp;\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-medium\"><img loading=\"lazy\" decoding=\"async\" width=\"300\" height=\"300\" src=\"https:\/\/www.yourvamentor.com\/blog\/wp-content\/uploads\/2025\/07\/TRGVAS-Episode-161-Cover-300x300.png\" alt=\"Mistakes VAs Make: Treating Discovery Calls Like Interviews\" class=\"wp-image-4367\" srcset=\"https:\/\/www.yourvamentor.com\/blog\/wp-content\/uploads\/2025\/07\/TRGVAS-Episode-161-Cover-300x300.png 300w, https:\/\/www.yourvamentor.com\/blog\/wp-content\/uploads\/2025\/07\/TRGVAS-Episode-161-Cover-1024x1024.png 1024w, https:\/\/www.yourvamentor.com\/blog\/wp-content\/uploads\/2025\/07\/TRGVAS-Episode-161-Cover-150x150.png 150w, https:\/\/www.yourvamentor.com\/blog\/wp-content\/uploads\/2025\/07\/TRGVAS-Episode-161-Cover-768x768.png 768w, https:\/\/www.yourvamentor.com\/blog\/wp-content\/uploads\/2025\/07\/TRGVAS-Episode-161-Cover-1536x1536.png 1536w, https:\/\/www.yourvamentor.com\/blog\/wp-content\/uploads\/2025\/07\/TRGVAS-Episode-161-Cover-2048x2048.png 2048w\" sizes=\"auto, (max-width: 300px) 100vw, 300px\" \/><\/figure>\n<\/div>\n\n\n<h3 class=\"wp-block-heading\">Episode Notes:<\/h3>\n\n\n\n<p>Mindset isn\u2019t just some fluffy concept reserved for self-help books and vision boards. It\u2019s the foundation of your business. Your beliefs, your self-talk, your expectations.<\/p>\n\n\n\n<p>These are the things that shape your actions every single day. And in turn, those actions determine the results you get.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">In this episode, I want to talk about the one mindset shift that I believe every VA needs to make in order to grow a truly successful business. <\/h3>\n\n\n\n<p>Not just a side hustle. Not just a bit of extra income. But a sustainable, fulfilling, well-paying VA business that you\u2019re proud to run.<\/p>\n\n\n\n<p>Let me start with a quick story.<\/p>\n\n\n\n<p>I worked with a VA once who really had it all together \u2013 she had figured out her services, set her rates, created packages, published her website, and she really knew how she could help her clients. But she could not put herself out there.<\/p>\n\n\n\n<p>She was such a strong background force for her former employers, and she did a bang up job with everything that she needed to do for her business \u2013 except for one thing: talking about herself.<\/p>\n\n\n\n<p>She became totally paralyzed when it came to talking about how good she was at what she did. That mindset comes with thinking you have to \u2018sell\u2019 yourself.<\/p>\n\n\n\n<p>We worked together and I helped her realized that she didn\u2019t have to sell anything, she just had to find the people that she could help and become a part of their community. To genuinely help them in that community.<\/p>\n\n\n\n<p>It\u2019s a big shift, and one that often requires support. I help lots of VAs with their mindset. Most of the time you don\u2019t even realize that you are stuck \u2013 until we start talking it through!<\/p>\n\n\n\n<p>Most of the VAs I work with already have the knowledge. They\u2019ve taken the courses, they\u2019ve learned the tech, and they\u2019ve even started putting themselves out there. But they still find themselves playing small. They second-guess everything.<\/p>\n\n\n\n<p>They hold back from raising their rates. They hesitate to pitch themselves, to post content, to set boundaries. And when you dig into why, they always say something like, \u201cI don\u2019t feel ready,\u201d or \u201cI\u2019m afraid I\u2019ll lose the client,\u201d or \u201cWho would hire someone like me?\u201d<\/p>\n\n\n\n<p>The truth is, it\u2019s never really about the tools or the systems or the marketing.<\/p>\n\n\n\n<p>Those things matter, yes, but they only work when your mindset is aligned with growth. You have to believe that you deserve success before you\u2019ll actually take the actions that create it.<\/p>\n\n\n\n<p>So what is this mindset shift I keep talking about?<\/p>\n\n\n\n<p>It\u2019s this:<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Stop thinking like an employee or a freelancer&#8230; and start thinking like a business owner. A real CEO.<\/h3>\n\n\n\n<p>When you first become a VA, it\u2019s natural to think like an employee. After all, that\u2019s probably the environment you\u2019ve come from. You\u2019re used to being told what to do, how much you\u2019ll be paid, what your schedule looks like, and whether or not you\u2019re performing well.<\/p>\n\n\n\n<p>But when you start your VA business, that role doesn\u2019t exist anymore.<\/p>\n\n\n\n<p>You\u2019re the one making the decisions. You\u2019re the one deciding your pricing, your services, your hours, your boundaries, your direction. You are not applying for a job, you are offering a solution. You are not hoping to be picked, you are positioning yourself as a business owner who can help solve a problem.<\/p>\n\n\n\n<p>This might seem like a small distinction, but it changes <em>everything<\/em>.<\/p>\n\n\n\n<p>Because here\u2019s what happens when you think like an employee or a beginner freelancer:<\/p>\n\n\n\n<p>You undercharge. You hesitate to raise your rates, even when your work has clearly outgrown your pricing.<\/p>\n\n\n\n<p>You say yes to every client and every request, even when something doesn\u2019t feel right.<\/p>\n\n\n\n<p>You wait for permission for everything \u2013 to launch something, to show up more confidently, to say you\u2019re an expert.<\/p>\n\n\n\n<p>You doubt yourself constantly. You wonder if you\u2019re good enough. You assume other VAs know more than you.<\/p>\n\n\n\n<p>You downplay your business to friends and family, maybe even to yourself.<\/p>\n\n\n\n<p>But when you shift into that CEO mindset, when you <em>own<\/em> the fact that you are running a business, things start to feel very different.<\/p>\n\n\n\n<p>You start setting boundaries.<br>You begin to value your time and expertise.<br>You see client work as collaboration, not applications.<br>You talk about your business with pride.<br>You become selective about who you work with and how.<\/p>\n\n\n\n<p>Here\u2019s the reality: if you\u2019re still thinking like an employee, you\u2019re going to attract clients who want to treat you like one.<\/p>\n\n\n\n<p>They\u2019ll micromanage everything you do. They\u2019ll expect you to be on call, or at least at their beckoned call.<\/p>\n\n\n\n<p>They\u2019ll resist or try to negotiate your rates.<\/p>\n\n\n\n<p>They\u2019ll question your decisions, and they\u2019ll ask why or how far too often.<\/p>\n\n\n\n<p>And eventually, you\u2019ll burn out. Or worse, you\u2019ll quit altogether, believing that business ownership just wasn\u2019t for you.<\/p>\n\n\n\n<p>But if you shift your mindset first \u2026 if you truly begin to see yourself as a business owner \u2026 then you\u2019ll show up differently. And clients will respond to that energy.<\/p>\n\n\n\n<p>It\u2019s true that what you put out there is mirrored back to you.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Let\u2019s talk about some signs that you might <em>not<\/em> have made this shift yet.<\/h3>\n\n\n\n<p>If you\u2019re still charging hourly and constantly working just to break even, you might be stuck in an employee mindset.<\/p>\n\n\n\n<p>If you keep saying yes to clients who aren\u2019t a good fit, or work that doesn\u2019t light you up, because you\u2019re afraid of losing income, that\u2019s a big clue.<\/p>\n\n\n\n<p>If you feel nervous every time you introduce yourself as a virtual assistant, or if you struggle to talk about what you do with confidence, that\u2019s another sign.<\/p>\n\n\n\n<p>If you\u2019re constantly researching and learning, but rarely implementing or promoting your offers, that\u2019s often mindset.<\/p>\n\n\n\n<p>And if you\u2019re waiting for someone to give you permission to charge more, to specialize, or to grow, then this episode is for you.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">So how do you actually make this mindset shift?<\/h3>\n\n\n\n<p>First, you have to start making decisions like a business owner.<\/p>\n\n\n\n<p>That means asking yourself: what is best for my business? Not just what feels easiest or least scary in the moment. If you\u2019ve been undercharging, it might feel easier to just stay where you are. But what\u2019s best for the business? Raising your rates.<\/p>\n\n\n\n<p>If you\u2019ve been saying yes to every client, even the red-flag ones, it might feel safer not to rock the boat. But what\u2019s best for your business is to work with clients who value you and respect your boundaries.<\/p>\n\n\n\n<p>Second, start thinking in terms of <em>value<\/em>, not time.<\/p>\n\n\n\n<p>Business owners don\u2019t get paid for the number of hours they sit at their desk. They get paid for the results they provide. So if you\u2019re constantly trying to justify every minute or track every hour, it might be time to reframe how you offer your services.<\/p>\n\n\n\n<p>You are not just a \u201cpair of hands.\u201d You are a partner, a strategist, a contributor to your clients\u2019 success.<\/p>\n\n\n\n<p>Third, take control of client conversations.<\/p>\n\n\n\n<p>A lot of VAs think of discovery calls as interviews where they have to prove themselves.<\/p>\n\n\n\n<p>But when you\u2019re in the CEO mindset, you approach those calls as equals. YOU ask questions. You assess whether the client is a good fit for <em>you<\/em>. You\u2019re not hoping to be chosen, you\u2019re deciding if this relationship makes sense on both sides.<\/p>\n\n\n\n<p>Fourth, invest like a business owner. That might mean investing in coaching, training, tools, or systems that save you time and help you grow.<\/p>\n\n\n\n<p>Business owners don\u2019t wait until everything is perfect or until they feel \u201cready.\u201d They take calculated risks. They invest in the next level version of themselves, even before they fully feel like that version yet.<\/p>\n\n\n\n<p>And finally, create daily habits that reinforce this mindset. Track your wins, even the small ones, so you start to build confidence in your own results.<\/p>\n\n\n\n<p>Practice saying no to things that don\u2019t align with your goals. Remind yourself daily: \u201cI run a real business. I\u2019m building something meaningful. I make decisions that support growth.\u201d<\/p>\n\n\n\n<p>Let me give you another example here.<\/p>\n\n\n\n<p>One of the VAs I coached was stuck in employee mindset. She didn\u2019t feel confident setting her rates where she needed them to be. She settled into discovery calls and handled them like interviews where the client asked the questions and then they always nickeled and dimed her where money was concerned.<\/p>\n\n\n\n<p>We worked on her mindset, yes, but we also set her up with the tools that she needed to shift all of this. We calculated the rates she needed to charge in her business. She could clearly see how she needed to charge X dollars because she wanted to pay herself this much, and her expenses were that much.<\/p>\n\n\n\n<p>When she saw the numbers, she knew why her rates were what they were \u2013 and it was easier to talk to clients about.<\/p>\n\n\n\n<p>We also looked at who she was connecting with \u2013 she had no strategy for finding the clients that were suitable for her, and so she just said yes to everyone. We stopped that too.<\/p>\n\n\n\n<p>And finally I worked with her to create a discovery call checklist that helped her be in charge of the calls \u2013 and kept the client on topic, to determine if they were a good fit. No more interviews.<\/p>\n\n\n\n<p>This is what I do to help VAs take charge of their own mindset \u2013 and their own mindset. It changes everything when you start showing up differently. You get results. You get clients. Great clients!<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">When you make this shift, you begin to attract better clients.<\/h3>\n\n\n\n<p>You start to feel confident promoting your services. You stop underpricing and overworking. You begin to feel proud of the business you\u2019re building, because it reflects <em>you<\/em>, your values, and your long-term goals.<\/p>\n\n\n\n<p>And here\u2019s the best part: you don\u2019t need a huge audience or perfect branding or a long list of services to make this shift. You can start today, right where you are, with a simple decision.<\/p>\n\n\n\n<p>So here\u2019s what I want you to do next.<\/p>\n\n\n\n<p>First, write down one belief that\u2019s been holding you back in your VA business. Something like \u201cI\u2019m not experienced enough to charge more,\u201d or \u201cI need to say yes to every client to keep my business going.\u201d Once you have that belief written down, challenge it. Ask yourself: is this actually true? What\u2019s a new belief I could choose instead?<\/p>\n\n\n\n<p>Second, I want you to practice introducing yourself this week. Not as \u201cjust a VA\u201d or someone \u201ctrying this out\u201d, but as the confident business owner you are. You don\u2019t need to fake anything. Just start owning what you\u2019ve already built.<\/p>\n\n\n\n<p>Third, look at your current services. Are they aligned with the kind of business you want to run? If not, you don\u2019t have to change everything today, but take one small step. Whether it\u2019s changing your rate, refining a package, or simply saying no to a task you\u2019ve outgrown, it counts.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Do You Need Help?<\/h3>\n\n\n\n<p>If this episode resonated with you, this is the exact kind of work we do in my coaching programs.<\/p>\n\n\n\n<p>I help VAs just like you shift into that confident business owner mindset, and combine that with practical strategies to attract clients, price your services, and grow sustainably. If that\u2019s something you know you need, reach out to me. I\u2019d love to support you.<\/p>\n\n\n\n<p>I\u2019m here to help \u2013 you know that\u2019s the only reason I\u2019m here at all \u2013 to help you become a ridiculously good VA.<\/p>\n\n\n\n<p>Remember, you don\u2019t have to wait until you <em>feel<\/em> confident to act like a business owner.<\/p>\n\n\n\n<p>Confidence comes from taking action. From showing up. From deciding that you\u2019re done playing small.<\/p>\n\n\n\n<p>The shift starts with a choice. And you get to make that choice today.<\/p>\n\n\n\n<p>If I can help, let me know.<\/p>\n\n\n\n<p>In the meantime, be sure to connect with me on your favourite social media platform. Find my links at <a href=\"http:\/\/yourvamentor.com\/links\">YourVAMentor.com\/links<\/a>.<\/p>\n\n\n\n<p>That\u2019s all I\u2019ve got for you this time. I\u2019m Tracey D\u2019Aviero, The Confidence Coach for VAs and I\u2019ll see you next time!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Welcome to another episode of the podcast that teaches you how to be a ridiculously good virtual assistant. Today I want to talk about your mindset around selling your VA services. Today&#8217;s Quote: &#8220;Whether you think you can or think you can\u2019t, you\u2019re right.&#8221; \u2013 Henry Ford Click the play button above to tune in,&hellip;&nbsp;<a href=\"https:\/\/www.yourvamentor.com\/blog\/2025\/07\/podcast-mistakes-vas-make-treating-discovery-calls-like-interviews\/\" rel=\"bookmark\">Read More &raquo;<span class=\"screen-reader-text\">Podcast: Mistakes VAs Make: Treating Discovery Calls Like Interviews<\/span><\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"neve_meta_sidebar":"","neve_meta_container":"","neve_meta_enable_content_width":"off","neve_meta_content_width":0,"neve_meta_title_alignment":"","neve_meta_author_avatar":"","neve_post_elements_order":"","neve_meta_disable_header":"","neve_meta_disable_footer":"","neve_meta_disable_title":"","footnotes":"","_links_to":"","_links_to_target":""},"categories":[66,240],"tags":[353,235,241],"class_list":["post-4366","post","type-post","status-publish","format-standard","hentry","category-finding-clients","category-podcast","tag-discovery-calls","tag-finding-virtual-assistant-clients-networking-sales-conversations","tag-podcast"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.2 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Podcast: Mistakes VAs Make: Treating 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