Joi Turner's Diary

:: Class 19 – September 3, 2008 ::

This is the last week in VTP, and we talked about the final exam, graduation requirements and the privileges that we receive once we graduate. I have such mixed feelings. I am very excited about the birth of my new business paradigm, but I am also very sad to leave this place of continual learning and companionship with my classmates.

It has been an incredible journey through which I have learned much about running an effective Virtual Assistant business; but, more importantly, I have learned a LOT about myself on a personal level. The VTP was awesome, the group coaching given by Stacy Brice was a gift from God, and the community is such a warm and fuzzy place. This experience has truly changed my life. I can’t wait to live what’s next!

This class was about having difficult conversations with clients. It is important to ALWAYS address a problem with a client. (I love that these principles can be applied to my personal life, as well!) In any relationship, it is best to let people know when there is an issue, so that it can be addressed before it becomes a source of anguish and severely damages the relationship. This is one more emphasis on the need to OVER-communicate.

We also learned to apologize for making a mistake WITHOUT accepting blame. People, including VAs, are imperfect; with that understanding, we expect to make mistakes, plan to acknowledge them, inquire for methods to fix them, and create standards to prevent them. This is something that was important for me to understand.

We actually did a role-play with Antonette based on the case study, in which I learned some valuable lessons. (It was pretty funny, because my classmates and I had a tag team effort to diffuse the situation with this “client.”) One of these lessons is that it is NEVER acceptable to be abused by a client (or anyone for that matter). In corporate situations, I think that we have learned to grin and bear everything that comes our way for fear of losing a job. But, we are *INVITING* people into our businesses - there is no room for harmful discomfort.

We actually continued to cover some information from Class 15 tonight. We discussed more about the interview process. We have likened the acquisition of a client to dating throughout the classes, because the processes are so similar. Just as we wouldn’t (usually) jump into a relationship after the first date, so we should not jump into a business relationship after the first conversation. In fact, we should have several conversations, in which you discuss deep topics to really confirm compatibility. Antonette let us know at the end of this conversation that what’s most important is what we think of the potential client. Once again, we invite others into our businesses.

Class 17 information was all about making investments in self-care, the practice, the client relationships, and in learning to LISTEN!! The words “Self-care” need to ALWAYS be plastered on a wall in front of me. I have to remember to care for myself, so I can properly serve others. This is so important, but I frequently forget! I’m glad that this was covered in class – I have the feeling that I’m not alone…

Tonight, we did some role-playing, each pretending to have a conversation with a potential client, during which important issues arose: stating office hours or their non-existence, stating rates with confidence, and the benefits of working with a VA. Antonette enforced the fact that it is about US inviting THEM into our practices. We have to remember that we are equals, even before potential clients become clients. It is important to establish the tone of the relationship, even in the interview process. It is also important and okay to communicate with the potential that you are excited about the prospect of working with him.

Three more weeks to go! I can’t believe it!

The main concept that we covered tonight was abundance – there are more than enough businesses to go around! We were also made aware of the fact that our time is limited, so we can only serve a few clients at a time, when there are THOUSANDS of small businesses available to us. We had to wrap our minds around the fact that there is no competition, therefore we can and should be selective, making the right decision on a client who will be a part of our businesses. We also learned how to “close the sale,” and that’s it’s ok if you and/or the client decide that this is not the right relationship. If a client chooses someone else, we are to celebrate for the other VA and their success. Then, we celebrate for ourselves, and feel protected from a faulty relationship. That is such a peaceful notion and abundant way of living. I love it!

What I learned tonight actually put words to an intuition about the kind of work that we do as VAs. We perform the tasks that feed into our clients’ goals. Being goal-oriented points back to the importance of developing solid partnerships. We must understand our clients’ dreams for their businesses and their lives, develop creative plans, and help them reach their goals by completing the day-to-day tasks. We also discussed what great partnerships should look like. My favorite traits of great partnerships are that great partners are trustworthy, flexible, and ready for passion!

Tonight, Antonette reinforced the underlying definition of a VA as a partner for a client’s success, not just an administrative assistant. We also learned that having a healthy relationship with a client creates an environment in which you can serve wholly, unreservedly, and creatively. When you compare it to any other relationship or friendship, it should be the same. Just as you would want the best for your friends, and extend yourself when they need you, so it is with your business partnership. We also learned 2 VALUABLE Relationship insights, and 4 main things a client wants from a VA, the most notable of which for me was to be an expert problem solver.

Ah, Marketing - the lifeblood of a business! This class focused on attractive marketing as a result of being authentic. It felt really good to learn how to market attractively, instead of luring people to your business using seductive or dishonest tactics. I actually feel like I can be an honest person AND own a business. The most significant marketing tip that I got out of this class, however, was to get out of my own way! It is so easy to feel incompetent or undesirable or just afraid to get out there. The important step is to ignore whatever feelings you have and market anyway. That’s the only way that people will know that you’re out there. And when you market attractively, it doesn’t matter if you are undesirable to some – you will find the right clients for YOU!

In this class, we discussed some important things to consider before we begin to market our businesses. Setting up a marketing schedule to provide several exposures to potential clients was a great idea! In sales, I’ve always learned that “no” means “not right now.” I don’t believe that this is true all of the time, but staying in touch with a potential client helps ensure that he thinks of you when he needs services, or helps to create an inadvertent referral partner. Another important concept we learned in class is standing for the client – wanting the best for a client and his business. This includes wanting the best for potential clients, even if that means that you are not the right VA. It’s all about creating a win/win situation for everyone!

I had an epiphany tonight - everything I’ve learned to this point has all come together! I am certain that I’ve said this before, but every week I am learning exactly what I wanted and needed to know for that week. Each class is an answer to a question. One more instance when I can truly see the Law of Attraction at work!

We had a relatively concise class tonight. We talked about how to market attractively, first. This is where I realized that everything we’ve covered till now has prepared me for attractive marketing. It actually explains the changes I’ve experienced in myself and in my business. I have been doing the work that would make me attractive all along!

We also did a case study, which led to the conclusion that open communication with clients, even if there has to be a difficult conversation, is key to your relationship. Open communication and suggestions are especially necessary, because we are sometimes the only people that our clients have to use as sounding boards. If we don’t help them, or point out issues, who will? That was a great point for Antonette to drive home, because it reminded me that I am in partnership with my clients. I am in tandem with my clients to enhance their businesses. With that understanding, conversations, even difficult ones, are expected.

For this class, we discussed the 28 Principles of Attraction. This was a defining moment for me, because I finally started to understand the mechanics of Attraction. I know that it worked. I know that the Law of Attraction is perfect. I have even used it at different instances in my life, I just had not figured out how to * LIVE * attractively until now. Not only did I learn what it means to live attractively, I learned an approach to turn my life into a magnet one principle and one level of understanding at a time!

What is the benefit of being attractive and living attractively? A higher quality of life. I can increase the quality of my relationships, have quality clients, and have run a business that I enjoy, just by changing my understanding! Beautiful! Now that I know what’s required, I am ready to do the work required to become a more attractive Joi.

I did not attend class for this session, but in my travels, I have noticed that we all come from a fear-based place when it is time to discuss our businesses. We want it to be perfect. When it comes from your heart, the same place from which your business sprung, it will always be perfect. No one can grade us on how we introduce our businesses. It just is what it is. Most people that you’re talking to are usually just as nervous as you are anyway!

This class was a pretty simple one, in which we considered how we would respond if a potential client asked about our rates in comparison to other VA’s rates. I must admit that my initial reaction was a defensive one, but Antonette gently explained to us that we neither need to defend our rates nor compare ourselves to other Virtual Assistants. Once we have established our value, we only need to state it. Simple as that!

We also discussed how to introduce ourselves strongly. Up to this point, I thought I introduced myself pretty well, but I was happy to get the marketing advice provided in the manual. It’s a perfect way to make the prospect think about his needs while you describe your services.

This class really helped me to iron some of the basic details of my VA practice. It answered questions like, “How do I communicate my boundaries and standards effectively with my clients,” and “How do I calculate my fees and convey them without excuses?” It all starts with deciding on and being comfortable with your worth, and communicating that through the Client Welcome Packet. Ah! The Client Welcome Packet! It’s as if the angels brought that packet from on high and put it in Stacy’s lap! It is comprehensive, complete with everything a client should know about my business, and everything I should know to assist a client with moving his business forward - a beautiful tool that I can use to get that strong start with a virtual client, just as we discussed in class.

We also talked about data backup this week. This is one of those subjects that I avoided discussing, just for fear that mere discussion could bring about a system crash. I am so glad that this was brought up in class, because it forced me into action. I now have a subscription to an online system available to Mac users, and I feel secure enough to talk about data backup over tea and crumpets, anytime!

Wow! We had a very interesting conversation about fear when we discussed the ideal client. The ladies wanted to know how they could find the ideal client, when they needed income? The Law of Attraction is infallible! And that’s the bottom line.

Our discussion about Reserves struck a chord with me as well. Having reserves creates mental comfort, therefore creating space for completing work, building your business and creativity. Cindy Hillsey, our guest instructor, gave us some great tips on creating different types of reserves.

Tonight, we had an in depth discussion about a relationship-driven business model, standards and boundaries. Boy, I do wish I had this discussion ten years ago! Reading Stacy Brice's words about the corporate business model, which is driven by results not relationships, put in black and white why the corporate environment felt so unnatural to me. I have always felt that money, though important and necessary, should not be the entire focus of your business. If you are following your heart, and serving others in the process, the money will come. Getting confirmation from the reading makes the difficult road of business ownership look a little smoother.

When I first started my business, I was prepared to do anything a client required, as long as it was ethically and morally sound. After our discussion on standards and boundaries (even a little before the discussion), I feel that I have permission to say no to the things that make me uncomfortable and yes to those that make me feel good and bring me joy. If I lower my standards or let someone overtake my boundaries, I have put myself an uncomfortable place, and my business will run me, instead of me running my business. I am in control of my future!

Each week I think, "This was a *really* important lesson!" And each week, I am correct. I just hope I can remember it all!!!

Last night, we had a very enlightening conversation about Image and Authenticity. It began with everyone defining the image of her business, and the use of the word "professional." I had never thought about it in depth; but when Antonette asked "What does *professional* really mean?" I realized that I was using a word with no substance! She also discussed that the word is a carryover from our "corporate boxes", and that it really symbolized conformity. She offered, instead, more descriptive adjectives like capable, articulate, intelligent, and competent. I like that, and I think I'll take her advice! :-)

When it comes to authenticity, I have always felt that I was very true to myself - at least when it came to my fun side! I admitted after doing my reading that I also have what I'd like to call a "stuffy" side. I can be uptight, especially when it comes to business, and that has been a hard pill for me to swallow. During our class last night, however, I wondered if there was anything wrong with that. So what if I'm a little uptight! That's one of the reasons that I will be good at what I do. So, I concluded that my business image should be one that shows off the fact that I'm stuffy, yet fun, caring, and competent!

One important message that I received from Class 2 is the importance of creating support systems: finding a business coach, accountant lawyer, etc. What I actually LEARNED was that I need to start depending more on my family. I usually try not to ask my family and close friends for anything, but they are the people who know me best and can anticipate my personal needs sometimes before I can. So, while I am wrapped up in the business of starting my business, they can assist me with my personal life. It really takes a load off to know that there is another support system to access.

I am also happy with the camaraderie that my class is forming, despite the fact that this is a virtual course. This is evidence of the fact that you can form strong, warm relationships using virtual means of communication.

A monumental event was my first Group Coaching Session with Stacy Brice. It is amazing to me how Stacy took my ^lasered^ question, deciphered the underlying issues and offered advice that applies to my personal life as well as my developing business. She is so practical and direct, yet gentle in her delivery - a perfect combination of characteristics for a coach. The coaching session also gave me the opportunity to hear what other upcoming VAs had to say. The ladies brought up some very interesting topics, and Stacy gave great insight that I'm sure will be helpful to me down the line.

About the homework.... I am *SO* appreciative of the preparation I received about homework before beginning the course. With the fieldwork assigned, I am realizing how LITTLE I know about Virtual Assistance and the concepts and tools related to the business! I am overwhelmed, I can say, but I am also enjoying the challenge and the discovery in completing the assignments. I am getting much fulfillment from the knowledge that I'm acquiring.

One recurring theme I've noticed over the past week is CHOICE!!! I have seen this word in relation to Destiny over 3 times this week. I guess it's a reminder that I alone carve my path in life.

"Destiny is not a matter of chance; but a matter of choice. It is not a thing to be waited for, it is a thing to be achieved."
- William Jennings Bryan

I always say that I don't know what I don't know until I take a good class! I have taken classes, in which I haven't learned a thing, but, with AssistU, that is not the case. I know that this is a good class, because in just one hour, I have learned the foundation of my VA business - from breaking out of the corporate box, to the definition of a VA, to learning ~ALL~ of the skills that I need to have a prosperous practice.

One observation that I've made is that I need to wipe my mental slate clean. The knowledge and wisdom that I am witnessing from the AssistU Virtual Training Manual and Antonette's experience are more abundant, more accurate, more practical * and * very different from any VA articles or books that I've read up to this point. I realize after tonight's class that I need just to forget it all, and only pay attention to what I am learning here. That is what's best for me.

Aside from the VTP, I actually got to participate in one of the DC Metro Chapter events! WOW!! I was surrounded by so many impressive women there, including Stacy Brice, Dawn Goldberg, and my illustrious trainer Antonette Artiz! All of the ladies were so warm, and it was a good way to see the other side of VA life - enjoyment! And I thought it was all work, no play! :-)

I have had orientation, and I still haven't calmed down. I am so excited and in awe of this opportunity. I considered becoming a Virtual Assistant as much as 5 years ago. (I hate to admit it!) Now, what used to be a lofty thought became something tangible when I received my Orientation training materials! I was actually going to let fear and doubt stop me. I didn't believe that I would be admitted or get a scholarship, nonetheless, so I decided not to put my application in. I am so glad that I changed my mind! I did the application in 2 days, and submitted on January 31st for the February 1st deadline. It was tough, but I am so grateful now.

I was so excited before beginning the AssistU class, now that I have had a chance to participate in Orientation, I feel like I'm about to erupt! Just from the first impression of my instructor, Antonette, I am confident that I am in the right place to learn everything I need to know to build a polished, thorough, efficient, professional Virtual Assistant business.

I am feeling so warm and fuzzy about the opportunity to be a part of such an awesome community! I had heard from a previous student that everyone was extremely wonderful and supportive, but now I am experiencing it firsthand - from my buddy to my instructor to my classmates!

Mostly, I am so grateful to Laura for seeing something in me! I'm so glad that I took the step to apply! I can't wait to see where this journey will take me.