WEBVTT
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Thank you for coming on the podcast.
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Thanks for having me.
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Welcome.
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So, for those that don't know who you are, what do you do and what's your name?
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My name is Dion Poplestone, and I run a virtual assistant agency.
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And what is a virtual assistant?
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Oh, I get asked that question all the time.
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Because everyone really thinks that a virtual assistant is just all about the admin.
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But to be honest, that's probably a small percentage of what we do.
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We help all clients from all industries, busy business owners just with the day-to-day.
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So all of those day-to-day jobs that you need to do to run your business, but don't necessarily bring you direct revenue.
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Really, that's where my team and I swoop in, pick it up so you can concentrate really on just running and growing your business.
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So anything from you know writing your newsletters, social media management, research, managing your diary, booking your travel, all of the things that you still have to do, but don't really make you money.
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And that's what that's what we help with.
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This might sound like a silly question.
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What is the difference between a PA and a VA?
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So PA is more it's in person, it's a more direct assistant.
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Whereas a VA is virtual, we don't need to be in the office with you.
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We can be at home, we can be anywhere, and we can the VAs tend to have quite a broad skill set.
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So we can help with more than just managing your diary.
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And how many of you are there in your team?
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There's seven of us.
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Whoa.
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Yeah, I know.
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That's a big old dean.
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I know it's just grown.
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And my business model is I grow on demand.
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So if a client comes to us with something specific and it's a new skill set, I will recruit for the needs of the business.
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So that's how we've grown.
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That's a good idea.
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And how'd you get into it in the first place?
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Really by chance.
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And it's not, I never set out to be a VA, let alone run a VA agency.
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You know, my background is 20 odd years of high-end fashion retail.
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So anything from store manager, buyer, area manager.
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I spent five years over in Bister Village running massive multi-million pound stores for Tommy Hilfiger, Calvin Klein, Kate Spade, worked for some fantastic brands, and then went on to redevelop and manage my own shopping centre.
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But then after three years, I got married, I was expecting Elijah, and I just thought, I don't want to do this anymore.
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I was going to be 40 and I had no desire to manage a multi-story car park anymore or a shopping centre because it's so stressful.
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So I just, my husband said to me, You're not going to go back to it anyway.
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So just enjoy it.
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So I left in my second trimester.
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Scary, I know, nuts.
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But you know, it was the best thing I ever did.
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I got to be in the moment and enjoy my pregnancy and have Elijah at home for a year, and then when he was one, that's how I started the business.
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I always knew I wanted to be a business owner, but I just didn't know what I wanted to do.
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You know, my husband's business owner, my dad, my brother, so I've been around business for a long time.
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So I just started calling some stakeholders that I knew, you know, some local business owners, and seeing if they needed any help with anything because I was at home with a one-year-old, so it was only certain hours I could do.
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He wasn't in full-time nursery, and I just started that way.
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And within four months I was fully booked, and I just thought, okay, I'm onto something here.
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Yeah, that's insane.
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Yeah, yeah.
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But then even at that point, I thought I don't really want to, my dream isn't to be a VA, it's to run a business.
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So that's when I brought on my first associate VA.
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And I mean, as I say, the rest is history, and I've grown from there.
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And are all the businesses different?
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All businesses different.
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We were we uh we work across so many different sectors and industries because what we found is actually every business owner has the same problem, doesn't matter what the industry is, it's lack of time.
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Yeah.
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So we end up doing the same kind of things over so many industries.
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What do you think the most go-to services that you offer?
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It's changes.
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I mean, 18 months ago, social media for sure, but now not as much.
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A lot of email marketing, so a lot of newsletters, people really trying to nurture their email list.
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We're doing a lot of research for speaking gigs and writing bios for business owners who want to elevate themselves, booking a lot of travel at the moment.
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Yeah, so you can still do social media management, but it's not as much, it's more of the day-to-day things that we're doing.
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And on average, do people like do they do it in like hourly blocks?
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How does it work in terms of like booking the service?
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Well, 90% of our clients are on a retainer because I think they quite like the stability of knowing they've got their hours, but they also love that they've got the flexibility.
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So versus having a 40-hour a week person in the office, if they have 40 hours a week with us, they can have a bit of social media management, they can have a bit of executive assistant managing their diary, they can have someone building their CRM lists and doing their emails, they can have they can use it for whatever they want.
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So they like the retainer, but then we do do one-off projects.
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So, you know, we've just done a one-off project for a client who wants us to research awards for next year and help with the applications.
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So so we just do so it's so interesting, it's so broad what we do.
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And so as a client, do you have one person associated with your account, or do you have because you said that each person has like different skills?
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So is it just they pick it depending on Yeah.
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So each client has a lead VA within the business, and each client has its their own WhatsApp group with themselves, their lead VA, and me in there, so I can still oversee what's going on.
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And then the client shoots tasks to us, and then behind the scenes we delegate to whose skill set that is, but then it's delivered back from their lead VA, so they just don't know.
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They just get the work done.
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You must have an insane amount of WhatsApp.
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I actually need to go and buy, I need to order today a stick-on battery pack for my phone because it's constantly, constantly going up.
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And you must have an incredible system behind all of that to make sure that everyone's on track.
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It's my team, if they're fantastic.
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Um, I've got my lead VA in the business, Joyce.
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She's been with me for two years, over two years now, and she's really elevated.
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I mean, she helped manages me because I need a VA as well, because I can't run my business.
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She helps recruit and she trains and she manages the team to make sure that the projects are being delivered properly, that their hours are being stuck to.
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She does a lot of the client comms, she's amazing.
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So it's a team.
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And is there like a software or program that you use behind the scenes to keep it all in track?
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Yeah, so we my customer experience and my platform I use is a package called Dubzado.
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Okay.
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So it is it's amazing.
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Like I can't run my business without it now.
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So all of my invoices come from there.
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The clients they've got their own portal that all everything's kept in, and they can book their appointments with me, or I can I'll build the projects in there.
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All of it, it's fully automated.
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So from when someone books in with us, they can fill out the lead capture form.
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It goes in their diary, my diary, they get their reminders, they'll get the follow-up, they'll get all the paperwork, they can sign it electronically, all their involves everything.
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Whoa, that's insane.
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It is, I couldn't run the business without it.
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Do you ever suggest those sort of platforms to your clients?
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Yeah.
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Every single new client without fail that we bring on board, they comment on the onboarding process and how slick it is and how branded everything is.
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And they were like, Can you build that for us?
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So we are actually in discussions with two of our clients to build the same system of what we've got for them because they're also agency owners.
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Oh wow, that's so impressive.
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Yeah, that is actually really important, the onboarding process.
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It's the most important.
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So when we onboard a client, I won't take a step back until client's happy and VA's happy, you know, and then I won't get involved.
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But until that, I mean, after four weeks, they'll automatically get sent a link to book back in with me.
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So we'll have a catch-up call.
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What's working, what's not, what do we tweak?
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Because it's a relationship and it's not one fits all.
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So when we have to tweak and we have to adjust, we'll do it until everyone is happy and then I can let them get on with it.
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That's so impressive because automations people sometimes think it removes like the personal element of a business, but actually, in your case, it's I guess it's improving.
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Because it's it's preventing the lack lack of communication to happen.
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Yeah.
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And you can do those check-ins.
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It's constant.
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Then, you know, after six months, even if a project's ended, they'll still get, God, it's been six months.
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Do you want to book him for a call?
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Is there anything else you need help with?
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Or, you know, can you write us this review?
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Like everything, they are always in contact because communication's key, isn't it?
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Do you think the people who do one-off projects, how what's your like retention for them?
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Yeah, so we probably have around from a one-off project, probably about 70-75% conversion rate for them to come on to uh for them coming onto a retainer.
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Wow, that's really good.
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Yeah, because they'll do a project and then once you've delivered a project well, it's all about trust, isn't it?
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And they're so blown away that we've managed to do it so quickly and efficiently, they'll always like, right, okay, what are you can you do this?
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Can you do that?
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And then they come onto a retainer.
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So we've got a really high conversion rate.
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That's really good.
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That's insane.
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I like I'm really I feel really, really blessed.
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But again, it's the communication and just checking in with that client all the time.
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Yeah, communication's actually really difficult though, because when you're running your own business, you can kind of get lost with doing your own day.
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Absolutely, yeah.
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But you think I need to mess up person, then you forget about it, and like that can really damage relationships as well.
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It really can.
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And do you know what our clients they love a voice note?
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I love a voice note.
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And some of them they've never done it before, and they're like, This is insane.
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Because if they've been on to a meeting and they're driving back, they'll voice note us in their WhatsApp group, like, this has happened.
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Can you jump on my email?
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Can you send this?
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And that it just blows the mind.
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They're like, This is brilliant.
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I'm obsessed with them.
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I had a client and I used to always voice note, and she was like, Oh, George, I'm a bit nervous about voice noting.
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I was like, do it.
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It's once they start, they love it, right?
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I know, and then she sent me her first ever voice note, and I just reply like, I'm so honoured.
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And she was like, You're the only person who ever voice notes.
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It's from a productivity um perspective, it's amazing.
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And it gets, I always always say to my clients, don't keep anything in your brain because either it'll you'll lose it or it'll just keep building.
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Just get it off, get it off your chest.
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Yeah, you know, we've got your to-do list in the background.
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We'll just add it to the to-do list so we're not forgetting anything.
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The best thing about a voice note is I don't know if you're this, you can double times it.
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I double speed all of it, and I'm like, and I love it.
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Whereas like if I'm having to read something, I have to read it like four times.
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Four times, yeah.
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And I'm like, oh gosh, I've got to read it again.
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Whereas a voice note, I can listen to it multiple times, but on double speed.
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Yeah.
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And actually, sometimes when you're sending a WhatsApp or a message and you are in a rush, it can come off a bit blunt sometimes.
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Whereas if you just send a quick voice note, you're like, just checking in, just yeah, it's it can't be misconstrued, can it?
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It definitely helps with understanding someone's tone as well.
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Because if you are like, Oh, can you just do this?
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It can be like, hey, it's running late, like, do you mind sending that?
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And it actually comes across a lot more polite as well.
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So voice notes is everything for us.
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I'm obsessed.
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Do you do it with your own like thoughts, like with ideas that you have for the business?
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Do you ever voice note them down or do you just like how do you work with that?
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Oh, that's a really good question.
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And no, I don't, but I don't know why I don't do that.
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Because that would be a really good idea.
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Yeah, I don't know, I don't know how much you use AI and stuff, but I voice note all my ideas, which is probably really bad because like whoever owns these AI has every idea, but I used to whack them into my notes.
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I'm a note Ah Yeah.
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And then I was like taking too long to write them.
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So I just started like I created a project on um either ChatGVT or Claude, whichever one I was on at the time.
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And then I was just voicing it like this is my idea for the day.
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It's such a good idea.
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Do you know what?
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That's my takeaway from today.
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I love it, Luke.
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I'm gonna do that.
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I love it.
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And then it does go, it gives me a reality check and goes, Georgie, not this week.
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I'm like, you I already am.
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Honestly, I'm like, oh yeah, I know you're so right.
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But ever like all the ideas I ever have, I just say collect them, keep them, and one day I might use them.
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That's brilliant.
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So yeah, it depends how much you use chat beauty.
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How do you find the use of AI though in your business?
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Oh, game changer.
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Yeah, yeah.
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And do you know what?
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It as we said, it will never replace because you have to have the human error, but it 100% helps us with pro with productivity.
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Yeah, definitely.
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I think it's one of those things.
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If you learn to work with it and improve what you can offer, I think it's a really, really good tool.
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If you expect it to take over your job and you just sit back and do nothing, yeah, it's actually really detrimental to your bad, really bad.
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It's just we love it for workflows and just for you know, just frameworks, just things like that that keeps you on track.
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Yeah, no, I think it's amazing.
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So, is it anything when you started your business and now that you've looked back on and gone, oh, that was a tricky period, or I wish I'd knew known this beforehand?
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Yeah, I for me, it's managing my own expectations.
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Okay.
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And when I started the business, and you know, you year one, you just want to do everything, don't you?
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Yeah, you know, and you think, okay, I have to have the best website, or I have to spend money.
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You don't have to spend money, honestly.
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I had to rein myself in and thought, you know what?
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I've got my desk, I've got my laptop, you know, I can get some basic business cards.
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I just had my basic wicks.
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I didn't need to spend as much money as I thought I did.
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And I'm glad I didn't, but there's so many business owners that I speak to and they go all out.
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So yeah, don't make that mistake.
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I think a website is a big one.
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People kind of get this I don't I don't know if it's a con, I don't know, where it's like spend seven thousand plus on a website.
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And I'm like, a website, seven thousand pounds could kick off my business four times over.
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100%.
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Like, what the hell?
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Yeah, if you never don't spend too much money at the beginning, and I think you do get a bit lost in the ideas of it's exciting, right?
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Yeah, it is, it is, and you spend hours on Canva like trying to take your business car, and you're like, ah, you know, and it's like, oh, okay, do I need I need to see a marketing person to build a brand.
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You don't need to, you don't.
00:15:00.769 --> 00:15:00.930
Yeah.
00:15:01.090 --> 00:15:02.210
Um, so that's what I would say.
00:15:02.370 --> 00:15:03.730
Don't get caught in that trap.
00:15:03.970 --> 00:15:11.649
And is there anything that you've really taken away as a learning other than that, like in your actual processes, maybe even hiring people?
00:15:11.889 --> 00:15:22.289
Yeah, my biggest learn is, and this is down to my husband actually, because obviously he's always had his own business and he taught me really early on to stay on top of your numbers.
00:15:22.529 --> 00:15:22.930
Yeah.
00:15:23.810 --> 00:15:26.289
So I look at my numbers every single day.
00:15:26.370 --> 00:15:37.810
I'm looking at invoices coming in, what's being paid, because cash flow for a small business is the bearer of like all the stress, really, and it can break a business.
00:15:37.970 --> 00:15:40.529
So keep on top of the numbers, and I've learnt that.
00:15:40.769 --> 00:15:43.169
What do you say the most important number is to look at?
00:15:45.009 --> 00:15:45.730
All of them.
00:15:45.889 --> 00:15:46.529
Yeah.
00:15:47.169 --> 00:15:49.330
Because I I think Yeah.
00:15:49.490 --> 00:16:01.169
I think I think I think sometimes you can get away with the invoices coming in, and you can get really excited about that number, and then you've got to look at the profit about all the stuff that has to go back out the other side.
00:16:01.649 --> 00:16:10.049
I sat down with my husband very early on and looked at what percentage of profit I needed to make to make the business successful, how much I needed to, yeah.
00:16:10.289 --> 00:16:13.490
So then I then could look at okay, how many hours am I throwing into this?
00:16:13.649 --> 00:16:18.289
Like so I can it's a fine line to balance that to make sure you stay profitable.
00:16:18.450 --> 00:16:18.610
Yeah.
00:16:18.769 --> 00:16:21.250
So yeah, for me, it's that that profit margin.
00:16:21.490 --> 00:16:26.129
Do you have a profit percentage per project, or is it just generally as a business?
00:16:26.370 --> 00:16:27.970
Generally as a business, yeah, yeah.
00:16:28.129 --> 00:16:36.289
I think across the board that obviously there there are projects and things that are more profitable than others, but I do it across the board.
00:16:36.450 --> 00:16:36.930
Yeah, yeah.
00:16:37.090 --> 00:16:38.210
Because cash flow is very difficult.
00:16:38.370 --> 00:16:41.730
Have you ever been in a really sticky position where someone hasn't paid 100%?
00:16:42.210 --> 00:16:44.690
I've actually had to go down a legal route.
00:16:44.930 --> 00:16:45.409
Oh, really?
00:16:45.970 --> 00:16:46.210
Yeah.
00:16:46.450 --> 00:16:46.769
Wow.
00:16:46.930 --> 00:16:55.169
And I just for again it's having that confidence, just because you are a small business, if you're working with a bigger business, don't let them walk all over you.
00:16:55.330 --> 00:17:00.610
Stand up for like you protect protect your business and don't be afraid to go down that route.
00:17:00.690 --> 00:17:01.570
And I did it.
00:17:01.810 --> 00:17:11.490
Did you find that after that you went back to your T's and C's and your payment terms and a massive learning curve to make sure that everything was solid?
00:17:11.730 --> 00:17:12.049
Yeah.
00:17:12.210 --> 00:17:18.450
You know, did you find when you went into business naively you just think everyone's a nice person and that you're gonna get paid?
00:17:21.089 --> 00:17:24.129
And you're like, you have been invoiced and you're over two weeks late.
00:17:24.289 --> 00:17:24.849
What's happening?
00:17:25.169 --> 00:17:25.490
Yeah.
00:17:25.730 --> 00:17:29.650
I did it was very difficult because for me I could not imagine doing that to someone.
00:17:29.890 --> 00:17:31.250
I would never sleep.
00:17:31.650 --> 00:17:33.569
Honestly, I'm like 30 days, okay.
00:17:33.650 --> 00:17:34.769
I'll pay you within three.
00:17:35.089 --> 00:17:39.089
Like, I really struggle to even get to the 30 days because I know I'll forget.
00:17:39.170 --> 00:17:40.769
Actually, it's actually my biggest problem.
00:17:41.170 --> 00:17:44.450
If it's in my invoice inbox to pay, I I want to get it out.
00:17:44.529 --> 00:17:47.890
Yeah, I don't see a need to like wait if I don't have to.
00:17:48.210 --> 00:17:54.529
But I just it blows my mind that people can get to 30 days, not pay it, and continue half paying it.
00:17:54.849 --> 00:17:56.769
Yeah, and have no communication.
00:17:56.930 --> 00:17:58.529
No, act like nothing's happened.
00:17:58.690 --> 00:18:01.170
It's crazy, and I think it's getting worse.
00:18:01.410 --> 00:18:02.049
A hundred percent.
00:18:02.210 --> 00:18:03.329
It really is getting worse.
00:18:03.490 --> 00:18:05.970
The past 12 months I've noticed a big difference.
00:18:06.370 --> 00:18:15.569
And my clients that I've had, because I've had clients I've had for years, and they started great payers, but then as time gets on, they get more comfortable.
00:18:15.730 --> 00:18:24.450
So you have to be on your numbers and don't be afraid to send those payment reminders or pick up the phone and say, When can you I expect you to settle your invoice?
00:18:24.609 --> 00:18:29.970
You've got to, you know, I've had to toughen up massively being a business owner because I was a bit of a baby.
00:18:30.210 --> 00:18:32.370
I was such a big bit of a oh don't don't worry about it.
00:18:32.529 --> 00:18:33.089
It's okay.
00:18:33.250 --> 00:18:35.410
And my husband's like, no, it's not okay.
00:18:35.650 --> 00:18:39.730
Yeah, because actually, if the roles were reversed and they had a bill to pay, they'd be on your back.
00:18:39.970 --> 00:18:40.370
100%.
00:18:40.769 --> 00:18:42.529
So I don't understand why it can't be reversed.
00:18:42.690 --> 00:18:53.809
Yeah, but it is so, so difficult, and it blows my mind that people accept a price at the start, they go and they know how much it is, they let you do all the work, you invoice them, and they're like, Oh, I don't know yet.
00:18:53.890 --> 00:18:55.490
And I'm like, What do you mean?
00:18:55.650 --> 00:18:56.210
What do you mean?
00:18:56.370 --> 00:18:57.410
Like it's been done.
00:18:57.569 --> 00:19:01.410
Like you've had 30 days to contest this and you haven't even questioned it.
00:19:01.650 --> 00:19:06.049
It's really it's it's oh cash, it's the biggest thing in a business.
00:19:06.289 --> 00:19:15.650
It it can always be detrimental though, because if you especially if you invoice at the end of the month and you have a real building on the first of the month and they've got 30 days from that period, you've kind of got to juggle your own.
00:19:15.730 --> 00:19:20.450
Yeah, and I I think that's really unfair when they're probably doing the same thing, so while they're doing it to someone else.
00:19:20.849 --> 00:19:22.769
That's why we invoice hours up front.
00:19:22.849 --> 00:19:23.089
Yeah.
00:19:23.250 --> 00:19:26.370
My first year in business, I was doing it that way, and I just got burnt.
00:19:26.450 --> 00:19:26.609
Yeah.
00:19:26.849 --> 00:19:35.490
And literally talking to other VAs within the industry are quickly found out that no one does it that way because they've all been burnt.
00:19:35.650 --> 00:19:38.370
So it's you pay for your hours ahead of.
00:19:38.529 --> 00:19:41.569
I mean, they're still late, however, yeah.
00:19:42.130 --> 00:19:45.650
If someone is late and they haven't paid for the hours, do you just stop the work?
00:19:45.890 --> 00:19:46.529
I have done.
00:19:46.690 --> 00:19:46.930
Yeah.
00:19:47.089 --> 00:19:48.049
Yeah, I have done.
00:19:48.210 --> 00:19:51.250
Because it's you can't expect someone to work for free.
00:19:51.490 --> 00:19:52.690
No, because they wouldn't do it.
00:19:52.849 --> 00:19:53.890
They wouldn't do it.
00:19:54.130 --> 00:19:55.009
So I have done.
00:19:55.089 --> 00:19:55.410
Yeah.
00:19:55.569 --> 00:19:58.609
Or I've I've I've threatened to, and it soon gets paid.
00:19:58.849 --> 00:20:00.930
Yeah, it is wild to me.
00:20:01.009 --> 00:20:03.250
I every time it happens, I'm like, really?
00:20:03.490 --> 00:20:03.809
Again.
00:20:04.529 --> 00:20:11.089
And actually, it can knock the it has a knock on effect, especially if it's two or three big clients.
00:20:11.170 --> 00:20:17.009
Yeah, you know, I'm a really small business, so my cash flow is and I pay my team weekly.
00:20:17.089 --> 00:20:17.329
Yeah.
00:20:17.490 --> 00:20:21.009
So I have to manage it to to an inch of its life.
00:20:21.250 --> 00:20:25.890
And two or three clients can really have a knock-on effect to what's happening.
00:20:26.049 --> 00:20:28.049
So yeah, it's just not fair, is it?
00:20:28.289 --> 00:20:30.130
It's also time it takes to chase someone.
00:20:30.289 --> 00:20:34.450
Like I've got a client, every single month they are late, every single month by about two weeks.
00:20:34.769 --> 00:20:39.410
And every single month over the 30 days, they've had 30 days to pay and then they have two weeks.
00:20:39.650 --> 00:20:41.410
Additional because they don't pay.
00:20:41.730 --> 00:20:47.329
And it's a time it takes me to go in there and be like, hi, you still haven't paid your invoice.
00:20:47.569 --> 00:20:48.609
Can you please pay it?
00:20:49.009 --> 00:20:49.970
Is there an issue?
00:20:50.210 --> 00:20:57.410
And then I have to spend another couple of hours like you know, tiptoeing around them to be like, is everything okay?
00:20:57.809 --> 00:20:59.730
Like, do you need me to do anything?
00:21:01.890 --> 00:21:02.769
Just pay.
00:21:03.089 --> 00:21:04.609
Please, I beg you.
00:21:05.730 --> 00:21:06.930
Oh, business.
00:21:07.009 --> 00:21:08.210
Yeah, it's not easy.
00:21:08.450 --> 00:21:09.730
No, is it no?
00:21:09.809 --> 00:21:13.730
But I did find that I I use Monzo Banking and I use the pots.
00:21:14.370 --> 00:21:15.170
Do you know what they are?
00:21:15.329 --> 00:21:16.049
Do you know what they are?
00:21:16.370 --> 00:21:23.650
No, but I've heard I do something similar with Tide, which I'm moving away from, but is it for your different pots of your your tax and your Yeah?
00:21:23.730 --> 00:21:26.289
So like the money comes in and then you split it out into whatever you want.
00:21:26.370 --> 00:21:27.809
But I had them for everything.
00:21:28.130 --> 00:21:31.970
So I've got like VAT tax, rent, wages.
00:21:32.450 --> 00:21:32.930
Amazing.
00:21:34.289 --> 00:21:35.730
Gen general backup, I think.
00:21:35.970 --> 00:21:36.769
And that's monso.
00:21:37.009 --> 00:21:37.250
Yeah.
00:21:37.569 --> 00:21:41.970
And so every time the money comes in, it will auto-split it, it will then come out of your bank account.
00:21:42.049 --> 00:21:44.609
Well, it goes into the pots and not out of your bank account.
00:21:44.769 --> 00:21:48.130
But then it leaves whatever is like spending cash, I guess, like left.
00:21:48.370 --> 00:21:51.170
So your capital stays in the that's brilliant.
00:21:51.329 --> 00:21:51.569
Yeah.
00:21:51.730 --> 00:21:54.370
And so you go in, you're like, well, I've only got 200 pounds here.
00:21:54.529 --> 00:21:57.650
Then you realise that all your money is into these pots that have all been allocated.
00:21:57.890 --> 00:21:58.210
Do you know what?
00:21:58.370 --> 00:22:06.450
My for the for the open forum today at open doors, I was going to ask recommendations on business banking because I wanted to move away from Tide.
00:22:06.690 --> 00:22:06.849
Yeah.
00:22:07.009 --> 00:22:07.730
So that's really good.
00:22:07.809 --> 00:22:09.009
That's just like you read my mind.
00:22:09.170 --> 00:22:12.849
I do really rate Monzo personally because I also put other bank accounts on there.
00:22:12.930 --> 00:22:16.769
If you've got other business bank accounts, you can you can work between them.
00:22:16.930 --> 00:22:18.930
This is not an ad for Monzo Banking.
00:22:20.690 --> 00:22:22.049
Just telling you this.
00:22:22.609 --> 00:22:25.170
But it does, it does a breakdown every month of your.
00:22:25.569 --> 00:22:27.650
Like your finances, what's gone in, what's gone out.
00:22:27.890 --> 00:22:29.569
It always goes, grab a cup of tea.
00:22:29.650 --> 00:22:31.089
It's time to go through your month.
00:22:31.250 --> 00:22:32.450
I'm like, yay.
00:22:32.769 --> 00:22:33.809
I love that.
00:22:34.289 --> 00:22:36.210
It's really good.
00:22:36.370 --> 00:22:38.130
And it's I think it's really user-friendly.
00:22:38.289 --> 00:22:40.289
It's got um like savings accounts in it as well.
00:22:40.370 --> 00:22:44.210
So all the money that's spare I put into these saving pots, it's like 1.2%.
00:22:44.529 --> 00:22:46.690
Like we're not, we're not, we're not going to become a millionaire.
00:22:47.490 --> 00:22:49.569
I still like I've gained 70p this month.
00:22:49.730 --> 00:22:50.769
Did you know what I mean?
00:22:51.250 --> 00:22:53.410
I mean 70p more than you had.
00:22:53.730 --> 00:22:55.250
I'm like, I'm boring.
00:22:55.890 --> 00:23:03.170
But I really like it for like the ease of it because again, I think it's very easy to forget your tax.
00:23:03.250 --> 00:23:05.329
And when it just goes, and you're like, oh, that's what I put in.
00:23:05.490 --> 00:23:05.970
So you get the bill.
00:23:06.769 --> 00:23:07.170
Yeah.
00:23:07.329 --> 00:23:10.930
And so then I know that my rent comes out of my pot, that is my rent.
00:23:11.009 --> 00:23:12.370
And it will build up over time.
00:23:12.450 --> 00:23:12.609
Yeah.
00:23:12.769 --> 00:23:14.370
But it's more than my rent that month.
00:23:14.450 --> 00:23:15.170
But brilliant.
00:23:15.410 --> 00:23:17.009
It's like more than sure.
00:23:17.089 --> 00:23:19.089
When I get home, I'm gonna check Mundell out.
00:23:19.170 --> 00:23:19.250
Yeah.
00:23:19.410 --> 00:23:20.769
Actually, I really rate it.
00:23:20.849 --> 00:23:24.210
And their their helpline, if you ever have issues, is amazing.
00:23:24.370 --> 00:23:25.809
And that's what I'm lacking with Tide.
00:23:26.130 --> 00:23:29.890
It's just I don't seem to have there's the customer's element isn't there.
00:23:30.049 --> 00:23:30.289
Yeah.
00:23:30.609 --> 00:23:31.329
No, I love it.
00:23:31.410 --> 00:23:34.289
Like, so I had like a fraud thing on my account.
00:23:34.690 --> 00:23:36.690
I emailed them, they sort it out straight away.
00:23:36.769 --> 00:23:39.569
They just refunded me within like an hour, and it was done.
00:23:40.370 --> 00:23:41.410
It was insane.
00:23:41.569 --> 00:23:41.890
Okay.
00:23:42.130 --> 00:23:44.930
And I was like, I rate this, big time rate this.
00:23:45.329 --> 00:23:47.569
It's those small things that make a big difference.
00:23:47.730 --> 00:23:53.089
But I think it's quite concerning because I think with like high street banks, I'd just go in there, have a chat with them.
00:23:53.410 --> 00:23:55.730
But actually the service isn't always any better.
00:23:56.450 --> 00:24:00.130
And I guess not having a physical location, I was a bit like, oh, are you sure?
00:24:00.289 --> 00:24:00.529
Yeah.
00:24:00.769 --> 00:24:01.089
Way better.
00:24:01.329 --> 00:24:03.410
I've heard good things about Revolute as well.
00:24:03.569 --> 00:24:05.089
Oh yeah, I do know a lot about Revolute.
00:24:05.250 --> 00:24:06.529
Yeah, that's actually a good one.
00:24:06.609 --> 00:24:08.210
And I think there's another one called Metal.
00:24:08.289 --> 00:24:09.809
Is that the nationwide, nationwide one?
00:24:10.609 --> 00:24:10.849
That one.
00:24:11.009 --> 00:24:12.769
I think it's free, they also have pots.
00:24:13.650 --> 00:24:14.849
But yeah, another one to look at.
00:24:15.170 --> 00:24:16.450
Pots is the way forward, isn't it?
00:24:16.769 --> 00:24:17.009
Obsessed.
00:24:17.250 --> 00:24:18.049
See little things about that.
00:24:18.769 --> 00:24:22.130
My cleaner came on the other day and we were chatting about it because she obviously runs her own business.
00:24:22.210 --> 00:24:23.250
And I was like, You need to get pots.
00:24:23.809 --> 00:24:24.450
Have you got Monzo?
00:24:24.609 --> 00:24:26.289
She's like, Yeah, and I was like, You need to get pots.
00:24:26.370 --> 00:24:27.650
And she was like, Do it for me, Georgie.
00:24:27.809 --> 00:24:29.089
I don't care, just do it for me.
00:24:29.170 --> 00:24:32.529
And I'm there, like, she's like hooving my lounge, and I'm like, stacking up all these pots.
00:24:32.609 --> 00:24:34.370
And I was like, so I put this into here for you.
00:24:35.650 --> 00:24:37.250
I'm not a financial advisor again.
00:24:37.329 --> 00:24:38.849
Don't give my word for this.
00:24:39.170 --> 00:24:41.569
But and she like walked away and she's like, I'm so chuffed.
00:24:41.809 --> 00:24:43.730
I was like, yeah.
00:24:43.890 --> 00:24:45.650
Honestly, I got rich onto it as well.
00:24:45.970 --> 00:24:46.289
Pots?
00:24:46.529 --> 00:24:48.210
I should have, maybe I should have a steak and Monzo.
00:24:48.930 --> 00:24:51.809
I'm thinking, I'm seeing a paid partnership here.
00:24:53.890 --> 00:24:55.089
You should send them this.
00:24:55.410 --> 00:24:57.410
But no, really write that if you haven't got it.
00:24:57.490 --> 00:24:57.650
Okay.
00:24:57.809 --> 00:24:58.769
Or a version of it.
00:24:58.849 --> 00:25:00.529
The pot thing saves my life.
00:25:00.690 --> 00:25:00.930
Okay.
00:25:01.170 --> 00:25:02.289
I have it for personal as well.
00:25:02.529 --> 00:25:02.769
Done.
00:25:04.450 --> 00:25:05.410
Spending money.
00:25:06.690 --> 00:25:09.170
It goes about a week, but like it's a really good idea.
00:25:09.329 --> 00:25:10.930
We've got to stay home this week.
00:25:11.490 --> 00:25:12.289
Fantastic.
00:25:12.450 --> 00:25:17.250
Anyway, moving on from cash flow, which is annoying.
00:25:17.410 --> 00:25:17.650
Yeah.
00:25:17.809 --> 00:25:22.690
But how do you find as well having all of them, like all of your team virtually?
00:25:23.089 --> 00:25:23.490
Great.
00:25:23.569 --> 00:25:25.329
And actually, it doesn't make any difference.
00:25:25.569 --> 00:25:34.609
I've got team where how we split up is we're we've got UK based, I've got Philippines based, US and Australia.
00:25:34.849 --> 00:25:35.410
Oh wow.
00:25:35.650 --> 00:25:36.450
So we're all over.
00:25:36.769 --> 00:25:38.289
You must cover every time zone.
00:25:38.450 --> 00:25:39.170
And that was the plan.
00:25:39.569 --> 00:25:44.289
Well, it wasn't the plan, it just happened again by accident because a lot of our clients travel.
00:25:44.450 --> 00:25:50.930
So when I was growing the team, I just thought, actually, why am I just pigeonholing Monday to Friday 9 till 5?
00:25:51.089 --> 00:25:51.890
Why am I doing that?
00:25:51.970 --> 00:25:53.730
We're virtual, we don't need to do that.
00:25:54.210 --> 00:25:57.410
So I am started working the time clock.
00:25:57.490 --> 00:25:58.690
And the the clients love it.
00:25:58.769 --> 00:26:09.250
You know, if they're travelling and if their flight's been delayed and they're at the airport and they need to find emergency accommodation, because that's happened before, there's been a team member in a time zone that could help with that.
00:26:09.329 --> 00:26:14.450
And it's just just little things just make your value for your clients.
00:26:16.049 --> 00:26:16.289
Yeah.
00:26:16.529 --> 00:26:17.650
It's just added value.
00:26:18.210 --> 00:26:21.650
And do you think a woman in business has made a difference for you?
00:26:22.609 --> 00:26:22.930
Yeah.
00:26:23.089 --> 00:26:26.769
Well, as in a woman, me being a woman in business, yeah.
00:26:27.329 --> 00:26:29.009
I've grown a lot as a person.
00:26:29.410 --> 00:26:29.569
Yeah.
00:26:29.730 --> 00:26:34.049
Someone said to me once, it's not about building the business, it's about building your own strength.
00:26:34.450 --> 00:26:49.809
Yeah, I've grown because when you're not protected by uh an employer and everything falls on you, you have to make some really tough decisions sometimes, and you have to just think differently to what you have done in the past.
00:26:50.049 --> 00:26:53.890
And that helps you grow as a person, and it's helped it's strengthened me.
00:26:53.970 --> 00:26:59.329
I've had to toughen up to have these kinds of conversations and actually to be a bit more vulnerable.
00:26:59.490 --> 00:26:59.650
Yeah.
00:26:59.809 --> 00:27:04.930
You know, I would never have done this before because I was always such a scaredy cat for public speaking.
00:27:05.009 --> 00:27:06.049
I could never do it.
00:27:06.289 --> 00:27:14.210
Obviously, being at open doors, that's helped because I have to showcase, being on podcasts, and then being on the radio, all of that has helped me grow.
00:27:14.370 --> 00:27:15.890
And you did the event at Built by Her.
00:27:16.289 --> 00:27:16.609
Exactly.
00:27:16.690 --> 00:27:18.769
The speaker I would never have done that.
00:27:18.930 --> 00:27:19.329
Never.
00:27:19.490 --> 00:27:19.730
Yeah.
00:27:19.970 --> 00:27:21.890
So it's the cut, it's helped my confidence a lot.
00:27:22.049 --> 00:27:23.970
Yeah, I'm not a public speaker at all.
00:27:24.130 --> 00:27:25.650
Yeah, I really struggle with that.
00:27:25.809 --> 00:27:25.970
Yeah.
00:27:26.130 --> 00:27:30.130
Everyone thinks I'm really confident and outgoing, but I'm actually quite shy.
00:27:30.289 --> 00:27:30.690
Yeah.
00:27:30.930 --> 00:27:34.130
Like when I'm with my people, I'm fine.
00:27:34.690 --> 00:27:39.410
But I find that really scary and really vulnerable, and I am quite shy with that.
00:27:39.650 --> 00:27:42.289
Did you find setting up a business you have to find your people?
00:27:42.529 --> 00:27:46.609
Because when you're in a job, those people are very different to the people that you have to be with.
00:27:47.009 --> 00:27:47.890
Absolutely.
00:27:48.130 --> 00:27:52.849
And I have got some best friends that I've met on my journey.
00:27:53.009 --> 00:27:53.170
Yeah.
00:27:53.329 --> 00:28:04.609
You know, that we have just, yeah, we are like best friends, and you know, certain obviously I could say open doors again, but just that group of people have just proved to me genuinely that they're they've got my back.
00:28:04.769 --> 00:28:05.089
Yeah.
00:28:05.569 --> 00:28:10.930
And it's just that that's just you can be in a room and it's a safe space.
00:28:11.089 --> 00:28:11.490
Yeah.
00:28:11.730 --> 00:28:17.410
Which is so important, especially when you work virtually and you are at home and you haven't got somewhere to go.
00:28:17.650 --> 00:28:21.170
So I have built such a nice community of people around me.
00:28:21.410 --> 00:28:29.170
I guess as well, like even if you've got friends who just work in everyday, like day jobs, like corporate jobs, whatever it might be, they can support you, but they can't always understand.
00:28:29.569 --> 00:28:29.890
Yeah.
00:28:30.130 --> 00:28:41.089
And having the people that can support and understand and maybe give advice on things that they've gone through or learnings, because I've actually been to open doors and the stuff that I learn was actually very quickly.
00:28:41.170 --> 00:28:43.490
I was like, that's a nugget of information I'm gonna take away.
00:28:43.730 --> 00:28:44.529
It blows your mind.
00:28:44.609 --> 00:28:51.410
And actually, when you surround yourself with, I mean, I'm in that room, my business is is the newest.
00:28:51.650 --> 00:28:53.890
Everyone is so much more experienced than me.
00:28:53.970 --> 00:28:57.970
Yeah, and I thrive in that environment because I am like a bit of a sponge.
00:28:58.130 --> 00:28:59.089
Yeah, just soak it all up.
00:28:59.250 --> 00:28:59.730
Yeah, yeah.
00:29:00.130 --> 00:29:01.410
And so for me, it's perfect.
00:29:01.569 --> 00:29:06.930
So, would you say that networking and immersing yourself has been kind of fundamental for your business?
00:29:07.170 --> 00:29:13.410
I mean, my first networking meeting was I joined Cotswold Networking when my business was three months old.
00:29:13.650 --> 00:29:19.569
So I started it in the June, and when the Cheltenham group opened in September, that was my first meeting.
00:29:19.809 --> 00:29:26.769
Obviously, I'm not a member of Cotswold Networking anymore, but that for that year of membership with them, uh, that's how I met Aidan.
00:29:27.170 --> 00:29:30.450
It yeah, it really helped kickstart and grow my business.
00:29:30.529 --> 00:29:31.890
I got a lot of business from it.
00:29:31.970 --> 00:29:35.089
Yeah, and it was it was just again nice because I'd never networked before.
00:29:35.250 --> 00:29:36.769
I didn't even need to know what it was.
00:29:36.849 --> 00:29:38.769
Yeah, so yeah, networking 100%.
00:29:39.250 --> 00:29:41.569
It's quite a hard gig though, networking, isn't it?
00:29:41.650 --> 00:29:59.490
You've really got to again put yourself forward in a room full of a load of other people trying to put themselves forward, and find the right networking environment that works for you because there's so many, especially around Cheltenham and this area, there's so many, and they're all different.
00:29:59.569 --> 00:30:05.650
So you've got to find the right group of people in the right format and just the right thing that works for you.
00:30:05.890 --> 00:30:07.410
Yeah, I think that's really important.
00:30:07.490 --> 00:30:08.529
I think test them all out.
00:30:08.609 --> 00:30:10.930
But if you don't like it, don't be don't force yourself to go.
00:30:11.089 --> 00:30:11.250
Yeah.
00:30:11.410 --> 00:30:14.049
Because then you can get it's like anxiety about going.
00:30:14.130 --> 00:30:14.210
Yeah.
00:30:14.289 --> 00:30:15.809
And then you go and then you just resent it.
00:30:16.289 --> 00:30:17.809
It's the worst thing I've ever done.
00:30:18.049 --> 00:30:19.250
And it shouldn't feel like that.
00:30:19.410 --> 00:30:19.650
No.
00:30:19.730 --> 00:30:19.809
No.
00:30:20.049 --> 00:30:24.210
When when you go into me with people that you enjoy being with, it's like catching up with your friends.
00:30:24.690 --> 00:30:25.250
Exactly.
00:30:25.329 --> 00:30:27.250
And it's just it should be fun.
00:30:27.410 --> 00:30:28.849
Business can be fun.
00:30:29.009 --> 00:30:29.329
Yeah.
00:30:29.490 --> 00:30:30.450
It's not all stress.
00:30:30.609 --> 00:30:34.690
I mean, it's very stressful, but as much as much fun you can put into it, the better.
00:30:34.930 --> 00:30:37.410
What do you think the best thing about running your business is?
00:30:37.650 --> 00:30:41.569
The flexibility and the freedom, which is why I started it in the first place.
00:30:41.730 --> 00:30:43.730
I mean, Elijah was one when I started it.
00:30:43.809 --> 00:30:48.049
He starts school in September, so he's finishing, he's just graduated from nursery.
00:30:48.289 --> 00:30:48.609
I know.
00:30:48.930 --> 00:30:50.849
So now I'm like, right, okay.
00:30:51.089 --> 00:30:54.769
So he's gonna be dropped off at 8.35 and he finishes at 3.15.
00:30:55.170 --> 00:31:00.690
If I was in my previous career, how would I then start saying, okay, well, I've got to do a school run?
00:31:00.930 --> 00:31:01.089
Yeah.
00:31:01.250 --> 00:31:02.529
I'd have to change the whole thing.
00:31:02.690 --> 00:31:04.289
So I'm glad I did it then.
00:31:04.450 --> 00:31:08.049
So now I can be present and I can do the the school run.
00:31:08.130 --> 00:31:10.289
And yeah, yeah, so flexibility and freedom.
00:31:10.529 --> 00:31:11.250
That's amazing.
00:31:11.410 --> 00:31:16.609
So maybe for someone starting their business or wanting to go into VA, what would you what would you recommend to them?
00:31:16.769 --> 00:31:18.210
What advice would you give them?
00:31:18.450 --> 00:31:19.170
Do you know what?
00:31:19.410 --> 00:31:20.529
Just do it.
00:31:20.690 --> 00:31:21.009
Yeah.
00:31:21.170 --> 00:31:22.529
Don't think about it.
00:31:22.690 --> 00:31:27.410
Because you're gonna waste so much time thinking about it, wanting to launch perfectly.
00:31:27.569 --> 00:31:28.690
Just put yourself out there.
00:31:28.769 --> 00:31:34.370
As I said, I just started picking up the phone and asking people, do you need any help with anything?
00:31:34.609 --> 00:31:35.809
It was that simple.
00:31:35.970 --> 00:31:38.210
And then that's that's how I started.
00:31:38.289 --> 00:31:39.890
So just put yourself out there.
00:31:40.130 --> 00:31:41.490
And how many years are you in now?
00:31:41.890 --> 00:31:43.970
Just gone to three on the 14th of June.
00:31:44.210 --> 00:31:44.609
Amazing.
00:31:44.849 --> 00:31:45.250
I know.
00:31:45.490 --> 00:31:49.410
And for those that are listening to this and think, I need a VA because I am time poor.
00:31:49.490 --> 00:31:51.089
Yeah, how do they find you?
00:31:51.410 --> 00:31:59.569
I on Instagram at DionPVA, I've got my website, um DionPobblestone.co.uk, and on LinkedIn.
00:31:59.970 --> 00:32:00.289
Amazing.
00:32:00.529 --> 00:32:01.490
So I'm everywhere, really.
00:32:01.650 --> 00:32:01.970
Everywhere.
00:32:02.130 --> 00:32:03.410
Let's type you into Google.
00:32:03.730 --> 00:32:05.329
And actually, my name is so unique.
00:32:05.410 --> 00:32:08.049
Like when you put Dion Pobbles in it, you're gonna find me.
00:32:08.210 --> 00:32:10.289
It's really unique, but also quite easy to spell.
00:32:10.450 --> 00:32:10.609
Yeah.
00:32:10.690 --> 00:32:11.490
And that sounds really odd.
00:32:11.730 --> 00:32:12.370
It actually is.
00:32:12.769 --> 00:32:13.970
It's it is what it is, isn't it?
00:32:14.210 --> 00:32:15.730
Yeah, it's spelt as it's pronounced.
00:32:16.210 --> 00:32:17.490
You can't get it wrong.
00:32:18.849 --> 00:32:19.569
Amazing.
00:32:19.730 --> 00:32:21.410
Well, thank you so much for your time today.
00:32:21.650 --> 00:32:22.690
It's been amazing, as always.
00:32:23.089 --> 00:32:24.370
So lovely catching up with you.
00:32:24.450 --> 00:32:25.410
Like, always a good love.
00:32:26.130 --> 00:32:26.769
I know.
00:32:27.329 --> 00:32:28.210
Thank you so much.
00:32:28.370 --> 00:32:28.609
Thank you.
00:00:25.649 --> 00:00:26.529
Thank you for coming on the podcast.
00:00:26.769 --> 00:00:27.329
Thanks for having me.
00:00:27.649 --> 00:00:27.969
Welcome.
00:00:28.289 --> 00:00:30.849
So, for those that don't know who you are, what do you do and what's your name?
00:00:31.089 --> 00:00:34.289
My name is Dion Poplestone, and I run a virtual assistant agency.
00:00:34.609 --> 00:00:36.129
And what is a virtual assistant?
00:00:36.369 --> 00:00:39.489
Oh, I get asked that question all the time.
00:00:39.729 --> 00:00:43.649
Because everyone really thinks that a virtual assistant is just all about the admin.
00:00:44.129 --> 00:00:48.769
But to be honest, that's probably a small percentage of what we do.
00:00:49.090 --> 00:00:55.489
We help all clients from all industries, busy business owners just with the day-to-day.
00:00:55.649 --> 00:01:03.969
So all of those day-to-day jobs that you need to do to run your business, but don't necessarily bring you direct revenue.
00:01:04.129 --> 00:01:10.849
Really, that's where my team and I swoop in, pick it up so you can concentrate really on just running and growing your business.
00:01:11.010 --> 00:01:23.250
So anything from you know writing your newsletters, social media management, research, managing your diary, booking your travel, all of the things that you still have to do, but don't really make you money.
00:01:23.329 --> 00:01:24.849
And that's what that's what we help with.
00:01:25.090 --> 00:01:26.289
This might sound like a silly question.
00:01:26.450 --> 00:01:28.530
What is the difference between a PA and a VA?
00:01:29.090 --> 00:01:35.170
So PA is more it's in person, it's a more direct assistant.
00:01:35.329 --> 00:01:39.489
Whereas a VA is virtual, we don't need to be in the office with you.
00:01:39.649 --> 00:01:46.849
We can be at home, we can be anywhere, and we can the VAs tend to have quite a broad skill set.
00:01:47.250 --> 00:01:50.609
So we can help with more than just managing your diary.
00:01:51.089 --> 00:01:52.849
And how many of you are there in your team?
00:01:53.009 --> 00:01:53.890
There's seven of us.
00:01:54.129 --> 00:01:54.369
Whoa.
00:01:54.449 --> 00:01:54.849
Yeah, I know.
00:01:55.089 --> 00:01:56.209
That's a big old dean.
00:01:56.369 --> 00:01:57.890
I know it's just grown.
00:01:57.969 --> 00:02:00.769
And my business model is I grow on demand.
00:02:01.009 --> 00:02:08.689
So if a client comes to us with something specific and it's a new skill set, I will recruit for the needs of the business.
00:02:08.849 --> 00:02:09.890
So that's how we've grown.
00:02:10.210 --> 00:02:10.930
That's a good idea.
00:02:11.009 --> 00:02:12.849
And how'd you get into it in the first place?
00:02:13.170 --> 00:02:14.530
Really by chance.
00:02:14.689 --> 00:02:20.289
And it's not, I never set out to be a VA, let alone run a VA agency.
00:02:20.449 --> 00:02:25.250
You know, my background is 20 odd years of high-end fashion retail.
00:02:25.409 --> 00:02:28.770
So anything from store manager, buyer, area manager.
00:02:28.930 --> 00:02:42.129
I spent five years over in Bister Village running massive multi-million pound stores for Tommy Hilfiger, Calvin Klein, Kate Spade, worked for some fantastic brands, and then went on to redevelop and manage my own shopping centre.
00:02:42.290 --> 00:02:50.129
But then after three years, I got married, I was expecting Elijah, and I just thought, I don't want to do this anymore.
00:02:50.290 --> 00:02:59.650
I was going to be 40 and I had no desire to manage a multi-story car park anymore or a shopping centre because it's so stressful.
00:02:59.969 --> 00:03:03.650
So I just, my husband said to me, You're not going to go back to it anyway.
00:03:03.810 --> 00:03:04.770
So just enjoy it.
00:03:04.850 --> 00:03:06.689
So I left in my second trimester.
00:03:06.930 --> 00:03:08.610
Scary, I know, nuts.
00:03:08.689 --> 00:03:10.450
But you know, it was the best thing I ever did.
00:03:10.610 --> 00:03:20.850
I got to be in the moment and enjoy my pregnancy and have Elijah at home for a year, and then when he was one, that's how I started the business.
00:03:21.090 --> 00:03:24.930
I always knew I wanted to be a business owner, but I just didn't know what I wanted to do.
00:03:25.010 --> 00:03:30.370
You know, my husband's business owner, my dad, my brother, so I've been around business for a long time.
00:03:30.770 --> 00:03:41.010
So I just started calling some stakeholders that I knew, you know, some local business owners, and seeing if they needed any help with anything because I was at home with a one-year-old, so it was only certain hours I could do.
00:03:41.170 --> 00:03:44.450
He wasn't in full-time nursery, and I just started that way.
00:03:44.610 --> 00:03:48.530
And within four months I was fully booked, and I just thought, okay, I'm onto something here.
00:03:48.770 --> 00:03:49.890
Yeah, that's insane.
00:03:50.129 --> 00:03:50.930
Yeah, yeah.
00:03:51.090 --> 00:03:57.650
But then even at that point, I thought I don't really want to, my dream isn't to be a VA, it's to run a business.
00:03:57.810 --> 00:04:00.610
So that's when I brought on my first associate VA.
00:04:00.770 --> 00:04:03.890
And I mean, as I say, the rest is history, and I've grown from there.
00:04:04.129 --> 00:04:05.969
And are all the businesses different?
00:04:06.290 --> 00:04:07.810
All businesses different.
00:04:07.969 --> 00:04:18.449
We were we uh we work across so many different sectors and industries because what we found is actually every business owner has the same problem, doesn't matter what the industry is, it's lack of time.
00:04:18.610 --> 00:04:19.009
Yeah.
00:04:19.569 --> 00:04:22.449
So we end up doing the same kind of things over so many industries.
00:04:22.689 --> 00:04:25.329
What do you think the most go-to services that you offer?
00:04:25.569 --> 00:04:26.610
It's changes.
00:04:26.769 --> 00:04:32.689
I mean, 18 months ago, social media for sure, but now not as much.
00:04:32.850 --> 00:04:39.009
A lot of email marketing, so a lot of newsletters, people really trying to nurture their email list.
00:04:39.250 --> 00:04:49.569
We're doing a lot of research for speaking gigs and writing bios for business owners who want to elevate themselves, booking a lot of travel at the moment.
00:04:50.050 --> 00:04:57.569
Yeah, so you can still do social media management, but it's not as much, it's more of the day-to-day things that we're doing.
00:04:57.810 --> 00:05:01.170
And on average, do people like do they do it in like hourly blocks?
00:05:01.410 --> 00:05:03.810
How does it work in terms of like booking the service?
00:05:04.050 --> 00:05:12.850
Well, 90% of our clients are on a retainer because I think they quite like the stability of knowing they've got their hours, but they also love that they've got the flexibility.
00:05:13.009 --> 00:05:31.650
So versus having a 40-hour a week person in the office, if they have 40 hours a week with us, they can have a bit of social media management, they can have a bit of executive assistant managing their diary, they can have someone building their CRM lists and doing their emails, they can have they can use it for whatever they want.
00:05:31.730 --> 00:05:35.090
So they like the retainer, but then we do do one-off projects.
00:05:35.250 --> 00:05:42.850
So, you know, we've just done a one-off project for a client who wants us to research awards for next year and help with the applications.
00:05:43.090 --> 00:05:46.930
So so we just do so it's so interesting, it's so broad what we do.
00:05:47.250 --> 00:05:54.610
And so as a client, do you have one person associated with your account, or do you have because you said that each person has like different skills?
00:05:54.689 --> 00:05:57.090
So is it just they pick it depending on Yeah.
00:05:57.250 --> 00:06:07.569
So each client has a lead VA within the business, and each client has its their own WhatsApp group with themselves, their lead VA, and me in there, so I can still oversee what's going on.
00:06:07.810 --> 00:06:19.250
And then the client shoots tasks to us, and then behind the scenes we delegate to whose skill set that is, but then it's delivered back from their lead VA, so they just don't know.
00:06:19.410 --> 00:06:20.769
They just get the work done.
00:06:21.009 --> 00:06:22.769
You must have an insane amount of WhatsApp.
00:06:24.850 --> 00:06:33.810
I actually need to go and buy, I need to order today a stick-on battery pack for my phone because it's constantly, constantly going up.
00:06:33.970 --> 00:06:38.210
And you must have an incredible system behind all of that to make sure that everyone's on track.
00:06:38.449 --> 00:06:40.210
It's my team, if they're fantastic.
00:06:40.290 --> 00:06:42.610
Um, I've got my lead VA in the business, Joyce.
00:06:42.769 --> 00:06:48.449
She's been with me for two years, over two years now, and she's really elevated.
00:06:48.530 --> 00:06:53.810
I mean, she helped manages me because I need a VA as well, because I can't run my business.
00:06:54.050 --> 00:07:01.810
She helps recruit and she trains and she manages the team to make sure that the projects are being delivered properly, that their hours are being stuck to.
00:07:01.889 --> 00:07:04.530
She does a lot of the client comms, she's amazing.
00:07:04.610 --> 00:07:05.650
So it's a team.
00:07:05.970 --> 00:07:10.610
And is there like a software or program that you use behind the scenes to keep it all in track?
00:07:10.850 --> 00:07:16.290
Yeah, so we my customer experience and my platform I use is a package called Dubzado.
00:07:16.689 --> 00:07:17.009
Okay.
00:07:17.329 --> 00:07:20.290
So it is it's amazing.
00:07:20.449 --> 00:07:22.530
Like I can't run my business without it now.
00:07:22.689 --> 00:07:25.009
So all of my invoices come from there.
00:07:25.170 --> 00:07:33.329
The clients they've got their own portal that all everything's kept in, and they can book their appointments with me, or I can I'll build the projects in there.
00:07:33.490 --> 00:07:35.090
All of it, it's fully automated.
00:07:35.170 --> 00:07:39.730
So from when someone books in with us, they can fill out the lead capture form.
00:07:39.889 --> 00:07:48.769
It goes in their diary, my diary, they get their reminders, they'll get the follow-up, they'll get all the paperwork, they can sign it electronically, all their involves everything.
00:07:49.009 --> 00:07:50.050
Whoa, that's insane.
00:07:50.370 --> 00:07:52.290
It is, I couldn't run the business without it.
00:07:52.530 --> 00:07:55.009
Do you ever suggest those sort of platforms to your clients?
00:07:55.170 --> 00:07:55.410
Yeah.
00:07:55.650 --> 00:08:04.129
Every single new client without fail that we bring on board, they comment on the onboarding process and how slick it is and how branded everything is.
00:08:04.290 --> 00:08:06.610
And they were like, Can you build that for us?
00:08:06.769 --> 00:08:14.050
So we are actually in discussions with two of our clients to build the same system of what we've got for them because they're also agency owners.
00:08:14.210 --> 00:08:15.410
Oh wow, that's so impressive.
00:08:15.650 --> 00:08:19.170
Yeah, that is actually really important, the onboarding process.
00:08:19.329 --> 00:08:20.610
It's the most important.
00:08:20.769 --> 00:08:28.530
So when we onboard a client, I won't take a step back until client's happy and VA's happy, you know, and then I won't get involved.
00:08:28.610 --> 00:08:33.169
But until that, I mean, after four weeks, they'll automatically get sent a link to book back in with me.
00:08:33.250 --> 00:08:34.769
So we'll have a catch-up call.
00:08:34.929 --> 00:08:36.929
What's working, what's not, what do we tweak?
00:08:37.009 --> 00:08:40.529
Because it's a relationship and it's not one fits all.
00:08:40.689 --> 00:08:46.049
So when we have to tweak and we have to adjust, we'll do it until everyone is happy and then I can let them get on with it.
00:08:46.289 --> 00:08:54.610
That's so impressive because automations people sometimes think it removes like the personal element of a business, but actually, in your case, it's I guess it's improving.
00:08:55.569 --> 00:08:58.769
Because it's it's preventing the lack lack of communication to happen.
00:08:59.009 --> 00:08:59.169
Yeah.
00:08:59.330 --> 00:09:00.610
And you can do those check-ins.
00:09:01.009 --> 00:09:01.570
It's constant.
00:09:01.730 --> 00:09:07.730
Then, you know, after six months, even if a project's ended, they'll still get, God, it's been six months.
00:09:07.810 --> 00:09:09.009
Do you want to book him for a call?
00:09:09.169 --> 00:09:10.769
Is there anything else you need help with?
00:09:10.930 --> 00:09:12.850
Or, you know, can you write us this review?
00:09:12.930 --> 00:09:16.610
Like everything, they are always in contact because communication's key, isn't it?
00:09:16.850 --> 00:09:21.009
Do you think the people who do one-off projects, how what's your like retention for them?
00:09:21.169 --> 00:09:29.250
Yeah, so we probably have around from a one-off project, probably about 70-75% conversion rate for them to come on to uh for them coming onto a retainer.
00:09:29.570 --> 00:09:30.450
Wow, that's really good.
00:09:30.610 --> 00:09:35.970
Yeah, because they'll do a project and then once you've delivered a project well, it's all about trust, isn't it?
00:09:36.049 --> 00:09:43.490
And they're so blown away that we've managed to do it so quickly and efficiently, they'll always like, right, okay, what are you can you do this?
00:09:43.570 --> 00:09:44.049
Can you do that?
00:09:44.129 --> 00:09:45.169
And then they come onto a retainer.
00:09:45.330 --> 00:09:47.330
So we've got a really high conversion rate.
00:09:47.570 --> 00:09:48.529
That's really good.
00:09:48.769 --> 00:09:49.570
That's insane.
00:09:49.730 --> 00:09:51.970
I like I'm really I feel really, really blessed.
00:09:52.049 --> 00:09:55.649
But again, it's the communication and just checking in with that client all the time.
00:09:55.889 --> 00:10:02.289
Yeah, communication's actually really difficult though, because when you're running your own business, you can kind of get lost with doing your own day.
00:10:02.450 --> 00:10:03.090
Absolutely, yeah.
00:10:03.330 --> 00:10:08.930
But you think I need to mess up person, then you forget about it, and like that can really damage relationships as well.
00:10:09.490 --> 00:10:09.970
It really can.
00:10:10.049 --> 00:10:12.129
And do you know what our clients they love a voice note?
00:10:12.450 --> 00:10:13.490
I love a voice note.
00:10:14.049 --> 00:10:18.289
And some of them they've never done it before, and they're like, This is insane.
00:10:18.529 --> 00:10:24.289
Because if they've been on to a meeting and they're driving back, they'll voice note us in their WhatsApp group, like, this has happened.
00:10:24.370 --> 00:10:25.409
Can you jump on my email?
00:10:25.490 --> 00:10:26.210
Can you send this?
00:10:26.289 --> 00:10:27.730
And that it just blows the mind.
00:10:27.810 --> 00:10:29.090
They're like, This is brilliant.
00:10:29.330 --> 00:10:30.210
I'm obsessed with them.
00:10:30.370 --> 00:10:34.610
I had a client and I used to always voice note, and she was like, Oh, George, I'm a bit nervous about voice noting.
00:10:34.690 --> 00:10:35.409
I was like, do it.
00:10:35.490 --> 00:10:37.570
It's once they start, they love it, right?
00:10:37.649 --> 00:10:41.970
I know, and then she sent me her first ever voice note, and I just reply like, I'm so honoured.
00:10:42.129 --> 00:10:44.690
And she was like, You're the only person who ever voice notes.
00:10:45.090 --> 00:10:49.169
It's from a productivity um perspective, it's amazing.
00:10:49.330 --> 00:10:57.970
And it gets, I always always say to my clients, don't keep anything in your brain because either it'll you'll lose it or it'll just keep building.
00:10:58.210 --> 00:11:00.049
Just get it off, get it off your chest.
00:11:00.129 --> 00:11:02.769
Yeah, you know, we've got your to-do list in the background.
00:11:02.850 --> 00:11:05.810
We'll just add it to the to-do list so we're not forgetting anything.
00:11:06.049 --> 00:11:09.730
The best thing about a voice note is I don't know if you're this, you can double times it.
00:11:09.810 --> 00:11:14.610
I double speed all of it, and I'm like, and I love it.
00:11:14.769 --> 00:11:17.730
Whereas like if I'm having to read something, I have to read it like four times.
00:11:17.970 --> 00:11:18.690
Four times, yeah.
00:11:18.850 --> 00:11:20.769
And I'm like, oh gosh, I've got to read it again.
00:11:20.850 --> 00:11:23.649
Whereas a voice note, I can listen to it multiple times, but on double speed.
00:11:23.810 --> 00:11:24.049
Yeah.
00:11:24.129 --> 00:11:29.730
And actually, sometimes when you're sending a WhatsApp or a message and you are in a rush, it can come off a bit blunt sometimes.
00:11:29.810 --> 00:11:35.409
Whereas if you just send a quick voice note, you're like, just checking in, just yeah, it's it can't be misconstrued, can it?
00:11:35.570 --> 00:11:38.610
It definitely helps with understanding someone's tone as well.
00:11:39.169 --> 00:11:41.009
Because if you are like, Oh, can you just do this?
00:11:41.090 --> 00:11:43.810
It can be like, hey, it's running late, like, do you mind sending that?
00:11:43.970 --> 00:11:45.889
And it actually comes across a lot more polite as well.
00:11:46.129 --> 00:11:48.210
So voice notes is everything for us.
00:11:48.370 --> 00:11:49.330
I'm obsessed.
00:11:49.570 --> 00:11:53.570
Do you do it with your own like thoughts, like with ideas that you have for the business?
00:11:53.730 --> 00:11:57.090
Do you ever voice note them down or do you just like how do you work with that?
00:11:57.250 --> 00:11:58.450
Oh, that's a really good question.
00:11:58.529 --> 00:12:00.769
And no, I don't, but I don't know why I don't do that.
00:12:00.930 --> 00:12:02.610
Because that would be a really good idea.
00:12:02.850 --> 00:12:13.570
Yeah, I don't know, I don't know how much you use AI and stuff, but I voice note all my ideas, which is probably really bad because like whoever owns these AI has every idea, but I used to whack them into my notes.
00:12:13.810 --> 00:12:15.409
I'm a note Ah Yeah.
00:12:15.649 --> 00:12:17.330
And then I was like taking too long to write them.
00:12:22.529 --> 00:12:29.409
So I just started like I created a project on um either ChatGVT or Claude, whichever one I was on at the time.
00:12:29.570 --> 00:12:32.610
And then I was just voicing it like this is my idea for the day.
00:12:32.850 --> 00:12:33.970
It's such a good idea.
00:12:34.129 --> 00:12:34.690
Do you know what?
00:12:34.850 --> 00:12:36.450
That's my takeaway from today.
00:12:37.169 --> 00:12:37.970
I love it, Luke.
00:12:38.049 --> 00:12:38.769
I'm gonna do that.
00:12:38.930 --> 00:12:39.330
I love it.
00:12:39.409 --> 00:12:43.730
And then it does go, it gives me a reality check and goes, Georgie, not this week.
00:12:44.129 --> 00:12:45.570
I'm like, you I already am.
00:12:47.250 --> 00:12:50.129
Honestly, I'm like, oh yeah, I know you're so right.
00:12:50.930 --> 00:12:57.250
But ever like all the ideas I ever have, I just say collect them, keep them, and one day I might use them.
00:12:57.810 --> 00:12:58.610
That's brilliant.
00:12:58.769 --> 00:13:01.330
So yeah, it depends how much you use chat beauty.
00:13:02.769 --> 00:13:05.330
How do you find the use of AI though in your business?
00:13:05.490 --> 00:13:06.529
Oh, game changer.
00:13:06.610 --> 00:13:07.169
Yeah, yeah.
00:13:07.250 --> 00:13:07.970
And do you know what?
00:13:08.049 --> 00:13:15.169
It as we said, it will never replace because you have to have the human error, but it 100% helps us with pro with productivity.
00:13:15.730 --> 00:13:16.529
Yeah, definitely.
00:13:16.930 --> 00:13:18.129
I think it's one of those things.
00:13:18.289 --> 00:13:23.649
If you learn to work with it and improve what you can offer, I think it's a really, really good tool.
00:13:24.210 --> 00:13:31.250
If you expect it to take over your job and you just sit back and do nothing, yeah, it's actually really detrimental to your bad, really bad.
00:13:31.409 --> 00:13:38.370
It's just we love it for workflows and just for you know, just frameworks, just things like that that keeps you on track.
00:13:38.610 --> 00:13:40.129
Yeah, no, I think it's amazing.
00:13:40.370 --> 00:13:48.049
So, is it anything when you started your business and now that you've looked back on and gone, oh, that was a tricky period, or I wish I'd knew known this beforehand?
00:13:48.690 --> 00:13:54.289
Yeah, I for me, it's managing my own expectations.
00:13:54.610 --> 00:13:54.930
Okay.
00:13:55.169 --> 00:13:59.970
And when I started the business, and you know, you year one, you just want to do everything, don't you?
00:14:00.129 --> 00:14:04.690
Yeah, you know, and you think, okay, I have to have the best website, or I have to spend money.
00:14:04.850 --> 00:14:07.250
You don't have to spend money, honestly.
00:14:07.570 --> 00:14:10.529
I had to rein myself in and thought, you know what?
00:14:10.610 --> 00:14:14.769
I've got my desk, I've got my laptop, you know, I can get some basic business cards.
00:14:15.009 --> 00:14:16.450
I just had my basic wicks.
00:14:16.529 --> 00:14:19.570
I didn't need to spend as much money as I thought I did.
00:14:19.649 --> 00:14:24.210
And I'm glad I didn't, but there's so many business owners that I speak to and they go all out.
00:14:24.370 --> 00:14:25.810
So yeah, don't make that mistake.
00:14:25.970 --> 00:14:27.330
I think a website is a big one.
00:14:27.409 --> 00:14:33.330
People kind of get this I don't I don't know if it's a con, I don't know, where it's like spend seven thousand plus on a website.
00:14:33.490 --> 00:14:38.049
And I'm like, a website, seven thousand pounds could kick off my business four times over.
00:14:38.289 --> 00:14:38.690
100%.
00:14:39.250 --> 00:14:39.970
Like, what the hell?
00:14:40.049 --> 00:14:47.330
Yeah, if you never don't spend too much money at the beginning, and I think you do get a bit lost in the ideas of it's exciting, right?
00:14:47.490 --> 00:14:58.769
Yeah, it is, it is, and you spend hours on Canva like trying to take your business car, and you're like, ah, you know, and it's like, oh, okay, do I need I need to see a marketing person to build a brand.
00:14:59.009 --> 00:15:00.610
You don't need to, you don't.
00:15:00.769 --> 00:15:00.930
Yeah.
00:15:01.090 --> 00:15:02.210
Um, so that's what I would say.
00:15:02.370 --> 00:15:03.730
Don't get caught in that trap.
00:15:03.970 --> 00:15:11.649
And is there anything that you've really taken away as a learning other than that, like in your actual processes, maybe even hiring people?
00:15:11.889 --> 00:15:22.289
Yeah, my biggest learn is, and this is down to my husband actually, because obviously he's always had his own business and he taught me really early on to stay on top of your numbers.
00:15:22.529 --> 00:15:22.930
Yeah.
00:15:23.810 --> 00:15:26.289
So I look at my numbers every single day.
00:15:26.370 --> 00:15:37.810
I'm looking at invoices coming in, what's being paid, because cash flow for a small business is the bearer of like all the stress, really, and it can break a business.
00:15:37.970 --> 00:15:40.529
So keep on top of the numbers, and I've learnt that.
00:15:40.769 --> 00:15:43.169
What do you say the most important number is to look at?
00:15:45.009 --> 00:15:45.730
All of them.
00:15:45.889 --> 00:15:46.529
Yeah.
00:15:47.169 --> 00:15:49.330
Because I I think Yeah.
00:15:49.490 --> 00:16:01.169
I think I think I think sometimes you can get away with the invoices coming in, and you can get really excited about that number, and then you've got to look at the profit about all the stuff that has to go back out the other side.
00:16:01.649 --> 00:16:10.049
I sat down with my husband very early on and looked at what percentage of profit I needed to make to make the business successful, how much I needed to, yeah.
00:16:10.289 --> 00:16:13.490
So then I then could look at okay, how many hours am I throwing into this?
00:16:13.649 --> 00:16:18.289
Like so I can it's a fine line to balance that to make sure you stay profitable.
00:16:18.450 --> 00:16:18.610
Yeah.
00:16:18.769 --> 00:16:21.250
So yeah, for me, it's that that profit margin.
00:16:21.490 --> 00:16:26.129
Do you have a profit percentage per project, or is it just generally as a business?
00:16:26.370 --> 00:16:27.970
Generally as a business, yeah, yeah.
00:16:28.129 --> 00:16:36.289
I think across the board that obviously there there are projects and things that are more profitable than others, but I do it across the board.
00:16:36.450 --> 00:16:36.930
Yeah, yeah.
00:16:37.090 --> 00:16:38.210
Because cash flow is very difficult.
00:16:38.370 --> 00:16:41.730
Have you ever been in a really sticky position where someone hasn't paid 100%?
00:16:42.210 --> 00:16:44.690
I've actually had to go down a legal route.
00:16:44.930 --> 00:16:45.409
Oh, really?
00:16:45.970 --> 00:16:46.210
Yeah.
00:16:46.450 --> 00:16:46.769
Wow.
00:16:46.930 --> 00:16:55.169
And I just for again it's having that confidence, just because you are a small business, if you're working with a bigger business, don't let them walk all over you.
00:16:55.330 --> 00:17:00.610
Stand up for like you protect protect your business and don't be afraid to go down that route.
00:17:00.690 --> 00:17:01.570
And I did it.
00:17:01.810 --> 00:17:11.490
Did you find that after that you went back to your T's and C's and your payment terms and a massive learning curve to make sure that everything was solid?
00:17:11.730 --> 00:17:12.049
Yeah.
00:17:12.210 --> 00:17:18.450
You know, did you find when you went into business naively you just think everyone's a nice person and that you're gonna get paid?
00:17:21.089 --> 00:17:24.129
And you're like, you have been invoiced and you're over two weeks late.
00:17:24.289 --> 00:17:24.849
What's happening?
00:17:25.169 --> 00:17:25.490
Yeah.
00:17:25.730 --> 00:17:29.650
I did it was very difficult because for me I could not imagine doing that to someone.
00:17:29.890 --> 00:17:31.250
I would never sleep.
00:17:31.650 --> 00:17:33.569
Honestly, I'm like 30 days, okay.
00:17:33.650 --> 00:17:34.769
I'll pay you within three.
00:17:35.089 --> 00:17:39.089
Like, I really struggle to even get to the 30 days because I know I'll forget.
00:17:39.170 --> 00:17:40.769
Actually, it's actually my biggest problem.
00:17:41.170 --> 00:17:44.450
If it's in my invoice inbox to pay, I I want to get it out.
00:17:44.529 --> 00:17:47.890
Yeah, I don't see a need to like wait if I don't have to.
00:17:48.210 --> 00:17:54.529
But I just it blows my mind that people can get to 30 days, not pay it, and continue half paying it.
00:17:54.849 --> 00:17:56.769
Yeah, and have no communication.
00:17:56.930 --> 00:17:58.529
No, act like nothing's happened.
00:17:58.690 --> 00:18:01.170
It's crazy, and I think it's getting worse.
00:18:01.410 --> 00:18:02.049
A hundred percent.
00:18:02.210 --> 00:18:03.329
It really is getting worse.
00:18:03.490 --> 00:18:05.970
The past 12 months I've noticed a big difference.
00:18:06.370 --> 00:18:15.569
And my clients that I've had, because I've had clients I've had for years, and they started great payers, but then as time gets on, they get more comfortable.
00:18:15.730 --> 00:18:24.450
So you have to be on your numbers and don't be afraid to send those payment reminders or pick up the phone and say, When can you I expect you to settle your invoice?
00:18:24.609 --> 00:18:29.970
You've got to, you know, I've had to toughen up massively being a business owner because I was a bit of a baby.
00:18:30.210 --> 00:18:32.370
I was such a big bit of a oh don't don't worry about it.
00:18:32.529 --> 00:18:33.089
It's okay.
00:18:33.250 --> 00:18:35.410
And my husband's like, no, it's not okay.
00:18:35.650 --> 00:18:39.730
Yeah, because actually, if the roles were reversed and they had a bill to pay, they'd be on your back.
00:18:39.970 --> 00:18:40.370
100%.
00:18:40.769 --> 00:18:42.529
So I don't understand why it can't be reversed.
00:18:42.690 --> 00:18:53.809
Yeah, but it is so, so difficult, and it blows my mind that people accept a price at the start, they go and they know how much it is, they let you do all the work, you invoice them, and they're like, Oh, I don't know yet.
00:18:53.890 --> 00:18:55.490
And I'm like, What do you mean?
00:18:55.650 --> 00:18:56.210
What do you mean?
00:18:56.370 --> 00:18:57.410
Like it's been done.
00:18:57.569 --> 00:19:01.410
Like you've had 30 days to contest this and you haven't even questioned it.
00:19:01.650 --> 00:19:06.049
It's really it's it's oh cash, it's the biggest thing in a business.
00:19:06.289 --> 00:19:15.650
It it can always be detrimental though, because if you especially if you invoice at the end of the month and you have a real building on the first of the month and they've got 30 days from that period, you've kind of got to juggle your own.
00:19:15.730 --> 00:19:20.450
Yeah, and I I think that's really unfair when they're probably doing the same thing, so while they're doing it to someone else.
00:19:20.849 --> 00:19:22.769
That's why we invoice hours up front.
00:19:22.849 --> 00:19:23.089
Yeah.
00:19:23.250 --> 00:19:26.370
My first year in business, I was doing it that way, and I just got burnt.
00:19:26.450 --> 00:19:26.609
Yeah.
00:19:26.849 --> 00:19:35.490
And literally talking to other VAs within the industry are quickly found out that no one does it that way because they've all been burnt.
00:19:35.650 --> 00:19:38.370
So it's you pay for your hours ahead of.
00:19:38.529 --> 00:19:41.569
I mean, they're still late, however, yeah.
00:19:42.130 --> 00:19:45.650
If someone is late and they haven't paid for the hours, do you just stop the work?
00:19:45.890 --> 00:19:46.529
I have done.
00:19:46.690 --> 00:19:46.930
Yeah.
00:19:47.089 --> 00:19:48.049
Yeah, I have done.
00:19:48.210 --> 00:19:51.250
Because it's you can't expect someone to work for free.
00:19:51.490 --> 00:19:52.690
No, because they wouldn't do it.
00:19:52.849 --> 00:19:53.890
They wouldn't do it.
00:19:54.130 --> 00:19:55.009
So I have done.
00:19:55.089 --> 00:19:55.410
Yeah.
00:19:55.569 --> 00:19:58.609
Or I've I've I've threatened to, and it soon gets paid.
00:19:58.849 --> 00:20:00.930
Yeah, it is wild to me.
00:20:01.009 --> 00:20:03.250
I every time it happens, I'm like, really?
00:20:03.490 --> 00:20:03.809
Again.
00:20:04.529 --> 00:20:11.089
And actually, it can knock the it has a knock on effect, especially if it's two or three big clients.
00:20:11.170 --> 00:20:17.009
Yeah, you know, I'm a really small business, so my cash flow is and I pay my team weekly.
00:20:17.089 --> 00:20:17.329
Yeah.
00:20:17.490 --> 00:20:21.009
So I have to manage it to to an inch of its life.
00:20:21.250 --> 00:20:25.890
And two or three clients can really have a knock-on effect to what's happening.
00:20:26.049 --> 00:20:28.049
So yeah, it's just not fair, is it?
00:20:28.289 --> 00:20:30.130
It's also time it takes to chase someone.
00:20:30.289 --> 00:20:34.450
Like I've got a client, every single month they are late, every single month by about two weeks.
00:20:34.769 --> 00:20:39.410
And every single month over the 30 days, they've had 30 days to pay and then they have two weeks.
00:20:39.650 --> 00:20:41.410
Additional because they don't pay.
00:20:41.730 --> 00:20:47.329
And it's a time it takes me to go in there and be like, hi, you still haven't paid your invoice.
00:20:47.569 --> 00:20:48.609
Can you please pay it?
00:20:49.009 --> 00:20:49.970
Is there an issue?
00:20:50.210 --> 00:20:57.410
And then I have to spend another couple of hours like you know, tiptoeing around them to be like, is everything okay?
00:20:57.809 --> 00:20:59.730
Like, do you need me to do anything?
00:21:01.890 --> 00:21:02.769
Just pay.
00:21:03.089 --> 00:21:04.609
Please, I beg you.
00:21:05.730 --> 00:21:06.930
Oh, business.
00:21:07.009 --> 00:21:08.210
Yeah, it's not easy.
00:21:08.450 --> 00:21:09.730
No, is it no?
00:21:09.809 --> 00:21:13.730
But I did find that I I use Monzo Banking and I use the pots.
00:21:14.370 --> 00:21:15.170
Do you know what they are?
00:21:15.329 --> 00:21:16.049
Do you know what they are?
00:21:16.370 --> 00:21:23.650
No, but I've heard I do something similar with Tide, which I'm moving away from, but is it for your different pots of your your tax and your Yeah?
00:21:23.730 --> 00:21:26.289
So like the money comes in and then you split it out into whatever you want.
00:21:26.370 --> 00:21:27.809
But I had them for everything.
00:21:28.130 --> 00:21:31.970
So I've got like VAT tax, rent, wages.
00:21:32.450 --> 00:21:32.930
Amazing.
00:21:34.289 --> 00:21:35.730
Gen general backup, I think.
00:21:35.970 --> 00:21:36.769
And that's monso.
00:21:37.009 --> 00:21:37.250
Yeah.
00:21:37.569 --> 00:21:41.970
And so every time the money comes in, it will auto-split it, it will then come out of your bank account.
00:21:42.049 --> 00:21:44.609
Well, it goes into the pots and not out of your bank account.
00:21:44.769 --> 00:21:48.130
But then it leaves whatever is like spending cash, I guess, like left.
00:21:48.370 --> 00:21:51.170
So your capital stays in the that's brilliant.
00:21:51.329 --> 00:21:51.569
Yeah.
00:21:51.730 --> 00:21:54.370
And so you go in, you're like, well, I've only got 200 pounds here.
00:21:54.529 --> 00:21:57.650
Then you realise that all your money is into these pots that have all been allocated.
00:21:57.890 --> 00:21:58.210
Do you know what?
00:21:58.370 --> 00:22:06.450
My for the for the open forum today at open doors, I was going to ask recommendations on business banking because I wanted to move away from Tide.
00:22:06.690 --> 00:22:06.849
Yeah.
00:22:07.009 --> 00:22:07.730
So that's really good.
00:22:07.809 --> 00:22:09.009
That's just like you read my mind.
00:22:09.170 --> 00:22:12.849
I do really rate Monzo personally because I also put other bank accounts on there.
00:22:12.930 --> 00:22:16.769
If you've got other business bank accounts, you can you can work between them.
00:22:16.930 --> 00:22:18.930
This is not an ad for Monzo Banking.
00:22:20.690 --> 00:22:22.049
Just telling you this.
00:22:22.609 --> 00:22:25.170
But it does, it does a breakdown every month of your.
00:22:25.569 --> 00:22:27.650
Like your finances, what's gone in, what's gone out.
00:22:27.890 --> 00:22:29.569
It always goes, grab a cup of tea.
00:22:29.650 --> 00:22:31.089
It's time to go through your month.
00:22:31.250 --> 00:22:32.450
I'm like, yay.
00:22:32.769 --> 00:22:33.809
I love that.
00:22:34.289 --> 00:22:36.210
It's really good.
00:22:36.370 --> 00:22:38.130
And it's I think it's really user-friendly.
00:22:38.289 --> 00:22:40.289
It's got um like savings accounts in it as well.
00:22:40.370 --> 00:22:44.210
So all the money that's spare I put into these saving pots, it's like 1.2%.
00:22:44.529 --> 00:22:46.690
Like we're not, we're not, we're not going to become a millionaire.
00:22:47.490 --> 00:22:49.569
I still like I've gained 70p this month.
00:22:49.730 --> 00:22:50.769
Did you know what I mean?
00:22:51.250 --> 00:22:53.410
I mean 70p more than you had.
00:22:53.730 --> 00:22:55.250
I'm like, I'm boring.
00:22:55.890 --> 00:23:03.170
But I really like it for like the ease of it because again, I think it's very easy to forget your tax.
00:23:03.250 --> 00:23:05.329
And when it just goes, and you're like, oh, that's what I put in.
00:23:05.490 --> 00:23:05.970
So you get the bill.
00:23:06.769 --> 00:23:07.170
Yeah.
00:23:07.329 --> 00:23:10.930
And so then I know that my rent comes out of my pot, that is my rent.
00:23:11.009 --> 00:23:12.370
And it will build up over time.
00:23:12.450 --> 00:23:12.609
Yeah.
00:23:12.769 --> 00:23:14.370
But it's more than my rent that month.
00:23:14.450 --> 00:23:15.170
But brilliant.
00:23:15.410 --> 00:23:17.009
It's like more than sure.
00:23:17.089 --> 00:23:19.089
When I get home, I'm gonna check Mundell out.
00:23:19.170 --> 00:23:19.250
Yeah.
00:23:19.410 --> 00:23:20.769
Actually, I really rate it.
00:23:20.849 --> 00:23:24.210
And their their helpline, if you ever have issues, is amazing.
00:23:24.370 --> 00:23:25.809
And that's what I'm lacking with Tide.
00:23:26.130 --> 00:23:29.890
It's just I don't seem to have there's the customer's element isn't there.
00:23:30.049 --> 00:23:30.289
Yeah.
00:23:30.609 --> 00:23:31.329
No, I love it.
00:23:31.410 --> 00:23:34.289
Like, so I had like a fraud thing on my account.
00:23:34.690 --> 00:23:36.690
I emailed them, they sort it out straight away.
00:23:36.769 --> 00:23:39.569
They just refunded me within like an hour, and it was done.
00:23:40.370 --> 00:23:41.410
It was insane.
00:23:41.569 --> 00:23:41.890
Okay.
00:23:42.130 --> 00:23:44.930
And I was like, I rate this, big time rate this.
00:23:45.329 --> 00:23:47.569
It's those small things that make a big difference.
00:23:47.730 --> 00:23:53.089
But I think it's quite concerning because I think with like high street banks, I'd just go in there, have a chat with them.
00:23:53.410 --> 00:23:55.730
But actually the service isn't always any better.
00:23:56.450 --> 00:24:00.130
And I guess not having a physical location, I was a bit like, oh, are you sure?
00:24:00.289 --> 00:24:00.529
Yeah.
00:24:00.769 --> 00:24:01.089
Way better.
00:24:01.329 --> 00:24:03.410
I've heard good things about Revolute as well.
00:24:03.569 --> 00:24:05.089
Oh yeah, I do know a lot about Revolute.
00:24:05.250 --> 00:24:06.529
Yeah, that's actually a good one.
00:24:06.609 --> 00:24:08.210
And I think there's another one called Metal.
00:24:08.289 --> 00:24:09.809
Is that the nationwide, nationwide one?
00:24:10.609 --> 00:24:10.849
That one.
00:24:11.009 --> 00:24:12.769
I think it's free, they also have pots.
00:24:13.650 --> 00:24:14.849
But yeah, another one to look at.
00:24:15.170 --> 00:24:16.450
Pots is the way forward, isn't it?
00:24:16.769 --> 00:24:17.009
Obsessed.
00:24:17.250 --> 00:24:18.049
See little things about that.
00:24:18.769 --> 00:24:22.130
My cleaner came on the other day and we were chatting about it because she obviously runs her own business.
00:24:22.210 --> 00:24:23.250
And I was like, You need to get pots.
00:24:23.809 --> 00:24:24.450
Have you got Monzo?
00:24:24.609 --> 00:24:26.289
She's like, Yeah, and I was like, You need to get pots.
00:24:26.370 --> 00:24:27.650
And she was like, Do it for me, Georgie.
00:24:27.809 --> 00:24:29.089
I don't care, just do it for me.
00:24:29.170 --> 00:24:32.529
And I'm there, like, she's like hooving my lounge, and I'm like, stacking up all these pots.
00:24:32.609 --> 00:24:34.370
And I was like, so I put this into here for you.
00:24:35.650 --> 00:24:37.250
I'm not a financial advisor again.
00:24:37.329 --> 00:24:38.849
Don't give my word for this.
00:24:39.170 --> 00:24:41.569
But and she like walked away and she's like, I'm so chuffed.
00:24:41.809 --> 00:24:43.730
I was like, yeah.
00:24:43.890 --> 00:24:45.650
Honestly, I got rich onto it as well.
00:24:45.970 --> 00:24:46.289
Pots?
00:24:46.529 --> 00:24:48.210
I should have, maybe I should have a steak and Monzo.
00:24:48.930 --> 00:24:51.809
I'm thinking, I'm seeing a paid partnership here.
00:24:53.890 --> 00:24:55.089
You should send them this.
00:24:55.410 --> 00:24:57.410
But no, really write that if you haven't got it.
00:24:57.490 --> 00:24:57.650
Okay.
00:24:57.809 --> 00:24:58.769
Or a version of it.
00:24:58.849 --> 00:25:00.529
The pot thing saves my life.
00:25:00.690 --> 00:25:00.930
Okay.
00:25:01.170 --> 00:25:02.289
I have it for personal as well.
00:25:02.529 --> 00:25:02.769
Done.
00:25:04.450 --> 00:25:05.410
Spending money.
00:25:06.690 --> 00:25:09.170
It goes about a week, but like it's a really good idea.
00:25:09.329 --> 00:25:10.930
We've got to stay home this week.
00:25:11.490 --> 00:25:12.289
Fantastic.
00:25:12.450 --> 00:25:17.250
Anyway, moving on from cash flow, which is annoying.
00:25:17.410 --> 00:25:17.650
Yeah.
00:25:17.809 --> 00:25:22.690
But how do you find as well having all of them, like all of your team virtually?
00:25:23.089 --> 00:25:23.490
Great.
00:25:23.569 --> 00:25:25.329
And actually, it doesn't make any difference.
00:25:25.569 --> 00:25:34.609
I've got team where how we split up is we're we've got UK based, I've got Philippines based, US and Australia.
00:25:34.849 --> 00:25:35.410
Oh wow.
00:25:35.650 --> 00:25:36.450
So we're all over.
00:25:36.769 --> 00:25:38.289
You must cover every time zone.
00:25:38.450 --> 00:25:39.170
And that was the plan.
00:25:39.569 --> 00:25:44.289
Well, it wasn't the plan, it just happened again by accident because a lot of our clients travel.
00:25:44.450 --> 00:25:50.930
So when I was growing the team, I just thought, actually, why am I just pigeonholing Monday to Friday 9 till 5?
00:25:51.089 --> 00:25:51.890
Why am I doing that?
00:25:51.970 --> 00:25:53.730
We're virtual, we don't need to do that.
00:25:54.210 --> 00:25:57.410
So I am started working the time clock.
00:25:57.490 --> 00:25:58.690
And the the clients love it.
00:25:58.769 --> 00:26:09.250
You know, if they're travelling and if their flight's been delayed and they're at the airport and they need to find emergency accommodation, because that's happened before, there's been a team member in a time zone that could help with that.
00:26:09.329 --> 00:26:14.450
And it's just just little things just make your value for your clients.
00:26:16.049 --> 00:26:16.289
Yeah.
00:26:16.529 --> 00:26:17.650
It's just added value.
00:26:18.210 --> 00:26:21.650
And do you think a woman in business has made a difference for you?
00:26:22.609 --> 00:26:22.930
Yeah.
00:26:23.089 --> 00:26:26.769
Well, as in a woman, me being a woman in business, yeah.
00:26:27.329 --> 00:26:29.009
I've grown a lot as a person.
00:26:29.410 --> 00:26:29.569
Yeah.
00:26:29.730 --> 00:26:34.049
Someone said to me once, it's not about building the business, it's about building your own strength.
00:26:34.450 --> 00:26:49.809
Yeah, I've grown because when you're not protected by uh an employer and everything falls on you, you have to make some really tough decisions sometimes, and you have to just think differently to what you have done in the past.
00:26:50.049 --> 00:26:53.890
And that helps you grow as a person, and it's helped it's strengthened me.
00:26:53.970 --> 00:26:59.329
I've had to toughen up to have these kinds of conversations and actually to be a bit more vulnerable.
00:26:59.490 --> 00:26:59.650
Yeah.
00:26:59.809 --> 00:27:04.930
You know, I would never have done this before because I was always such a scaredy cat for public speaking.
00:27:05.009 --> 00:27:06.049
I could never do it.
00:27:06.289 --> 00:27:14.210
Obviously, being at open doors, that's helped because I have to showcase, being on podcasts, and then being on the radio, all of that has helped me grow.
00:27:14.370 --> 00:27:15.890
And you did the event at Built by Her.
00:27:16.289 --> 00:27:16.609
Exactly.
00:27:16.690 --> 00:27:18.769
The speaker I would never have done that.
00:27:18.930 --> 00:27:19.329
Never.
00:27:19.490 --> 00:27:19.730
Yeah.
00:27:19.970 --> 00:27:21.890
So it's the cut, it's helped my confidence a lot.
00:27:22.049 --> 00:27:23.970
Yeah, I'm not a public speaker at all.
00:27:24.130 --> 00:27:25.650
Yeah, I really struggle with that.
00:27:25.809 --> 00:27:25.970
Yeah.
00:27:26.130 --> 00:27:30.130
Everyone thinks I'm really confident and outgoing, but I'm actually quite shy.
00:27:30.289 --> 00:27:30.690
Yeah.
00:27:30.930 --> 00:27:34.130
Like when I'm with my people, I'm fine.
00:27:34.690 --> 00:27:39.410
But I find that really scary and really vulnerable, and I am quite shy with that.
00:27:39.650 --> 00:27:42.289
Did you find setting up a business you have to find your people?
00:27:42.529 --> 00:27:46.609
Because when you're in a job, those people are very different to the people that you have to be with.
00:27:47.009 --> 00:27:47.890
Absolutely.
00:27:48.130 --> 00:27:52.849
And I have got some best friends that I've met on my journey.
00:27:53.009 --> 00:27:53.170
Yeah.
00:27:53.329 --> 00:28:04.609
You know, that we have just, yeah, we are like best friends, and you know, certain obviously I could say open doors again, but just that group of people have just proved to me genuinely that they're they've got my back.
00:28:04.769 --> 00:28:05.089
Yeah.
00:28:05.569 --> 00:28:10.930
And it's just that that's just you can be in a room and it's a safe space.
00:28:11.089 --> 00:28:11.490
Yeah.
00:28:11.730 --> 00:28:17.410
Which is so important, especially when you work virtually and you are at home and you haven't got somewhere to go.
00:28:17.650 --> 00:28:21.170
So I have built such a nice community of people around me.
00:28:21.410 --> 00:28:29.170
I guess as well, like even if you've got friends who just work in everyday, like day jobs, like corporate jobs, whatever it might be, they can support you, but they can't always understand.
00:28:29.569 --> 00:28:29.890
Yeah.
00:28:30.130 --> 00:28:41.089
And having the people that can support and understand and maybe give advice on things that they've gone through or learnings, because I've actually been to open doors and the stuff that I learn was actually very quickly.
00:28:41.170 --> 00:28:43.490
I was like, that's a nugget of information I'm gonna take away.
00:28:43.730 --> 00:28:44.529
It blows your mind.
00:28:44.609 --> 00:28:51.410
And actually, when you surround yourself with, I mean, I'm in that room, my business is is the newest.
00:28:51.650 --> 00:28:53.890
Everyone is so much more experienced than me.
00:28:53.970 --> 00:28:57.970
Yeah, and I thrive in that environment because I am like a bit of a sponge.
00:28:58.130 --> 00:28:59.089
Yeah, just soak it all up.
00:28:59.250 --> 00:28:59.730
Yeah, yeah.
00:29:00.130 --> 00:29:01.410
And so for me, it's perfect.
00:29:01.569 --> 00:29:06.930
So, would you say that networking and immersing yourself has been kind of fundamental for your business?
00:29:07.170 --> 00:29:13.410
I mean, my first networking meeting was I joined Cotswold Networking when my business was three months old.
00:29:13.650 --> 00:29:19.569
So I started it in the June, and when the Cheltenham group opened in September, that was my first meeting.
00:29:19.809 --> 00:29:26.769
Obviously, I'm not a member of Cotswold Networking anymore, but that for that year of membership with them, uh, that's how I met Aidan.
00:29:27.170 --> 00:29:30.450
It yeah, it really helped kickstart and grow my business.
00:29:30.529 --> 00:29:31.890
I got a lot of business from it.
00:29:31.970 --> 00:29:35.089
Yeah, and it was it was just again nice because I'd never networked before.
00:29:35.250 --> 00:29:36.769
I didn't even need to know what it was.
00:29:36.849 --> 00:29:38.769
Yeah, so yeah, networking 100%.
00:29:39.250 --> 00:29:41.569
It's quite a hard gig though, networking, isn't it?
00:29:41.650 --> 00:29:59.490
You've really got to again put yourself forward in a room full of a load of other people trying to put themselves forward, and find the right networking environment that works for you because there's so many, especially around Cheltenham and this area, there's so many, and they're all different.
00:29:59.569 --> 00:30:05.650
So you've got to find the right group of people in the right format and just the right thing that works for you.
00:30:05.890 --> 00:30:07.410
Yeah, I think that's really important.
00:30:07.490 --> 00:30:08.529
I think test them all out.
00:30:08.609 --> 00:30:10.930
But if you don't like it, don't be don't force yourself to go.
00:30:11.089 --> 00:30:11.250
Yeah.
00:30:11.410 --> 00:30:14.049
Because then you can get it's like anxiety about going.
00:30:14.130 --> 00:30:14.210
Yeah.
00:30:14.289 --> 00:30:15.809
And then you go and then you just resent it.
00:30:16.289 --> 00:30:17.809
It's the worst thing I've ever done.
00:30:18.049 --> 00:30:19.250
And it shouldn't feel like that.
00:30:19.410 --> 00:30:19.650
No.
00:30:19.730 --> 00:30:19.809
No.
00:30:20.049 --> 00:30:24.210
When when you go into me with people that you enjoy being with, it's like catching up with your friends.
00:30:24.690 --> 00:30:25.250
Exactly.
00:30:25.329 --> 00:30:27.250
And it's just it should be fun.
00:30:27.410 --> 00:30:28.849
Business can be fun.
00:30:29.009 --> 00:30:29.329
Yeah.
00:30:29.490 --> 00:30:30.450
It's not all stress.
00:30:30.609 --> 00:30:34.690
I mean, it's very stressful, but as much as much fun you can put into it, the better.
00:30:34.930 --> 00:30:37.410
What do you think the best thing about running your business is?
00:30:37.650 --> 00:30:41.569
The flexibility and the freedom, which is why I started it in the first place.
00:30:41.730 --> 00:30:43.730
I mean, Elijah was one when I started it.
00:30:43.809 --> 00:30:48.049
He starts school in September, so he's finishing, he's just graduated from nursery.
00:30:48.289 --> 00:30:48.609
I know.
00:30:48.930 --> 00:30:50.849
So now I'm like, right, okay.
00:30:51.089 --> 00:30:54.769
So he's gonna be dropped off at 8.35 and he finishes at 3.15.
00:30:55.170 --> 00:31:00.690
If I was in my previous career, how would I then start saying, okay, well, I've got to do a school run?
00:31:00.930 --> 00:31:01.089
Yeah.
00:31:01.250 --> 00:31:02.529
I'd have to change the whole thing.
00:31:02.690 --> 00:31:04.289
So I'm glad I did it then.
00:31:04.450 --> 00:31:08.049
So now I can be present and I can do the the school run.
00:31:08.130 --> 00:31:10.289
And yeah, yeah, so flexibility and freedom.
00:31:10.529 --> 00:31:11.250
That's amazing.
00:31:11.410 --> 00:31:16.609
So maybe for someone starting their business or wanting to go into VA, what would you what would you recommend to them?
00:31:16.769 --> 00:31:18.210
What advice would you give them?
00:31:18.450 --> 00:31:19.170
Do you know what?
00:31:19.410 --> 00:31:20.529
Just do it.
00:31:20.690 --> 00:31:21.009
Yeah.
00:31:21.170 --> 00:31:22.529
Don't think about it.
00:31:22.690 --> 00:31:27.410
Because you're gonna waste so much time thinking about it, wanting to launch perfectly.
00:31:27.569 --> 00:31:28.690
Just put yourself out there.
00:31:28.769 --> 00:31:34.370
As I said, I just started picking up the phone and asking people, do you need any help with anything?
00:31:34.609 --> 00:31:35.809
It was that simple.
00:31:35.970 --> 00:31:38.210
And then that's that's how I started.
00:31:38.289 --> 00:31:39.890
So just put yourself out there.
00:31:40.130 --> 00:31:41.490
And how many years are you in now?
00:31:41.890 --> 00:31:43.970
Just gone to three on the 14th of June.
00:31:44.210 --> 00:31:44.609
Amazing.
00:31:44.849 --> 00:31:45.250
I know.
00:31:45.490 --> 00:31:49.410
And for those that are listening to this and think, I need a VA because I am time poor.
00:31:49.490 --> 00:31:51.089
Yeah, how do they find you?
00:31:51.410 --> 00:31:59.569
I on Instagram at DionPVA, I've got my website, um DionPobblestone.co.uk, and on LinkedIn.
00:31:59.970 --> 00:32:00.289
Amazing.
00:32:00.529 --> 00:32:01.490
So I'm everywhere, really.
00:32:01.650 --> 00:32:01.970
Everywhere.
00:32:02.130 --> 00:32:03.410
Let's type you into Google.
00:32:03.730 --> 00:32:05.329
And actually, my name is so unique.
00:32:05.410 --> 00:32:08.049
Like when you put Dion Pobbles in it, you're gonna find me.
00:32:08.210 --> 00:32:10.289
It's really unique, but also quite easy to spell.
00:32:10.450 --> 00:32:10.609
Yeah.
00:32:10.690 --> 00:32:11.490
And that sounds really odd.
00:32:11.730 --> 00:32:12.370
It actually is.
00:32:12.769 --> 00:32:13.970
It's it is what it is, isn't it?
00:32:14.210 --> 00:32:15.730
Yeah, it's spelt as it's pronounced.
00:32:16.210 --> 00:32:17.490
You can't get it wrong.
00:32:18.849 --> 00:32:19.569
Amazing.
00:32:19.730 --> 00:32:21.410
Well, thank you so much for your time today.
00:32:21.650 --> 00:32:22.690
It's been amazing, as always.
00:32:23.089 --> 00:32:24.370
So lovely catching up with you.
00:32:24.450 --> 00:32:25.410
Like, always a good love.
00:32:26.130 --> 00:32:26.769
I know.
00:32:27.329 --> 00:32:28.210
Thank you so much.
00:32:28.370 --> 00:32:28.609
Thank you.
