Specialists charge 3x more than generalistsThe client who needs "everything" pays for nothing
Your brain can only master a few things deeply
The millionaire VAs I know:
Do 3 things maximum
Say "no" to 80% of requests
Refer out work they can’t do exceptionally
Harsh truth: If you’re learning something new every month, you’re avoiding the hard work of mastering what you already know.
Contrarian Truth #3: Price Objections Mean You’re Talking to the Right Person
What scared VAs do: Lower their prices when someone says "That’s expensive"
What confident VAs understand: Price objections are buying signals, not rejection.
The psychology behind it:
Cheap clients never object to price (red flag)
Serious buyers always negotiate (normal)
"It’s expensive" means "convince me it’s worth it"
The response that changes everything: "You’re right, it is expensive. Here’s why…"
Then explain the cost of NOT solving their problem.
The Counterintuitive Success Pattern
After 16 years, I’ve noticed the VAs who make the most money break every "rule":
Instead of: Being available 24/7 They: Set strict office hours and stick to them
Instead of: Taking every project They: Turn down 70% of inquiries
Instead of: Trying to please everyone They: Fire bad clients regularly
Instead of: Competing on price They: Raise their rates every 6 months
The Brutal Math Nobody Talks About
Popular advice: "Start low and build up" Reality check: Most VAs who start at $5/hour are still there 2 years later.
Why? Your first price trains the market how to treat you.
The clients who pay $5/hour:
Expect instant responses
Micromanage everything
Leave bad reviews over minor issues
Never refer quality clients
The clients who pay $50/hour:
Respect your time
Trust your expertise
Become long-term partners
Refer other premium clients
Your first client sets the trajectory for your entire career.
Your Uncomfortable Action Step
Look at your last 10 client inquiries.
Ask yourself: "Am I attracting the clients I want, or the clients I think I deserve?"
If you’re getting tons of inquiries but they’re all low-budget, your messaging is working perfectly…
For the wrong audience.
The industry I accidentally started rewards the rebels, not the rule-followers.
Which one are you?
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