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The Shift from Sales Resistance to Scalable Success with Sales Coach Aileen Boyle
Episode 390 • 1st July 2025 • The Scalable Expert • Tara Bryan
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In this Scalable Expert episode, Tara sits down with sales coach Aileen Boyle to unpack her journey from dreading sales conversations to confidently teaching women how to sell - and now building a scalable model to expand her impact. From pricing mindset shifts to offer clarity and scalable delivery, this episode is packed with practical wisdom for any coach or consultant ready to turn their service into a repeatable, scalable framework.

What You’ll Learn in This Episode:

  • Why women often resist sales conversations and what to do instead
  • The critical difference between your service and your offer
  • How to price with confidence (spoiler: it’s not about what you’re “worth”)
  • Why Aileen’s 90-day program became the centerpiece of her business
  • Her plan to certify others in her method and scale without losing her personal touch
  • Why one framework is the key to infinite growth opportunities

Timestamps & Chapters:

00:00 – Intro: Meet Sales Coach Aileen Boyle

02:00 – Why Women Struggle with Sales

04:30 – Pricing Mindset: It's Not About You

07:00 – Designing the 90-Day Offer

08:45 – 1:1 vs Group vs Certification Delivery Models

10:50 – Scaling Her Framework with "Two More Aileens"

13:00 – Tara’s Take: One Framework, Infinite Paths

15:00 – Go-To Tools: LinkedIn and a Great VA

17:00 – Where to Find Aileen + Free Offer Checklist

18:45 – Final Thoughts: Price for the Prospect

Resources Mentioned:

About Aileen:

Aileen Boyle is the go-to ally for bold, visionary leaders who want it all—sales strategies, skills, business modelling, and mindset magic. With over 300 businesses transformed, she’s taken the stage at top business schools and wowed international MBA and executive audiences. A fierce advocate for women in business, Aileen shakes up the status quo, bridging legacy-building with financial success. Oh, and in 2024, she added "author" to her list of achievements. Watch this space!

Connect with Tara:

About Me:

Hey, it’s your host, Tara Bryan. And I am on a mission to help more business owners learn to infinitely scale their businesses by leveraging the power of online without sacrificing the customer experience or results. 

I like to geek out on all things business strategy, marketing, interactive digital and user experience. This podcast is all about what is working, lessons learned and actionable tips to create and grow a thriving online business. 

Join us each week as we dive into different strategies, tactics and tips you can apply immediately to your business.

To learn more:

Find us at https://www.taralbryan.com

Here are two ways we can help you create, grow and scale your business:

1. Want to package your expertise or become a Scalable Expert? Take our free quick assessment to see how close you are to creating a scalable business.

The Scalable Expert Assessment

2. ALREADY HAVE AN ONLINE BUSINESS & READY TO INFINITELY SCALE?

Schedule a 30 minute call with Tara to talk about our offers that will help you master the game.

Thanks for listening!

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Mentioned in this episode:

https://taralbryan.com/step/15-learn-to-scale-call

Transcripts

Tara Bryan:

Welcome to the Scalable Expert, the podcast where we unlock

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the secrets to building a business

that grows with you, not around you.

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I'm your host, Tara Bryan, business

strategist, mentor, and creator

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of the Infinite Scale Method.

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If you're a coach, consultant,

or service provider who's

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maxed out with one-on-one work.

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Overwhelmed by the grind and

ready to scale your expertise into

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a business that works for you,

then you are in the right place.

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Each week I'll share actionable

tips, inspiring success stories,

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and proven strategies to help you

reclaim your time, grow your income,

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and create a business that delivers

results without sacrificing quality.

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Let's dive in and make your

business infinitely scalable.

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Hey, everybody.

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Welcome to this episode of the podcast.

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I am thrilled that you are here.

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I would love to introduce

you to Aileen Boyle.

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She is going to come on today

and give you some awesome

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insights that only she can share.

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So welcome to the podcast, Aileen.

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I'm so excited that you're here.

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Give us a little bit of a sense for

who you are and what you're about.

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Aileen Boyle: Hi everybody.

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Tara, thank you so much for having me.

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So you can tell from the

accent, I'm not local to you.

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Yes, I am Scottish and based in Scotland.

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And my focus now is helping women

be more comfortable with sales.

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And it came from the fact that, well, you

know, I'm a woman, I used to hate selling,

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and then I had a few kind of revelations.

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I spent a lot of time helping

businesswomen, you know, get

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that revenue, take their products

to market, et cetera, et cetera.

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But there were some real sort of

key moments that I noticed that were

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different in the way women sell.

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And I was noticing so

many of them just hate it.

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You know, they'd actually

rather, run away than actually

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deal with the sales call.

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And I get it because I used to be the

same and I used to describe myself

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as a real square peg in a round hole.

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And I think that kind of sums up a lot

of women and how they feel about selling.

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I saw so many, many talented women

really be held back by that and their

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businesses were not flourishing.

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So having spent so much time helping

other business owners, male and female,

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get that sales revenue they want, I

pulled everything together and I really

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narrowed it down, into a couple of things.

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And one of those things

was that you know what?

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Pricing is not for you,

it's for the client.

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And that has been such a

major breakthrough for so many

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women because what's the main

thing they hate talking about?

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Money.

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It's so awkward.

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So, you know, that's where I started.

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Pricing is not for you.

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It's for the client because you know what

we, women are so good at what they do.

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Can I let you into secret?

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The client will never be able to pay

you what you're worth, so you have

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to price for the client, not for you.

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And do you know what?

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It's so liberating when you do that

because then it becomes about how can I

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help you and what value am I bringing?

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So you end up pricing for

value and not for your fee.

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That was a major thing and from

there it just kind of snowballed.

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So I looked at the market, I looked

at how women were selling, I analyzed

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the whole thing and I came up and

that was the thing that got people

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the most talking about money.

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So that's where it all started.

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Tara Bryan: Awesome.

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Okay.

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So, that is how you developed

your expertise, right?

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That you were in sales,

you loved being in sales.

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Then you saw that the key problem is

people talking about their pricing

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or how they're pricing or both?

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Aileen Boyle: So it's a little bit

of both, but it's more talking about

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money and talking about their pricing.

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But the thing with that is it

comes from a couple of places.

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One, it's because perhaps they're not

entirely clear on their pricing structure.

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And I know people have, you know,

I don't like to do fixed price.

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I like it to be tailored.

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But you still have to have some kind of

structure for yourself so that you know

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where this piece of work is going to land.

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You know, we all know that piece of

work will take two days, five days,

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three months, six months and you have

to have an idea about what that's

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going to look like pricing wise.

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The main reason that people struggle

to talk about money though is, is

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about do they truly believe in the

value of what they're bringing?

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And that comes from, I'm afraid to say, a

little bit of imposter syndrome, a little

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bit of, you know, ooh, ooh, you know,

it's that kind of, so it's kind of, you

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know, it's, $2,000 and, what do you think?

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Huh?

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And people are like, and in fact, if

you have a sort of self confidence,

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you go, that piece of work is $2,000.

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And for that, you get A, B, C, D, E, and

you'll eventually, that's going to get

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you to where you want to be, it's better.

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So pricing structure and how they talk

about money are so linked, but then

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it's linked to the actual, how do they

feel about the value of what they're

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talking about and what they're offering?

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It's quite complex.

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There's layers that

you have to strip back.

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Yeah, right.

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Well, of course, I mean, there's

so many things around that.

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So let's talk a little bit

about your business model.

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So how is it that you help solve this

problem for the women that you work with?

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So I, always have a really

great conversation with them.

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I really find out what's going

on with their business, what

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they're looking to do for them.

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Because for me, any business owner,

particularly women, they have a

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very clear goal about what they

want their life to look like.

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And that's really important

that I get to that.

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And then we have a conversation about

what it is that they're selling.

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And from that, I can put together,

I have a, it's, it's based on

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a 90 day program that I have.

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And we, there's five or six key elements

when you are selling that you must cover.

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And that includes, you know, what it is,

who you're selling to, what's the offer.

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An offer is not service and

product, it's different.

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The service and product is the thing you

do, but the offer is how you interact

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with people and what they get at the end.

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And those two can get a bit confusing

for people and once they get a

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clear idea, they start to fly.

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And really it gives them the

right tools in the right context.

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And the transformation is just phenomenal.

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It's so good.

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So it starts with that 90 day program.

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If that's too much, we can cut it down.

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We can chop it into chunks.

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Because it might not be that

they need everything, they

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just need a certain element.

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But that's the way it is.

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And that I can deliver in person.

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Obviously for more local to me.

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In Scotland, unless people want

to fly over and I'm cool with

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that or fly me over, absolutely.

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But, I can deliver it

virtually, of course.

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And that cadence is I'll meet, speak

to them once a week for 12 weeks.

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And the reason it's so

quick is, do you know what?

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We haven't got time to flap about.

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We've got businesses to run.

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We wanna get to where we wanna go.

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We want to implement quickly.

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We wanna, learn fast, fail fast

and succeed, going forward.

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So it's based on that 90 day program.

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Tara Bryan: Yeah, that's awesome.

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So then are you delivering that 90

day program one on one or in a group?

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So you said that sometimes you could

do it like if you're doing it locally

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that you work with maybe people in

person or how do you deliver it?

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Aileen Boyle: So I can

deliver both is the answer.

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Some people like to work just one

on one because they don't want to

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share the insights of their business

and that's totally understandable.

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Other people like a group.

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And I'm just about to launch a

new group in the next month, for

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women that like that group thing.

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I personally, I prefer the one to

one because I like to be able to

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ask all the questions, but also it's

just really dig deep into things.

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That's the difference.

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The one to one you can

dig really, really deep.

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And there's just me and the person.

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The group, you've got

the group to put forward.

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The group have answers.

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That feeling of community

is really strong.

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It comes down to the individual

and what they prefer.

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And that's partly what happens

in that first conversation.

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What do you like?

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How do you like to communicate?

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How do you like to be supported?

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And we're pretty clear on

that as women, I think.

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Tara Bryan: Yeah, right, right, exactly.

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Awesome.

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Well, so this is called the

Scalable Expert Podcast.

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So I would be remiss to not ask you about

your plans to have a scalable offer.

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So you have the group, which is,

which is scalable, but it still

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takes up a lot of your time.

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Do you have plans to build a scalable

version of this, meaning that people

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can maybe take and learn what they need

to learn and then there's a, a coaching

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or a Q and A element or something that

allows you to build that scalable offer

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so that eventually you could, scale

it beyond your time and attention.

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Aileen Boyle: Absolutely.

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This is my year.

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So you've really twanged

something there, Tara.

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This year, my business has been

going for five years and, on

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the one hand, I'm like, oh, why

haven't I got world domination yet.

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But on the other hand, as it takes time

and you have to test things and pilot

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things and figure out where you are.

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And I also have two teenagers.

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They weren't, they weren't

two teenagers when I started.

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So that getting that balance to

be with my kids is so important.

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So five years in, I'm

like, this is my year.

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And there is just me and I have

some back office staff, absolutely.

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But my plan is that by the end

of this year, I will have, as

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I say, two more Aileens who can

actually help deliver this program.

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Because as you say,

there is only one of me.

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What that will do is that will

free me up to deal with my more

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elite clients, and those people

that maybe want the one to one.

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Because, time is everything, isn't it?

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But also it will allow me to do

more of the speaking, etc, which

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will help bring the clients in.

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So for me, this year really

is about leveraging my time.

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And for that, I need to just put the

finishing touches on a course that

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I can actually train people in the

90 day program so that they deliver

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it to my company values and that

we've got a real consistency of brand

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reputation, and the type of woman

that, is going to be helping, I'm big

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on creating opportunities for women.

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Sorry, chaps, but it's, I think the

more opportunities that we can create

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for women, the more that they'll feel

empowered and able to work and do

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all the things they want to do and

have that financial freedom as well.

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Cause that's what I'm looking for, you

know, it really is about getting that.

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So yeah, that's the plan.

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Two more Aileens.

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Tara Bryan: What's really cool

about that, so what you're talking

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about basically is creating a

certification program that allows you

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to certify and train other people.

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Aileen Boyle: Yes.

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Tara Bryan: In your methodology, so

that you can make a bigger impact

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globally out there in the world.

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So that's super exciting.

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So that's definitely packageable,

to package your expertise

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into a certification program.

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But you may also, consider

packaging yourself as the virtual

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version of yourself, right?

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Delivering it virtually.

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In an environment that is like, you know,

you're certifying your virtual version,

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like your video version of yourself.

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That's kind of something

fun to think about as well.

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All right.

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Very cool.

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I love that.

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I love talking about like, how

do you take what you're doing?

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You're, you are 100 percent correct

is that you've got to test it.

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You've got to come up with your authority

framework that allows you to go, okay,

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yep, locked and loaded now in 90 days, I

know how to get to this transformation.

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Then you can start to train other people

or like I said the virtual version of

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yourself creating that scalable offer

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Aileen Boyle: Yeah,

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Tara Bryan: so that you can make that

bigger impact with your methodology.

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So that's amazing.

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Aileen Boyle: That's it.

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Do you know what was really liberating

for me just on that last point there was?

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getting rid of all the distraction

and really honing in on what that

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90 day thing would look like.

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And it's so funny because I'm sure

you do as well, we tell our own

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clients, what's your one thing?

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What's your lead thing?

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And I find myself running around

like a headless chicken for the

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first couple of years until I was

like, Aileen, what is your one thing?

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So I, I need to say that, anybody

listening, you know we've only got

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to this point because we've actually

been through all the things that we

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now can advise our clients not to do.

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You know, I didn't, none of us come

out the packaging like this, do we?

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We have to really hone our trade.

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So, you know, for anybody that's

sitting there thinking, oh my

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goodness, how do I get to that level?

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Learn fast, fail fast, and

you'll succeed quickly.

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And it's just make those mistakes

because we've all been there.

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But yeah, and it is getting

rid of all the distraction and

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go, right, that's my one thing.

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And under it is the layers rather

than, oh, I do this and this and this.

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Yeah, it's confusing.

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Tara Bryan: One of the things that

we talk all about, all the time is

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one framework, infinitely scalable.

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So you can take that one framework,

that one 90 day framework that you have,

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and you can do a book, you can do a

program, you can do coaching, you can

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do a mastermind, you can do one on one,

you can do all the things that you can

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dream of, spend your time doing all of

those things based on your framework.

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Instead of, instead of like starting,

like you're talking about, with

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your head cut off and you're like,

I'm going to do this and then this,

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that's where you get overwhelmed.

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You have one, one approach based on

your expertise, and then you can start

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doing all sorts of things with it.

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You can create that certification

program, all the things that

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you're talking about, once you

have focused on the one framework.

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So I love that you mentioned that,

because I think that is one of the

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things, if I had to say one thing

that knocks people out of the game

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really early is when they're trying

to focus on so many random things.

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And trying to scale all those things

instead of like lock and load your

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one thing that you're doing and

then start to scale it with multiple

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scalable offers instead of the other

way, because we've all been there.

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Aileen Boyle: You can't, you

can't be all things to all people.

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And in fact, It just confuses

everyone because they're like, oh,

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do you do getting investment ready?

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Or is it sales?

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You know, and there was a time where

I go, well, I do both, you know,

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and people go, oh, but, and then

I was like, no, I'm helping people

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with their sales conversations.

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That's what it is.

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That's the thing, but underneath that, you

have to make sure your offers right, you

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have to make sure that your messaging's

right, that you have to make sure you're

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speaking to the right people, and if

people are looking for investment, I now

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have people that I can go, do you know

what, you should speak to that person

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or if you're looking for, scalability, I

know exactly the woman that you need to

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talk to, and we can work together on

this that's the power of international

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collaboration and you're absolutely

right, the world is our oyster

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now, but you've got to, you've

got to get on that right path.

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So, um, yeah, thank you

for bringing all that up.

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It's a really great reminder for me too.

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And I think we as the experts also,

you know, it's, it's great to have

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that validation for us as well.

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You know, we're always learning.

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Yeah.

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Tara Bryan: And you're always

learning within the construct of

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trying to keep yourself on track.

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Because that's the other

thing is we love to learn.

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And then we're like, ooh, squirrel,

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That's really exciting.

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Like I just learned this new thing.

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It's so great.

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It's like, wait a minute.

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That's not going to build your business.

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So, so I love that.

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A great reminder.

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Okay.

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So let us know, what is one business

tool, resource, book, template, anything

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that you can think of that you could

not live without in your business?

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Aileen Boyle: My goodness.

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Oh, just one.

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Um,

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Tara Bryan: Well, you

can mention a couple.

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That's fine.

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We'll put them in the shownote.

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Aileen Boyle: Okay.

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I think, do you know what

I'm going to categorize it?

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You need to know where your audience are.

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So mine are on LinkedIn.

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So I absolutely work that tool.

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It is my business development tool.

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It is my contact list.

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It is my marketing tool

because I post on it.

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It is my advertising tool because I will

put any talks that I'm doing on there.

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And it's also how I connect

to people for collaboration.

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So for me, cliche upon

cliche, it is LinkedIn.

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But as I say, the lesson out of

that is, know where your people are.

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I try to work on Facebook, but it

just doesn't work for what I do.

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It's great for that kind of, me as

an entrepreneur, look what I'm doing,

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but not as a, right, ladies, if

you've got a business that's about

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18 months old, come and talk to me.

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Because it's a different audience

and they want different things.

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Yeah.

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For sure.

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LinkedIn.

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And then the other thing is, I actually

couldn't do without, I've got a VA

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and she's not a tool she's a resource.

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Because there comes a time where

exactly what we were talking

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about is you can't do it all.

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And those two things mean that

if I do have what I call a

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shiny moment, oh, look at that.

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I can ask my VA, can you

just investigate that for me?

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Because I'm like, I want to do it.

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I'm not sure it's the right thing, but

she'll go, she'll pull together the

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information and then I'll look at it

and go, nah, that's not a good idea.

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So that's not quite the

tools you're talking about.

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But I think resources is maybe a good word

and it's about getting the right resource

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for where you are in your business.

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And I think if you're looking to add

capacity to your business, having

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somebody, a VA, who's going to help

sort your diaries, answer emails

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just as a starting, it's so valuable.

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It's the best money you will ever

spend, other than obviously on

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people like you and me, Tara.

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Tara Bryan: Right, right.

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Aileen Boyle: Right.

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Yeah.

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So, and, and, and the tool, either

Facebook, Insta or LinkedIn, make

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sure it's the right platform for you.

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Tara Bryan: Yeah,

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Aileen Boyle: I couldn't

live without LinkedIn.

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Tara Bryan: Yeah.

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That's such great advice.

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Alright, for my audience how

can they learn more about you?

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Where can they find you?

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Aileen Boyle: So they

can find me on LinkedIn.

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Tara Bryan: Of course.

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Go there.

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Aileen Boyle: So what I can

do is send you that link, you

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can share that with everybody.

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That's a good place to find me it has

everything that I've done on there.

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So people will get a really good

idea of what I've done and who

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I'm helping and whether or not

I'm the right person for them.

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Cause that's so important that you

find the right person that's going to,

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match your energy, match where you are

with your business and going forward.

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I've actually also got a download that

I'd like to share with people, and it's

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the five step checklist to making sure

that you've got the right offer together.

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I think that, if I can share that link

through you, I'd really love to give

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that to your listeners, because I think

that's a really great place to start.

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It just takes them through the things.

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Here's what you need to think about.

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It's super simple, five steps.

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And even if they use it as a

validation for where they are,

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I think that would be for.

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So, um, if I can share that with

you, then that would be where,

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they can follow up with that.

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And if they want a

conversation, please reach out.

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Um, if you want 20 minutes of

my time, absolutely no problem.

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You know, if you've got a question,

ask me, and if I can't help you,

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I'll know somebody that can.

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Tara Bryan: Excellent.

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All right, we will put all of those

items in the show notes and she has

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conveniently, if you are watching

this on our YouTube channel, she

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has conveniently put some of her

information in her background so

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you can catch it there as well.

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All right, give us the

final word for this podcast.

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What do you have for my listeners

as the thing that you want

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to make sure that they know.

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Aileen Boyle: Things?

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I think it's the thing I said right at

the start is, price for your prospect,

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not for you and it's so liberating

because then you turn that conversation

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into a value, what value and what

outcomes are you helping them with?

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And money just goes to one side.

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Tara Bryan: Yeah, very nice.

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Awesome.

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Thank you, Aileen, for being here.

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I appreciate you being on the show

so much, and for everyone listening,

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have a great week and let us know in

the comments whether or not you have

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:

any questions for either one of us.

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:

All right, until next time.

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