The Home Service Expert Podcast - How a Home Service Owner's Cheapest Hire Is Now His Biggest Revenue Line

Episode Date: September 23, 2026

🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com Most home service owners hear virtual assistant and think someone to answer emails. Alyssa Shivers and Mia Juan of Ready Roles think bigger: five callers on $5.75 an hour brought one moving company almost $500,000 in paid estimates in a single month. In this episode they break down what owners get wrong about VAs, why a $3 an hour VA gives you a $3 outcome, the 10-day onboarding that makes a remote hire work, the flat fee model where every dollar after that goes straight to your VA, how many calls a data activator makes a day, and the real reason most VAs fail (it is not the VA). If you are still reading your own email, this one is for you. Ready Roles: https://readyroles.com | Mia Juan on YouTube: search "Mia Juan" VA readiness checklist from Ready Roles: [LINK OR ATTACHMENT FROM READY ROLES] -- 🕐 TIMESTAMPS 🕐 -- 00:00 - Introduction 00:55 - What a VA actually does 02:13 - Data activators explained 05:56 - The first-hire mistake 08:01 - The owner is the problem 10:00 - Night shift in the Philippines 13:47 - $3 an hour buys a $3 outcome 15:11 - VAs and AI tools 20:16 - My Home Story Pro 21:19 - $500K from five callers 23:18 - The pitch and the script 26:35 - The Dream 100 list 29:10 - The time study 30:00 - How to start with a VA 33:04 - Ten minutes a day 34:46 - What to pay a great VA 40:25 - The octopus executive assistant 41:38 - Eight steps of delegation 42:34 - The owner who blamed his VA 48:30 - The Big League Movers story 52:58 - What it costs 54:56 - 200 calls a day 58:08 - Go after the big players 1:01:58 - Closing advice 🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com Check Out My Social Media: Tiktok ⟶ https://www.tiktok.com/@officialtommymello Instagram ⟶ https://www.instagram.com/officialtommymello/ Facebook ⟶ https://www.facebook.com/thomasmello/

So just for example, in July, five of our top data activators have an average, or they got almost 500,000 ROI with paid estimates. Wow. And that's just moving, that's just a moving company. So with data activators, we start off with 5.75 and then they get commissions from every appointment. And you'll watch your company continue. You'll start going up this mound, doing good, and then all of a sudden, plateaus and falls again. because most owners I know they're the bottleneck of their business. All right, guys, welcome back to the home service expert.

Today I've got Alyssa Shivers and Mia Wan. They are from Ready Rules, a company that's changing how home service businesses think about virtual assistance. Elisa Shivers has hired hundreds of people as a recruiter-supported executives as an EA and run her own small business. She lived every side of the owner-assistant relationship, and she knows exactly where it breaks down and how to fix it. Mia Wan has built a community of almost 74,000 virtual assistance in the Philippines. It has over 141,000 subscribers on YouTube. She knows what a VA needs from you, and you're probably not giving them. Together, they're going to break down when most owners get wrong about VAs,

what your VA won't tell you, and how to build a virtual team that actually frees up the growth of your business. Glad to have you guys on today. It's going to be fun. So Alisa, most home service business owners are your virtual assistant and think someone to answer emails. What are they missing? And why can a VA actually do? What can actually a VA do for home service businesses that don't,

most people don't realize? Huh. Great question. Yeah, that's a great question. I think bringing on a virtual assistant, the first thing that I would probably do is have that person do those habitual tasks that you're doing every single day, right? That you don't need to be doing as a business owner.

So those, and maybe it's just out of habit you're used to doing that. But delegate that, delegate those tasks. Give me some examples. To your virtual. Email management, calendar management, travel, arrange, built in an SOP, sending gifts. You can have your virtual assistant, your executive assistant do all of those things, right?

Build an org chart. I can also add on that. So with what we focus on right now, it's not just the assistant part of things. What we focus on right now at ReadyRoles is bringing in the ROI. That's how we teach our we have what we call data activators, and we teach them how to bring ROI to the company,

and not just assist them with calendar, travel. That's all the foundational skills that they already have, and we teach them that from the beginning. But what we are focusing on right now is bringing in the numbers and bringing in revenue for the company. Yeah, well, 74,000. That's insane. I don't even know how that's possible. So we have executive assistants and then data activator role, and then we have a custom role.

And so that data activator role, you really want to view that has someone, because I get asked this a lot. So you want to view that role has someone that is lead generating an appointment set in all day. So like I have an appointment setter. She is managing my calendar. She's filling my calendar. How is she doing that? Do outbound calls or back to your customer list or email marketing. What are some of the biggest ways?

We're using a platform called USA Home Listings, which is now My Home Story Pro. And with that, that's where they're collecting all of the data that they're using. So they're outbound, you know, calling. And so with that, it's HVAC companies. It's roofing companies. It's moving companies. That's what my home story, my home story pro. It's what we teach them now.

Yeah. So is there any compliance to making outbound calls? Are you doing landlines? Is there like, did you not call lists? Yes. Yes. Yeah. And our data activators and our appointment centers.

follow those guidelines. Yep. So we have here in the States. Before we... That's a really good question. Before we launch a data activator with a client from any type of home service company, we go through setting up the tools with a client.

And one of the things that we focus on is making sure that they have the required terms and conditions on their website when it comes to contacting customers. Without that, we cannot activate their VoIP system so that the data activator can start. So all of those, we check all of those first before we actually onboard the data activator for this client. So, you know, there's, I think there's a certain time

in the 90s when everybody went to India. You called Verizon, you called all these, and it was hard because I said, hello, my name is Michael. And a lot of, you know what I mean? And so how well... The accent is thick, yeah. Yeah, the accent, well, it's very thick. And I know the Philippines is a great spot because a lot of them speak English.

Yeah, our very own Mia. I mean, her accent is great. So you still live in the Philippines? Yes, I just moved in to Spain for a few years because I'm fixing my citizenship or my husband's citizenship. But I've lived in the Philippines since I was born. I just moved there this month. Got it. Oh, no, sorry.

She just a few months ago. She just got here from the Philippines a few days ago. Yeah. What do you think so far? Oh, I love the States. I've been here 2009. Okay. And there's the first time back, but yeah, still the same.

So loving the country. Yeah. And love to meet my clients, my boss, the team, yeah. Yeah. So, Alisa, you've been an EA, a business owner and a recruiter. You've seen this relationship from every side. What's the number one mistake owners make when it comes to hiring their first VA? I think not, or hire in the wrong person.

right and not hiring that a player um i think that you know because i see resumes all the time and so in black and white somebody could look wonderful somebody can look great they could have a master's right they could have multiple degrees they could volunteer their whole entire life and if they come in and they have a shitty attitude. Oh my goodness, can we take that? We need to take that off there. I don't want to guess. I have an 18-year-old daughter.

I mean, it's not a big deal, but I just don't want her to hear that. So you can have, you know, they could look wonderful in black and white and on paper. But I think, you know, having the right attitude and bringing somebody on that is, grateful and I think positive, that's going to get you a lot farther in, you know, in hiring, in bringing on a VA. And I would say that's huge because you can train somebody, you can train somebody to, in a CRM system, but you can't train them to have a good, positive attitude. And if they don't, if they come on board and they have a bad attitude, they're not a good team.

player, they're going to be, like we were just talking about this, they're going to be like a cancer. And you have to, that's what I always say. You have to remove that cancer. Otherwise, it's spread. And then you have this one person that has taken everybody's time and attention because they're like a cancer, right? And so you've got to remove them. Yeah. Yeah. By the way, I think that from my understanding, look, a lot of people at A1 came from, whether it's a lot of different countries. And number one, they were taught how to sell at a young age, then how to negotiate. Number two, like, they feel very fortunate.

They got a stable career. Yeah. And they work for a business. I think one of the biggest mistakes I see is the owner is the problem. They don't like to give up control. Yeah, that too. You know, like for me is, I remember the first time I got an EA. I was like, oh my gosh, you booked me Southwest in the middle row.

But I didn't give her the instructions. Yes. Like, I like an aisle seat. Yeah. I prefer not Southwest unless it's two hours or less. Yeah. I need a hotel with a gym and a restaurant. And all these little things that I had to build guides, success guides, and manuals for.

By the way, you take two steps back when you hire an EA or a VA. You will take two steps backwards and then 100 steps forward. And that's just part of the learning curve. But too many, I worked with a guy named Dan Martel, buy back your time. And this idea of like, why are you, I don't remember the last time I looked at an email. I don't remember the last time I don't set my schedule. Like, I would be useless without my people that help. And most entrepreneurs, they're not micro, they're not good at time management.

They're not very good at organization. And that's why I think someone needs to have somebody, but you've got to trust these people. And that's where cybersecurity is becoming a big thing. But there's got to be this trust factor. And you've got to embrace failure and learn from your mistakes and document it and continue to work through that for the first six months. Yeah. That's right. Yes.

So going back to what you were saying. and I think communication, right? Being able to communicate to your VA what you need. But that VA also needs to find work, right? They need to know how to find the work. But when it comes to owners, delegating and communication is huge. What are the hours? What are the hours?

What is the hour gap between, because I know there's three hours different to the East Coast right now and that it will be two hours soon? Yeah, so I'm logging in. usually around, you know, like 6.30 in the morning, 7. My teens logging in at 7 a.m. And it's 10 p.m. their time. Yeah, so when I work in the Philippines, I work at 9 p.m. to 6 a.m.

And I think a lot of misconceptions where the clients think that, oh, how are you going to be productive if you're working like that? But in the Philippines, we've been working the night shift for more than 10 years already, especially the start of the boom of the call center industry. So a lot of Filipinos, especially our workforce, the same age as mine, like millennials to Gen Z's, we are so used to working in the call center industry. So when the virtual assistant industry started to be famous during the pandemic, it was an easy move. Everyone in the Philippines work in the night shift. And I think it's very common in the Philippines that sometimes you have whole family.

families that are working in the night shift. Yeah, and so husbands and wives or like, oh, my uncle does this, or my sister, you know, is a virtual assistant for this company. So it's very common there. Yes. It's not a rare thing that they're starting their day. At night. It's 10 p.m.

So when I'm logging in, I meet with my team. It's good morning, good afternoon, good night. I say all the things to cover it all. That's right. So Mia, you built a community of 74,000 virtual assistants in the Philippines. Yes. What do most VAs wish their clients understood about working with them that most owners never think about? First thing is that probably they think that we're just assistants.

Because it's the name, like virtual assistant, right? We're just your assistant. But what they don't know is a lot of us really do train for this kind of position. A lot of virtual assistants that I've trained, especially executive assistants, came from the marketing industry or used to be ahead of the finance from a small corporation in the Philippines. So these people would like to transition

to working from home because we earn better, we earn in U.S. dollars, which a lot of Americans think that, oh, they don't know so much about things that I have, I need them to do. Another thing that they don't probably know is that a lot of Filipinos are so westernized.

We know so much. about the American culture. We love watching the Kardashian. So we love NBA. Taylor. Taylor Swift. So we can relate easily to our clients. And that's what clients don't think they feel like we don't know much about how they do things here in the States.

I'll just go out there and say, I think most Americans have become lazy. You know, and I'm not one of those people that say it's hard to find good help because you've got to have a better company than it tracks. great help but I just find when I go to different cultures they just they could work harder and they still enjoy working hard and they want purpose and here it's like where we've become a little bit of like handouts and it's just it's hard for me because I enjoy working I don't mind putting in a 70 hour work week and I washed dishes when I started when I was 12 and I load lawns and shoveled snow I'm allergic to grass but you know I always thought minimum wage was for somebody

that was in middle school and high school. And now it's like they want to raise minimum wages. I don't think people understand that you raise the minimum wage. All of a sudden, McDonald's cost $25 for a combo bill. Exactly. Yeah. So what's one thing that VAs won't tell you because they're afraid of losing the job? Oh, that's a nice question.

I think one thing that they won't say is the pay, definitely. A lot of virtual assistance, especially in the Philippines right now, would accept a low-balling rate. Like, for example, they'd accept a $3 per hour rate just because they feel like I'm not that good enough or I'm just starting in this role or just because it's dollars, the conversion is good enough for a $3 rate.

But they usually really don't know what their worth is. They're very humble. Yes, and they're very humble. That's why I always advocate within my community through my 74,000 community and my YouTube channel that do not low ball yourself because if a client pays you $3 an hour, then they're just expecting a $3 outcome from you, right?

And when you have to start at $7 per hour, at least minimum, because that's what we're worth. A virtual assistant is not just there to read your emails, but they're actually helping you, especially in EA, they're actually an extension of the client. so they're helping you build the business. So the EU as a client can be a visionary and just think of the bigger things

and your EAs can do most of the hard work. With the LLM's becoming more popular, Chechibati, Kroc, Republic City, Clause is probably one of the better ones with Anthropic. Are they getting versed in some of these, like how to use an LLM to propel faster? Because now one person adopting AI can do the work of 10. Yes, that's...

I started as an EA in 2020. And I think a few years after that was the launch of ChatGPT. We were the first ones who was really very excited about this. I was the one who really trained myself how to use ChatGPT and started training other virtual assistants. So I think that's one of the misconceptions also of a lot of clients that they feel like we don't train ourselves in these tools, but we're actually the first one who's always updated

or up to date with a new cloud system, how to create prompts, If you go to, if you check out the Philippine market when it comes to coaching and courses, we have a lot of courses on how to create cloud automations, how to create click-up automations, how to create AI agents. We have been doing that or I have been teaching how to create AI agents since back in 2023. So for us, for us Filipinos, there is such a big competition to become a virtual assistant or an EA that, For us to be the best one and the best hire, we need to learn all of these new tools. Just for example, I know a lot of my fellow virtual assistants attending AI summits in Singapore.

They really invest in their own upskilling that they attend in different summits about AI now. That's genius. I love it. I think that makes them just a second that, and to add to that, I think that makes them, even more equipped. And because they have, right, we have Instagram and Facebook and our LinkedIn, right? But they have their own platforms that they're using above and beyond. So not only are they versed in CRMs and their social media, our social medias, they're also in AI.

I would say more advanced. Sometimes they're teaching me things. Like I would say I'm average, right, when I'm using AI. but sometimes they're teaching me things in AI because they're even more equipped in the Philippines, which kind of surprised me. Yeah. Yeah.

You know, they work really, really hard. I agree. I mean, look, at the end of the day, if you find the right one, they become the backbone, like, it's my EA. I want somebody in my office. I mean, I'm not saying virtual assistants are amazing, but my life is super complex.

And it's her second year anniversary, so I got a bunch of gifts for her at the house. but you know, VAs make a lot of sense. What I like about it is they actually could work different shifts too. One of the good things about some of the overseas VAs is like if you wanted to work a different thing where your inbox is all empty when you get in and you got everything broken down, you can kind of choose what the hours work. So maybe there's a little overlap of when they're working and you're working,

but there's a lot more you can get done. It's like if people really understood how this, could work if you're still doing things manually like anybody that's still doing things manually or checking their own email or i'm almost to the point now i'm ready to get a second phone number and just keep one with 100 numbers in it yeah yeah letting like a VA or EA handle that yeah right you know i've given it out a lot and i'm fine with it it's just my phone blows up and then i get back to my facebook messages but some of these things i like to keep my own eyes on yep because i got gatekeepers specifically and sometimes i like to let the gates open so i could learn new things yeah but

Very rarely. You know, it's hard to keep up because there's all these, there's TikTok, there's X, there's Facebook and Instagram and there's LinkedIn and there's YouTube now. You can message, so there's just a lot going on. And you need different content for all of those platforms, which is crazy. But back to what you're saying as well is, you know, maybe you need someone answering the phones, right, on weekends. So sometimes we'll have clients that they're interested in weekend coverage.

So you're not missing that call. because if you miss that call, they're going to call somebody else. And by the way, AI agents are not to the level yet. People still want it. I would rather work with a human. It's okay to have these AI agents a lot of times. I'll deal with an AI agent for the dentist or to change my cell phone if I'm going international.

But I don't want to deal with it if something's, I need to talk to a human being. I still think most of our clients like to talk to a human if they can. Yes. Or send an estimate. Or send an estimate, you know, where you need to do that at night or. during the weekend. Yeah, especially in home service, the home service industry. It's very important to have that relationship with your clients or with your customers.

That's why it's very hard to really rely everything on AI and AI agents. I love it. So I want to learn more about this, what is it, My Home Story Pro? My Home Story Pro, yeah. So that's just a national database. That's like a database. It was called USA Homelessans, and now they just recently, switched and they're called My Home Story Pro.

And you guys, that's the main database you guys like to use. That's what our data activators are using. So our lead generators, our appointment setters, if you're bringing that on, they're going into My Home Story Pro and they're collecting that data and making those calls. We have a 10-day training or what we call a 10-day onboarding for all our data activators and executive assistants. And we train them before on USA Home Listing and now on My HomeStory Pro. And then we also provide them with scripts and as well as workflows on how to pull information from My Home Story Pro, clean that information, and then start doing their calls and turning those

appointment books into ROIs or sales. You know, I've got 2 million clients in my database. You run around 27,000 homes a month that were in their house. And I think there's a lot more activation that could be done. A lot of people are looking for leads, but you might just have. a massive database. That's the richest database you could have as past clients. What is a good conversion rate? I guess it depends on the home service and the trade and what you're out there for, but how many outbound calls are they doing? What's a success rate? You guys have any of that

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So, yeah, we do have that data. So with our data activators, they send a daily report of their ROI, what we call an ROI report. They list down all of the calls that they did. So just, for example, in July, we have the biggest number that we pulled. out of our data activators. So five of our top data activators have an average, or they got almost 500,000 ROI with paid estimates. Wow.

And that's just moving, that's just a moving company. We don't have other, was this information yet from other home service industry, but that's just from five data activators. And we currently have about 30 data activators. and based on our numbers, I think 80 or 88% are bringing in ROI every week. So what, so movers, do you guys got like a national, how do you know who to call for who's moving? From my home story, April. So that kind of, I got to see the user interface of the yikes.

Yeah. So you put filters, I mean, they have filters, right? So you're looking at your market. in your area. And then there's tons of, you know, filter. I know the data activator, they're doing, you know, day in, day out.

But let's say you want a certain, a home that is of certain value. You can put that filter in this. So you could aggregate the data. So give me a quick pitch. So I'm getting ready to move. You call me randomly.

Are you calling landlines or cell phones? Depending on what you're going on. I know. Do you have my script? Do you have a script? Oh, my God, I have to like. She has a team that does that. Yeah.

But I mean, is it just like, hey, we found you. We know that you're moving. We'd like to come. No, not really. So we start off with the data activators, do build relationships first. Like for example, hey, let's say, Elisa. You call me, hey Tommy.

Yeah, so let's say, hey Tommy, how are you doing today? And then he goes, oh, fine, who's this? I'm like, yeah, this is Mia. I saw that you just listed your home. Are you interested in getting moving coming? It's going to be so much better than that. Yeah, yeah. But that's how we go through the scripts.

And is it like you guys got a good lead magnet? It's like something to say, like right now we're doing this for you in all the homes in Scottsdale, Arizona. And like some type of promotion to get them interested? Yes. So depending on the client, like if they have what we call the free estimates or free virtual estimates, That's how we initially sell the to get the booking. Yep.

And then after that, there is also some discounts, especially with real tours. So we work with real realtors. And then we have what we call a coffee, coffee time. Oh, with a realtor. Yes, with real tours. And then we provide, what's this, discount cards or VIP cards for the realtor's. Because realtor relationship is also on top of the list of a lot of moving industry clients. And on to add to that, these data, when they do their 10 days of onboard in,

let's say you're in a specific market, let's say you're in Tennessee, right? That data activator is trained in that market as well. And so any information that might be related to that market, that data activator is trained in that. So let's say barbecue, right, is mentioned. They're up to date on sports teams and barbecue and what's popular in that area. So that way, when they do make calls, they're familiar with that market specifically because they're working on the market every single day. That's really smart. Yes. And that's the part of the 10-day onboarding.

So, for example, you're a client, you get a data activator from us. We start with the 10-day onboarding, and American culture is part of that training. That's actually the number one module. And then we teach them about what's the culture in this state that you're going to handle. What's their sports team? What do your clients like? What are most of the things that customers are going to, so that they can build those relationships initially.

and not just hard sell every day. Yep. So. And they already, it's what amazes me is they already know. Yeah. Like sometimes because they're interested. They're curious.

Yeah, I mean, they're going and seeing the new, you know, Tom, Tom Cruise movie. Yeah. Yes. So there's this thing called the Dream 100 list. And I want to explain what it is. Because I think this would be perfect for your business. If you read about the Dream 100,

originally that was in the Chet Holmes. it's called Ultimate Sales Machine. And he says there's a hundred people that you need to, it could be a vendor, it could be somebody you want to get close to, and there's a whole list of things you need to do, like send them a gift, send them a text. Every comment they leave on LinkedIn or Facebook,

you're liking and commenting. And some of them are not in your network yet. But if you got close to these 100 people, the Dream 100, and you got it in their network, it would change the destination, of your life. It'd be like you're in a time machine just scaling up because it's the connections. Some of them are already in there. You want to stay top of mind. And some of them you want to pull into your network. And that idea of, there's a great book. My buddy wrote it. He passed away.

His name's John Ruland. It's called Giftology. Instead of setting people, you know, gifts with your pen with your name on it, son of a gift, he bought me this badass huge set of Costco knives. Yeah. And it had quotes. And it said Tommy Mello, A1 Garage Roars. It had all my stuff on it. But every time I grab that knife, I thought of him. Yeah. And the deal is, is like, I think there's a real play here of the Dream 100. And then I also thought about, like, social media, just staying up. Like, so many people, I'll read you guys this.

I'm going to grab a pen and write that. Yeah, yeah, you bet. Dream 100. There's a book that Dream 100. Then there's the Ultimate Sales Machine. But there's this idea that's so important that I think people are missing. And it's, and I've said this on the podcast before, but breaking PayPal is hiring ahead of C. here's what you need to know.

The mission is simple. Make sure the CEO, Alex, Chris, is visible and consistently posting. This is not about getting likes. It's about building trust with investors, inspiring employees. It keeping PayPal top of mind against competitors like Apple Pay and Google Pay. PayPal is proving that in 2026, the personal brand of the leader, as is important of the brand of the company itself. Here's the key takeaways.

Visibility is no longer nice to have for leaders. It is part of the business strategy. If your audience cannot see you, they will forget that you exist. If they can see you enough with the right message, you shape how they think before you even speak to them. The difference between a CEO who shows up online who does not can be millions of talent, attraction, customer trust, and deal flow. And I think a lot of the small businesses out there, they just don't have time. There's 168 hours in a week. And to not have time is foolish because they're not prioritizing their time. They're doing minimum weight and they're not

talking down about, but they're still doing low wage past when they should be focused on the vision, inspiring people, having great one-on-ones. And, And it's crazy because if somebody did a time study, here's what everybody should be doing listening. Is they should take a calendar, one of those old-fashioned ones with the leather binding, and they should a full page of Monday and just write down what they're doing every hour. And at the end of the week, they should highlight all the things that were just a waste of time and just normal things they get them. And they find out that they're lucky if they're 30% of productivity. So there's certain things that I need to do.

Like I need to show up to meetings and inspire people. I need to talk to my vendors. I need to paint the vision. I need to go out or I need to do the radio and TV campaigns. I need to make social media, which we're doing right now. There's other thing, everything else I get out of the way and I delegate. Delegate to elevate is what I call it. Yes, that's right.

Delegate to elevate, yes. So for somebody that's listening right now that's doing three to five million, they're wearing too many hats. What does the process of starting a VA look like? Walk us through the steps. You want to, like, okay. So when working with the VA with ready roles, then definitely we start off with what we call the consult call or the discovery call, where in Elisa, our growth leader, will get to know who you are, get to know what your pain points. Are you ready to have a virtual assistant? Are you systems ready to be able to make sure that your assistant, your assistant is set up for success? Because if not, then we can start off or we cannot give you a virtual assistant because it's just going to fail. You got like a cheat sheet of what to be ready looks like?

Yes. So we'll include that. Yes. In the podcast notes. Yeah, okay. Perfect. Yeah. So we do have that.

So we have that checklist. And then once we already know what your pain points are, we go to our pool and we look for the virtual assistance. It's a good, that's a good fit for you. And we don't just look at the skills themselves, but we also look at the culture fit. If they are a good team player, if that's what you need, if you need a go getter or if you just need someone to do, execute your tasks. So we try to make sure. that they are a good one for you. We also take into consideration

with a female or a male work better based on the rule that you're looking for. And how do you establish that? Well, of course, based on their pain points. Like are they looking for someone, for example, in a specific market or in a specific state, they're looking for a data activator. We also try to think or to study

if a male data activator would convert more sales or would a female data activator be a better fit. So we look at that. those things and not just give you, okay, here's who's available in the pool, here's what you get. So we study everything. We give you the chance to look at, or we endorse two candidates to you initially, and then you have the chance to interview those candidates just to make sure that you build a rapport and then you hire someone after that. And then we start with the 10-day onboarding, and then we launch that after 10 days.

And our onboard and team helps set up, right? We have a platform in which you're paying your virtual assistant overseas. And there's a lot that goes into that. So our onboard and team will assist you in that process. So your own business is you just take a little bit of a cut of the hourly. Is that how it works? No. You guys don't do that.

You just get paid to source it. Yes. Yeah. So there's a flat rate that you're paying ready rolls. And then after that, everything that you're paying, your EA goes directly. I think that's what's different about us. Yes.

And so everything that your P and your virtual assistant goes directly to your virtual assistant. Yep. Any tips as far as not making them feel like the second class citizen? Obviously getting the pay right. I mean, is there other things like obviously birthdays, anniversaries? I mean, what are they really love? How about talking to them every day? These are people, right?

Doing a, ma'am meets with her team, I meet with my team, even if it's 10 minutes. And this is what I always tell business owners, 10 minutes. If it's on your drive, right, to work or to the office, take 10 minutes. And when you're doing that every single day, you find out things about them that is invaluable. Like maybe they're helping. It's all work, right? That conversation is all work. But maybe you're learning like, oh, this weekend, I'm doing.

this hike or everybody free dives in the Philippines. They eat a lot of fish, right? They eat a, what is it, milk, milk fish? Yeah. They eat a lot of fish. They eat a lot of rice. So you just learn things about them. And I think that goes a long way.

Because we're all people, right? And we're all trying to connect in some way. It doesn't matter if you're across the world or not. You're trying to connect in some way or another. And I think, and this is 10 minutes to, to, to take out of your day. And I do video calls. Like I like to see my team.

And our client calls are all video calls as well. But I think that goes a long way, for sure. And you also mentioned about pay. So what Ready Roles does is to make sure that we, even if you pay your VAs directly at Ready Roles, we tell you how much you're going to pay. So because we want to make sure that they are paid well so that they will stay with you for a really long time.

Yeah, you don't want to turn over. It takes a lot to trade somebody. And when you start rolling through people, it gets expensive. And you don't want them looking for another position. Exactly. So they're guaranteed. So low pay would be $3. What would you consider somebody that's a veteran?

Oh, okay. So if it's already an experience, executive assistant. And they come on, they're kicking ass for about a year. Yeah. How much would the pay, what would be a great pay for somebody that's doing great work? Well, if with experience, so you can start off with seven. It's a year, a year experience, and then you increase them every year. Yeah.

Yeah. And then you can bonus that. It's your, technically, your virtual assistant. So you can do whatever you want, right? I mean, what would you think about if you paid them five with a bonus in seven that they can make 20? Yeah. So with data activators, we start off with 5.75 and then they get commissions from every appointment. Yeah.

No, that's, I've always been a fan of having a stake. And by the way, when you're in the year, owner of a company, you're on performance pay. Yeah. All the time. Yeah, no, it's fun because I don't like to put a ceiling on how much somebody can make.

Once you get one, you can nail on a scale it and potentially all of a sudden you got a whole office of a team. So you guys have seen some of this. Somebody starts out with one and then how many how do they scale to? Oh, wow. We do have

new clients coming in. No, sorry, existing clients coming in that wanting to add three more. We have some of that. That's like seven. Seven virtual assistants. There you go. So they do scale.

They don't have just virtual assistant as an EA, but they have the data activators. They have a dispatcher. They have sales associate. They have customer service. They have website editor. So if you want a custom role, right? Like let's say you want somebody just focused on bookkeeping or somebody that is just doing social media or a customer service role, you can bring that on too.

And that would be a custom rule. it makes sense i think having the specialist is probably where people want to get to because i think somebody focused on one thing could actually get a lot more done than somebody focused on everything yes that's right it's really really i love the idea of this and i've looked at it several times it's just it's time consuming for anybody to take the time for anybody even if it's in-house and it's something where it's like it's so hard in the beginning i remember i couldn't even convince my COO and CFO to have an EA. And that's not even a VA.

It's like, you guys are still looking at emails every day. How much time goes, you're booking your own trial? You're doing all this stuff. And if you just made a little cheat sheet, have somebody else do it. And if you do it right, it just saves so much time. Yeah, exactly. I mean, Mia and I, Mia's here from the Philippines. And then both of us are heading to Florida next week.

We didn't book any other. The executive assistant did everything for us. Well, what makes ready roll different than the typical virtual assistant? I mean, there's a lot of companies out here. I've heard of a lot of them that say they've got somebody in the Philippines or Mexico or whatever. What makes you guys different? I think two things. You're not doing it alone, right?

We're in the process with you the whole time. We're not just handing over someone and saying, okay, good luck with everything. We're in the process with you. and we're in the journey with you. But also, to know that that $7 an hour is going directly to your VA, I think that's huge because there's not a lot of companies out there that are doing that currently. Yeah, and what we also try to remind everyone,

especially to our clients, we're not a virtual assistant agency. We're building systems. We're a systems company. wherein right now we're focusing moving industry clients, but we are growing to bringing on all of home service. Yeah. So what we are doing right now, we already have our own systems from the moving company

that our CEO started. We learned from all of his system. That's why he grew to an $8 million company as a moving industry. So that system is what we're bringing on to our clients. with a virtual assistant that would make that system work for you. Because we train that virtual assistance based on systems that we already know works, that we already know will bring in the ROI, and then we'll build that virtual assistant in your company.

Who are you guys connected to to find more, you know, I speak at all the moving events. I mean, the movers are in all of them. Yeah. The problem I have, and don't go offend anybody listening about the mover industry, It cycles up and down depending on the real estate market and interest rates. And it's been hard out there lately. There's a lot of people that just kind of stuck. It's a great industry.

I really enjoy it. But, I mean, when I speak at these events, guys are really struggling. Yeah. And the secret sauce is to be priced right and actually differentiate yourself. And actually, like, this is somebody's pride and joy, the grandma's piano, the different things. So it's like, you've got to move with care. Yeah. And it's a hard job.

My cousin was a mover for several years. I mean, you're just, it's broad work. It's a lot of hard work. Yeah. So we're going to tighten. I don't know if you've heard of that event. We're going to tighten. Yeah, that's the one I speak at most of the time.

Yeah. So we're there next week in Florida. Yeah. With Faith? Oh, I talk to Faith every day. Tell her I said hi. I will, hi, hi, Faith. So what's the difference between a VA who checks the box is one who becomes a true extension of the business?

Well, the biggest difference is definitely someone who, is passionate about their work. Like when I hire someone, the first thing that I ask them is not just about the skill, but I ask them about their understanding of the rule. Because if it's just someone that says,

oh, I just need to make calls. Then that's someone who's not going to be passionate and really bring in your numbers. Like, for example, with an executive assistant, what really stick to me was, I interviewed this one EA, and I asked her, what is your understanding about

the executive assistant role. So I'm not looking for someone to answer, oh, it's inbox calendar, travel management. I wasn't looking for that. And then she said, oh, for me, an executive assistant is like an octopus. I am the arms, and my client is the head. And I'm an individual with this arm, but I'm an extension of my client. So I can do everything on my own, but everything that I do is based on what my client wants. And that really, like, stood out to me. And I look at, um, Whenever I hire someone and whenever I interview someone, that's how I want them to explain what their understanding of what they're applying for is. You know, there's a lesson I learned.

I just gave out the book yesterday, but it's called a seven power contractor. But Al Levy, one of my mentors, he's got eight steps of delegation. Here's what needs to get done. Here's why it needs to get done. Here's when it needs to get done. Here's the resource you have to get it done. Here's the check and meeting because most people that delegate, they're not delegating, they're dumping.

and they expect you to read their mind. And they're almost set up for failure. Unless you could really explain the exact process of what needs to get done and how it needs to get done or why it needs to get done, it's really not delegating. And a lot of owners and founders get frustrated because they expect you to be mind readers in Ostromis. And the fact is, it's difficult.

And I think the reason that VA's probably fail is because the owner's issue is not their issue. Yeah. Is if you can't sit down and train properly and onboard correctly, nothing's going to work correctly. Yeah. So what are some of the other reasons that VA is just, what are some of the bad stories you hear? Of like, it didn't go right. Oh.

I think you have one great example where in a client approached you and said, I want to replace my VA. But then we realized that it's not the VA's fault. So I talked to, yes, a business owner last week. And he was frustrated because I felt like, or he felt like he felt like he wasn't. you know, making progress with his virtual assistant. And so he, after talking to him, after having a conversation to see what really was taking place, I realized that he really didn't have the systems that he needed in order to properly bring on a VA. And so he didn't have a CRM system. He didn't have a VoIP system. He honestly, he didn't even have, he had a personal email, and he didn't

have like a work email yeah yeah and so we talked about that and we talked about getting all of those systems set up before you're bringing on your VA but he was pretty he was pretty upset and I think him understanding that um now he knows that he needs to get these and and we help in that process right and so getting that set up and then you can properly onboard your your VA another and that comes you know that back to, right, we're not leaving you just to figure this out on your own. We're going to help guide you through that. Another example that I can remember, there was just one client who also approached me and said, I want to replace my EA.

And then I said, okay, let me just check in with the EA first and let me see what's wrong, right? And then what I found out is that the client did want to innovate. So they were using, like, they were not even using Google Sheets, they were using Apple, the one for MacBooks, like Pages, which doesn't have automation and everything. So the virtual assistant couldn't do her job well because the client didn't want to innovate and make it easier for the whole business, make it easier for the VA to really be efficient and productive. And then I told the VA, hey, you know what, just do it. Make an example. Show it to your client. And then after a week, she messaged me and said, hey, my client is very, very happy.

And we're now going to start implementing automations and moving to a different CRM. So clients are so afraid to step out of their comfort zone, which is stunting the growth of their executive assistant and stunting the growth of their company as well. Yeah. How did you guys meet? Me and Alyssa? Yeah. From Ready Rolls. Yeah. Yeah.

Yeah. Yeah. So I handle the operation side and recruitment. Elisa handles the sales. So you guys are, there's a CEO too? Yes. And who's that? Stephen Reed.

Stephen Reed. And how did you guys meet him? Oh, I met Stephen Reed. He approached me. He saw my YouTube channel. And then he wanted to bring in virtual assistance to his team, and he approached me. So I started with him as a consultant. And then after that, I joined his team.

That's great. How did you guys? So my resume was sent to Stephen Reed from Patrick Meyerbach, who does, he's a transportation lawyer. My cousin is married to Patrick. And so they sent my resume to Stephen. And we had a couple long interviews. And then I came on board with Reddy Bowls. Yes. Back in April.

Yep. I love it. I love it. So you were an EA yourself and when you were, you were supporting a busy executive, what did the best ones, what were some of the things that made you want to go above and beyond? What was the bad part that made you want to quit? Oh, communication. I think if I, you know, if I didn't know next steps or what to do, it just made my job extremely different.

You know, you don't know what decisions you can actually make. So I think communication, and I'm a pretty good communicator, and I think I know how to pull information from people well, but I think communication's big and delegated and trust. Being able to trust me with a decision, as long as I know I can move forward with that. And I think, you know, the difference between an average EA and an incredible EA is ownership.

So me take an ownership of what I'm able to do, I think is huge in the executive assistant world. Take an ownership of your job and looking for work. Has an executive assistant. Because you're trying to buy back your boss. his time, right? You're trying to give him. I think that's what I would think about every day. It's like, what can I take off his plate where he can focus on something else that he needs to focus on? What can I pull off his calendar? What can I take away from him? Has a goal every day.

You know, Ashley, she's really, really good. But we got to the point where she needed an EA. My EA needed an EA. That's awesome. We burnt out a couple people. She's still kind of like, Like she's managing, but I'd love to give her more, but it's already full. Like, we travel together. Yeah. She makes sure I'm on time. She keeps my email. She sets my calendar.

It's like, there's a massive amount of stuff that I'm like, you know, Vienn't might be the right route. So Rady Rolls was founded by Stephen Reed, obviously, who also runs big league movers, a 22 truck moving company in Memphis. He's called the VA's, he's called the VA's his last hope when he was burning out. Yeah. Tell us that story a little bit and what his business was like before EA's and what happened as he started to adopt. As far as what I know when I was getting to know him, he started off, or now he has more virtual assistance than actual people in the office.

So, yeah, I think he started off with his VA in 23. if I'm not mistaken. He started off with an EA, just an EA first, and then he started hiring dispatchers, data activators or the salespeople, and then we now have, he now has a call center in Big League Movers

that does all of his claims, does everything like close outs, so everything that is being done by someone in person before is now, assigned to a remote professional. So the only people in his office are, of course, his movers, drivers, drivers, and leaders. So the manager for the call center, the manager for sales.

So those are his in-person team, but everybody else is outsourced. That's great. I love that. There's a book by Tim Ferriss called The Four Hour Workweek. Yes, I like that. It's a good book, and it talks a lot about VAs. Yeah. So Mia, for the home service owner listening, who's skeptical about VAs,

who thinks they need to hire people in the office, not someone halfway around the world, what do you say to them? That's not smart. You have to be a smart leader. And right now, this day and age, we have AI and AI agents. So if you really want to bring in growth for your team and want to have a really good revenue and return of your investment, then the smart thing to do is to outsource. or a remote professional, who, of course, is trained with the moving industry.

And that's where definitely ready roles will come in, because we specialize in the moving and home service industry. And Alisa, if someone is ready to hire their first VA this week, what's one thing they should do before they start the search? Make sure you have all your systems in place. We're going to put that cheat sheet. We need a cheat sheet on this. We'll send it to you.

Yeah. Number one thing. And then also think about what your, doing on a day-to-day basis that you shouldn't be doing. Like, think about that before. You're bringing on your VA. Make a list of a couple of things, right? There are, there are probably a handful of things that they could not be doing. So maybe a list of what they shouldn't be doing and a list of what they should be doing that they're not doing because they're set-tracked. Well, and that's where the EA should kind of come up with that. They can come up with that

information too. What should they be focused on? I mean, what I did is that reverse engineered how much my company's worth. And then I divided that by how many hours I work. And he came out to a big number. And I said, if I could hire anybody. So I hired a chef. I hired a driver. I hired all these things to support me. Yeah. And people think that it's vanity, but it really is now I'm in the car on Zoom calls, able to focus. I'm able to praise employees and connect with the frontline workers. And so what are some of the things that I have to do? I have to paint the vision. I have to live the mission, vision, and core values. I have to be in the input of certain meetings. I'm the lead question to ask her. Like, what's going on with this? Why is this like this? Who's going to be

fixing this? And I think a lot of people try to be the cheap doer. And I think as your company grows, you need to learn to ask the right questions and have the data to be able to make smart decisions. And I think a lot of people, they don't trust because they're like, that person's going to screw up. How many times did you screw up to get to that position? So some people got to embrace failure in mistakes and hope that the people underneath you, you've hired right, that'll learn the first time and not make that same mistake again. But if you don't build a strong team and don't learn to trust your team, you have nothing. And you'll watch your company continue.

You'll start going up this mountain doing good and then all of a sudden, plateaus and falls again. Because most owners, I know, they're the bottleneck of their business. Yes, that's true. 100%. Where can people learn a lot more about ready rolls? Ready rules. Ready rules.com. Yeah.

Readyrolls.com. Ready rolls. Yes. Ready rolls, Roles. R-O-L-E-S.com. Yes, that's right. And then how much is it, you know, do you guys have anything

that you could share as far as how much you get going and what that looks like? Yeah, so if you're bringing on a ready roll, which is the executive assistant. Which is an executive assistant. That's going to be $3,000. That's a flat rate one-time. One-time payment, yeah.

Payment. And then after that, you're paying your E-A-7-an-hour. Okay. That's 2080. And that comes on. Yeah, that comes on with 10 days of onboarding. Yes. Yeah, no, it sounds like a really good investment.

And the data activator role, $4,000. And you're getting ROI reports with that, right? It's guaranteed ROI. So $4,000, and then you're paying your appointments that are $5.75. Plus commission. Yeah. What's a, what's a commitment? should look like a certain amount per scheduled lead or something.

It's what you want, ultimately, but let's say $10 for a booked appointment. Yeah. Yeah. Yeah. And then for data activators, that's our hero product. We make sure that our data activators are, which is one data activator per market. So if you are a client and you want a data activator, we give you one data activator exclusively for a year for your market. And we don't sell any other data activator to any of fewer competition within that market for a year.

Sounds great. Yep. And so you guys set up the voice system. Do you set up a dialer? Yes, so we do set up the VoIP system for our clients. Sometimes they come in that they already have one. Yeah. But if they don't, we can set that up for them.

Yeah. Smiling and dialing. And what's a typical, how many calls does a typical data activate or make a day? 200. So that's our average. 200 calls a day. And then per week, a good, well, it really depends on how much it is. But just, for example, I'm trying to remember the one from last week.

From my report, I think I can see a data activator bringing in 14 estimates for the week, and then six will be paid. So there's an ROI for that already. Yeah. Oh, that's great. And they all have scorecards, right? and what, you know, we're doing my appointments at her. She's filling out her scorecard every single week, and it's always green, right?

So, I mean, even if you're paying a few hundred bucks a week for six or seven appointments, I mean, you know, I don't think people understand how much of a paid lead cost. And this is a much warmer lead that actually asked you to come in. So, you know, I think also the offer matters. I would look at that conversion rate and say, how many did I get a hold of? Yeah. And what was the offer? because if I can get a better offer,

it's doing more with what you've got. And how do you make an unresistible? There's a great book by Alex Ramose called 100 million offers. Yes. It's the first book. And it's, you can take a lot more if the, if you get together and figure out,

what's an irresistible offer that you'd be stupid to say no to? Yeah. And I don't think enough people spend enough time on that. So I would look at my conversion rate and say, let me test five different offers each week for the next five weeks. And then I'd test five more than next five weeks. And by the time when my conversion rates reach this, that's what we're going to use as the offer. But I don't think enough people A-B-Test either.

What didn't I ask you that I should have? Wow, that's a hard question. AI. Oh, yeah. I want to touch on that just for a second. But I think just because we get that a lot, right? Like, oh, how come I don't just use AI and have that. But, you know, and I think the real opportunity is people plus AI, right?

And I went down a rabbit hole one time in ChatGBT, VT, and I put, like, I asked Chat Chabit, right? And it basically identified that the future is people plus AI. Yeah, it's plus one plus one equals. And I don't think people, you know, business owners realize that or because I know that for a fact because they're bringing it up to me all the time. And so you have ChatTP be telling you the answers, right, that the future is people plus AI. And I think it even when I was going down this path, right, down this rabbit hole, it ended with basically a person and their role. and what they're doing combined with AI is going to give you 40%. You will be 40% more productive.

Yeah. That was crazy to me. That's nice. That's good. Now, so what's interesting, here's a piece of advice for you guys. I was on the phone with the CEO of Yelp yesterday. I'm good friends with the CEO of Angie. I, I, I, they, they, they, they, they, they, they, they, they, they, they, they, they, they, they, they're

to another lead aggregator to the team. And one thing I could tell you is, the people that are smaller are a waste of time. They're going to be your fussy as clients. They're never going to be happy. It's like any other business that they're going to want more for less. Yeah. And if you found the major players and spent more time getting into them, they'll hire 25 to 40 to 100. Yeah. And it always comes back. Amazon tried doing home services twice. They failed. Is there needs to be touch points.

And the problem is you're going to waste a lot of time with small guys that are going to call you and expect you to, like, move the ocean for you. And really, when you go a little bit further in business, you're actually got real expectations that you understand some things don't go right all the time. And I think somebody is going to reach out and say, this is the savior of my business. And it's just not. I mean, and I know it's a noble cause to help out the small guy. Yeah. But finding people that just don't understand. They don't even understand.

They don't know what voice over internet protocol. They don't even understand it. They don't even know what CRF means. They don't understand what inventory systems or KPI's are okay or dot comickey results. When you get to the, and by the way, some of them are listening, and that's okay because that's who I was. But I was willing to learn and adapt and grow and get the help I needed. Yeah. And it's just you're going to be chasing these small guys.

everywhere and just dealing with upset customers all the time. And you go to like the mid level and upper level. It's like, sure, we get one. All right, next month we'll go 10. Next month we'll go 100. And then like right now, I mean, at the end of the day, there's unlimited. Like if it's making me money, I'm in 24 states. I'm in 40 markets.

Why not? You know what I mean? Like, and it's harder to get into those companies because you got to put your best foot forward and it's got to go well. But I just think about like, many of these companies are like, we want you to handle all the leads. And I said, why would you want me to handle? They're like, we'll give them to you for less. Because you don't turn it off and on. You do background checks. You do drug tests. You show up with a rap vehicle. You pay your taxes.

And if we build around you, the leads, you're not going to turn them off one day because you're too busy. You know how to hire people and actually adapt. Yeah. So it's in their best interest to make sure I'm winning. Yeah. Because I could move as quick as they could give me leads I could grow to. I mean, I've got 100 guys coming in next month to train. Nice. We just met two-year guys outside. Yeah, they just got, yeah, they just got done with their, they just graduated or passed their tests.

What is it? Like 120 questions. Yeah, it's a tough test to go through. So, Elisa, how does somebody find you? Go to ready rules.com and go to my booking link. Booking link. And then Mia. Very easy to book.

What's the best way to find you, Mia? Readyrolls.com as well or through my YouTube page, Shmiahuan. And is there any books that really change your guys' life at all that come to the top of mind? Like, that's all I do is talking about this. We just did the leadership, Monday morning leadership book. How was that? That's good. Very inspiring.

Yep. Yep. A lot about taking accountability. And learning. We did it with our teams. Yes. Internally. Yeah, Leaders E last is another good book.

I was going to say that. Yeah. Leaders eat last. Yeah. A great book for the people that think they don't have much is who moved my cheese. It's a very simple little book, and it's a really good little fiction book. So last thing I'll ask each of you is close us out with something that maybe you want the audience to leave with. I would definitely say for the audience is to make sure that be open to hiring someone

to help you grow your team that is not going to be there in person because it's something that's definitely going to help you get your ROI, be open to communication with someone who wants to join your team that would probably be in the Philippines. By the way, I just want to add to that.

I think a lot of people in the Philippines they start out saying, what can I do for you? The people here say, what can you do for me? And I'm going to want more every single week. And I don't think they have this idea of like, I love the United States. I mean, we are born with an exceptional opportunity. I got to say, like, I've been very, very lucky. Like, I've been lucky a lot.

A lot of it has been Jesus. A lot of it has been right place, right time, the right connection. And I think sometimes we forget how thankful we should be. And I think there's people in the Philippines and other countries that are like, let me come and show you what I can do and let me help you versus what can you do for me. And I think that just makes sense. And that's what I love about the Philippines too. It's because I feel like I'm a part of something bigger outside of myself.

Outside of myself and in the Philippines, they have the same faith-based foundation. And I think that translates in the workplace. And it's nice to be aligned with that in the Philippines. Definitely. And we were just talking about, because we went to the grocery store too yesterday and consumers, right? Because I love America and I love being here and but there are just some things. But we were in the grocery store yesterday and I found a Chobani, a Chobani.

Yeah. She was like amazed at all of the different yogurt options that they have. And I was like, oh, we can have more than that. It didn't seem like a lot. Like, how ungrateful. Or more, like, such a consumer, right? But she has, like, one option. In the Philippines.

Back home. I'd like to go to the Philippines and check it out. Yes, please do. Well, that reminds me, we have this for you too. Uh-oh. We got a gift coming. Yes. This Filipino candy.

From the Philippines. And treats. Okay. We got some treats here. That Mia brought for you. Okay. Yeah. This looks fun.

Yes. All right. Yeah, well, look, I really appreciate it. I think the listeners should get a lot out of this because I think that some people can't really beat $7 an hour. I mean, look, and I'm glad to hear that that goes a long way in the Philippines, which I know that I've heard that some nurses don't even make that, which is crazy.

Yeah. And that just, you know, I always wanted to build like this end of time. Like, where would I go? The Philippines. The shit got bad in the United States. Right. It said, I was listening. But, yeah, where the daughter could go a long way.

The Philippines, yeah. Yeah, I want to go check out the Philippines. I want to go to Japan, too. Yes. I've been here. Yeah, I love it there also. Amazing. Yeah, did you go to Tokyo?

Tokyo and Kyoto. Okay. You take the bullet train. The bullet, yeah, that's fast. Yeah, so you start in Tokyo, and then you take the bullet train to Kyoto. Kyoto is, like, traditional, like the cobblestone, older, but both were very cool. I love it. Well, listen, I really appreciated this podcast, and thank you guys for coming in. Thank you. Thank you. Welcome since 2009.

Yes. Thank you. Very excited to be here.