Last week I was on a call with a student from our Influencer OBM Academy who was drowning in client work. With seven different clients all demanding her attention, she couldn’t figure out how to grow her business without completely burning out.
When I asked her about her rates, it clicked immediately. She wasn’t charging enough for the value she was providing, which meant she needed more clients just to hit her income goals.
“What if,” I asked her, “you were getting paid double what you’re getting paid now? Would these clients still feel like a problem?”
Her response: “Actually, for about 75% of these clients, I’d feel totally fine about the work I’m doing because I’d feel appropriately compensated.”
And there it was—the issue wasn’t the clients or the workload. It was the compensation.
The Shift to Lean Teams
The online business world is experiencing a major shift. Four years ago when I started in this space, having a big team was a badge of honor. Course creators and coaches would proudly boast about their 10 or 15-person teams with specialists for everything from tech to copywriting to graphic design.
Today, we’re seeing the pendulum swing strongly in the other direction. Entrepreneurs are slimming down to lean teams of five people or fewer, with each team member wearing multiple hats and offering diverse skill sets.
This shift creates a unique challenge for online service providers. The clean lines between virtual assistant roles and online business manager positions are blurring. Clients don’t want someone who just manages projects or just handles their inbox—they want versatile team members who can adapt to whatever the business needs.
Forget the Labels, Focus on Value
One of the most common questions I hear is, “How do I know if I’m a VA or an OBM? I feel like I’m doing both.”
The truth? You probably are doing both, and that’s perfectly okay. The real question should be: “Am I charging accordingly for the value I’m providing?”
In today’s lean team environment, your ability to be versatile and adaptable is actually your superpower. Stop worrying about fitting into a specific box and start embracing the unique combination of skills you bring to the table.
Alex (my business bestie and Influencer OBM Academy co-founder) puts it perfectly: “I really call myself a right-hand woman because I’m doing everything. I’m doing anything I possibly can to make your life easier without burning myself out.”
The Certification Safety Net
Let’s talk about something that might be uncomfortable: your obsession with certifications.
I’ll be the first to admit I’m a course junkie. I’ve taken more courses and earned more certifications than I care to count. But here’s a harsh truth that Alex and I have observed repeatedly: no one cares about your certifications.
In four years of running my business, not a single client has ever asked to see my credentials. What they care about is whether I can solve their problems and make their lives easier.
Many service providers use certifications as a safety net—proof that they’re qualified to do the work. But the only real proof is in actually doing the work. You probably already have 80% of the skills needed to step into that next-level role. The remaining 20%? You’ll figure it out as you go.
As Alex says, “You’re not saving lives. You’re figuring out a launch.”
Moving From Hourly to Retainer Pricing
If you’re still charging by the hour, you’re thinking about your services all wrong. The first step to becoming irreplaceable (and appropriately compensated) is to shift to a retainer model.
This requires a mindset shift. Instead of thinking, “I’m exchanging this amount of time for this kind of pay each hour,” think bigger: “When I look at the month ahead, what are the projects I’m supporting this client with? What ideas am I bringing to the table? What strategies am I implementing?”
This shift forces you to show up differently too. You move from completing tasks to proactively identifying opportunities and solutions. You’re no longer just a doer—you’re a strategic partner.
The Rate Question
Let’s be real about money for a minute. Most of you reading this are probably undercharging for your services.
Four years ago, I would have “shed a brick” (as I so eloquently put it in the podcast) thinking about what I charge now. Today, selling 4-5K packages is the easiest part of my business—not because I’ve mastered some magical sales technique, but because I genuinely believe in the value I provide.
This confidence comes partly from experience, but mainly from a fundamental shift in how I view my services. I’m not just setting up a ClickUp dashboard or managing an email sequence—I’m bringing intuition, foresight, and strategic thinking that can’t be replaced by AI or a cheap VA.
The clients who value this difference are the ones who happily pay premium rates. And here’s a secret: they’re usually the easiest clients to work with too.
Quick Wins to Implement Today
Ready to become irreplaceable? Here are three things you can do right now:
- Audit your current client list: Which clients drain your energy every time you see their message pop up? These are prime candidates for either a rate increase or a graceful exit.
- Reframe your services: Stop focusing solely on the tasks you complete and start articulating the problems you solve and the value you bring.
- Take the leap to retainer pricing: Calculate what you’d ideally earn monthly, and structure packages that reflect that value—not just your time.
What’s Next?
Becoming an irreplaceable OBM in this era of lean teams isn’t about collecting more certifications or mastering every tech tool on the market. It’s about owning your unique value, showing up as a strategic partner, and pricing your services accordingly.
If you’re ready to make this transition but could use some guidance, Alex and I are hosting an Open House for our Influencer OBM Academy from March 17-21. We’ll have three days of live training plus five days in an exclusive Slack channel where we’ll review your materials and answer your questions in real-time.
This is perfect for you if you’re:
- Currently a VA looking to step into more strategic OBM work
- An OBM who’s struggling with pricing or feeling burned out
- Someone who’s doing “a bit of everything” and needs clarity on positioning
CLICK HERE TO SECURE YOUR SPOT IN THE OPEN HOUSE
Remember: You already have most of what you need to succeed. Sometimes the biggest obstacle isn’t your skills or experience—it’s the person staring back at you in the mirror.
Connect with Alex Porterfield:
- Website: http://influencersupportmethod.com
- Instagram: @itsalexporterfield
- TikTok @itsalexporterfield
Connect with Sam:
- Website: https://www.systemswithsam.com/services
- Instagram: https://www.instagram.com/systemswithsam/
