Episode Transcription

Kirsty Gibbs: Today, we are welcoming a special guest, Hayley from Transform Theory. So, Hayley is a current client of mine inside of the Profit Pathway, and recently she's been kicking some amazing goals. And I wanted to bring her on today, get her to talk about what's working really well in her business and some of the things that she's done differently to get to this point. So, I'll let her introduce herself. Hayley, welcome.

Hayley Grant: Thank you for being here. Hi, thanks, Kirsty. Thanks for having me on. So, yeah, I have a very small tutoring business called Transform Tutoring, and I'm located in Canberra. And my tutoring business Business specialises in teaching literacy.

Kirsty Gibbs: Fantastic. And now just before we jumped on, you said something and I wish I was recording then, but you said, and I get this feeling but from a different perspective, that you really wanted to share today. Tell me what you just said so that we can share with everyone else.

Hayley Grant: So tutoring has literally transformed my life. It's the best thing that I have ever done. I think for some people, the classroom can be not the best fit for them. And in some ways, I think for me, it was a little bit toxic. And just being able to have your own business and have that autonomy, I think, is just one of the best things. And I want the people that maybe are finding that teaching isn't the right fit for them to maybe consider doing tutoring as well. Because it's like this perfect fit where you're still doing the thing that you love.

Kirsty Gibbs: But you don't have all the extra stress, right? Yeah, exactly. And we sort of touched on like for me as a mum, I am a little bit torn sometimes because I really, really want to help people leave the classroom and start business if that's what they want to do. But I've also got kids at school, so I don't want all the good teachers to be leaving. But it's like, you know, and I know you sort of have similar sort of thoughts on that. And it's like, but at the end of the day, if you're sitting on the fence thinking, is this possible? Is this doable? It totally is. And it's just taking what you love from the classroom and providing it to families in a different way. And it's a way that aligns more with the life that you want to live, the hours that you want to work, and potentially the income that you want to make if you're willing to put in the work. So let's jump in. I've got some questions for you. So you've made some massive shifts in your business lately from going from both. To getting an office, an actual space, redoing your whole website and looking at your onboarding, what sparked this wave of change for you? Was there a moment where you just decided, right, this is it, I'm going all in, I've got to do this?

Hayley Grant: Yeah, I think the biggest thing for me is I realised that I didn't want to go back into the classroom and I had to actually make solid changes so that I wouldn't have to go back into the classroom. I also think I did tutoring for a year last year and I actually loved it and it worked really well with my schedule. I have some health issues and I need to really prioritise rest in the middle of the day and really pace myself and tutoring was a great way for me to do that. And in the classroom, you just can't do that. So for me, it was kind of like I had to make this decision because of health, but also I really loved it and I just loved doing what I was doing. So basically, I resigned at the end of last year, because I decided I really wanted to commit to this. And then I still had my teacher registration, and I didn't realise that I didn't renew it properly. And then that's when I made the decision where I was like, no, I'm not going back. Like, that's a sign. In terms of moving from the mobile to the office, I had planned on actually expanding my business next year. What happened was I had a bit of free time in around May, and I decided to look at a potential office space. And I saw it, and I was like, this is amazing. I can't go back to doing, I can't do mobile tutoring for another six months. And the reasons I wanted to expand as well as I realised that I was just at capacity. I was getting so many inquiries, and there were so many people that needed a tutor and that needed myself. Support. I think there's a lack of that in the ACT. There's lots of uni students offering tutoring services, but no one that is really specialised, and I'm very specialised in teaching students, especially with dyslexia or language-based learning difficulties. I realised I couldn't increase my client capacity the way that I was going. I was finding I was very tired from driving to people's houses, and it was so time-consuming, and I could be utilising that time in a better way by actually taking on more clients, right? And I think a big thing for me, too, is there were some houses that I was going into that I just didn't feel comfortable going into. They were really cold, or they weren't very clean, and for me, I just wanted a really safe, comfortable place to conduct my business from.

Kirsty Gibbs: Yeah. I've actually been in that situation before sometimes where you just like... Oh, this is, yeah, it's a little bit uncomfortable.

Hayley Grant: But, I mean, you've done so much in such a short amount of time.

Kirsty Gibbs: Congratulations. That was so good. And I love it because you've actually done, you've actually gone and taken action. You know, like, you just didn't sit down and think about it. You just went for it. And were you scared at all?

Hayley Grant: Oh, that's such a good question. Yes, there's part of me that was scared. However, only a little bit. I have a really supportive partner and he could see that I was doing amazing things. And I honestly, the reason I probably wasn't scared so much is because I have kept most of my clients for 18 months. And I think I feel really respected and valued. And I think that came into play when making the decision too. I wasn't having a huge client turnover. So I knew that I was obviously doing my job well and therefore I would be. able to succeed when I expanded my business.

Kirsty Gibbs: Yeah, that's good. And I mean, one of the best things about having a tutoring business is once you are full or, you know, at that stage that you're happy to be at, it's usually pretty easy to retain your families if you're doing a good job.

Hayley Grant: And that's what I always say to people.

Kirsty Gibbs: You can have a successful tutoring business if you love what you do and you're good at what you do. They're like the key things. Yes, you need to market and you need to have systems and structure. But in terms of if it's going to work or not, then that's like the magic ingredient. So something that I've noticed is how intentional you've become, you know, like planning to have your holidays off and creating boundaries, obviously, to align with your health and all those sorts of things. What's changed for you in the way that you approach business, your business and your time?

Hayley Grant: Cool. That was a really hard question. I think, you know, it's a hard question. I think I was so burnt out when I left teaching and because I wasn't giving myself the time I needed and I wasn't kind to myself, I had some health issues because of that. So in terms of going forth with the business, it's so easy to get trapped in going gung-ho and overextending yourself. But because I did that as a teacher, I didn't want to do that with my business. And so in terms of like planning holiday leave, for me, my perspective is that I need to rest and recover and give myself that time. Otherwise, I can't be my best self for the kids and my business is going to suffer. And I think that that's really, really important in kind of setting those boundaries that you're talking about.

Kirsty Gibbs: I love that. I think so many of us fall into the trap of doing what we did in the classroom in our business. I definitely did. I worked my backside off in the classroom. You know, early mornings, late at night, weekends, holidays. And then I took those same, like, I thought it was a strategy. It wasn't a strategy. I took that same, like, approach in my business where I just worked and worked and worked and kept myself so busy, thinking, you know, to be successful, to make money, I just need to keep myself busy. It's like, busy doing what, Kirsty? What are you actually doing right now? But you're right. It's being smart about where to spend your time and then having those boundaries so that you can rejuvenate, refresh, recharge, so that when you go back and work with your students, you're providing really great services, which obviously helps you grow your business. Word of mouth, keeping, you know, high retention rates, those sorts of things. So I love that. That's awesome. A lot of tutors feel nervous about, um, oh, hang on, I've skipped a question that I had to ask, actually. You've mentioned Gotta be excited. You've mentioned that you filled every available space for next term. Now, when you emailed me this the other day, I was like, wow, this is fantastic. And I loved that you sent me that because I love hearing people's wits. So thank you, side note. And you did that charging your premium prices. And now you have a wait list. So what helped you step into charging your worth without second guessing yourself?

Hayley Grant: Okay, so firstly, I decided to do some extra training to really set myself apart from other tutoring businesses and become specialised. I think that was one of the big things that I needed to do to be able to justify my pricing, right? And I think also in terms of recognising my worth, I noticed that my parents were really happy. Students were making progress. progress. I started to value myself because parents were giving me this amazing feedback, and I was analysing student data, and they were, you know, making so much progress, and that was telling me that obviously what I'm doing is I'm doing a really good job of tutoring, and that helped me see my worth too. And I think it's really evident if you look at my website and you look at the testimonials that parents are really, really happy with the services. I'm going to talk about that a little bit later too. I also noticed when I started putting up my price every six months last year, I didn't get any people questioning that. I didn't lose any clients. So obviously, again, they recognised my worth. And I think as well that I learnt to look at for my strengths. I have a lot of strengths. I think that was really hard to do because when you come from the classroom, I feel like it's a more deficit base where you're always told. I've climate Oh, you need to be doing this better or this better. And you have to kind of flip it and go, actually, what are my strengths? What am I really good at? And play into that. And I think for me, I would share, you know, some of my lessons with my partner because I'm in a small, I'm a small business and I don't really have anyone to bounce ideas off. So I would share things and he would be like, wow, that's amazing.

Kirsty Gibbs: That's so engaging. And it gave me that confidence back that what I'm doing is actually successful. That's awesome. And well done to your partner.

Hayley Grant: I mean, sounds amazing.

Kirsty Gibbs: Super supportive. That's wonderful. That's what we all want, right? Yeah. But I'm glad that you've seen your worth. And I think, you know, I always say to people, there's, you know, there's a scale of pricing. Where do you want to sit? And ideally, you want to sit at the top because you're showing that what you offer is worth a lot. It is valuable. But so often people. People say, well, I'm just starting out, so I have to price low to try and get people. It's like, no, that's not a marketing strategy. Do not put yourself low because actually sometimes that can put people off. Because when you price yourself too low, people think, oh, well, they're all into the cheap and nasty category. So when you do what you've done and price yourself high, parents have those high expectations which you are delivering on. And I think also sometimes we think, I've got to have more practice tutoring. And, mean, you did touch on this, and this is okay, but you felt that you had to get more training. That's fine. But a trap that some people fall into is more and more and more. They're like, need to do sounds, right? You need to do MSL. No need to do this. No need to do that. It's like they're all great trainings and programs and things, but you don't need to do all of them. Also, the fact that you've been in the classroom already and you've got experience. So I think people come to tutoring and think it's like this brand new thing that they need to get practice. This is an experience in to be able to charge their worth. No, guys, you're already nailing this. You already know how to work with kids. You're already doing it. Most of the time people have got that experience. You're actually doing it in a much easier environment, one that you can control a lot better with less kids, using the approach or program that you want to use. And, you know, so I think we do, like you said, you've got to flip the way that you think about the pricing and then you will get the feedback from parents, which obviously you've got, which just proves that you're doing a great job. And parents aren't even... yeah.

Hayley Grant: Also, I want to jump in and say, too, that, like, my prices were high last year when I started and I hadn't done all the extra training. So you're 100% right. I think you can't discredit the, you know, you've been at uni for four years to study to be a teacher. You've been in the classroom every day for long periods of time.

Kirsty Gibbs: That... itself is enough to justify prices. Yeah, 100%. And so I think we've got to back ourselves a bit more. And I love that you've done that. think you're a great example to everyone out there listening who's like, I don't know if I should put up my prices. Yes, you should. Hayley did it and you can do it. Exactly.

Hayley Grant: And before I even started working with you, because I did your tutoring setup course before I began my tutoring business, I thought that I was going to charge $65 per one on one session initially. And it was through discussing with you that that is actually ridiculous.

Kirsty Gibbs: And it needed to be fine that I actually started $100.

Hayley Grant: And I'm so glad I did that. And also the clientele that I have are amazing. I think the price range, it's so weird. It's like the price range and the clients you bring in. I don't know. It's somehow easier. I'm not sure how to explain it properly.

Kirsty Gibbs: Definitely. It's aligned.

Hayley Grant: I think it's aligned because people feel if they're paying.

Kirsty Gibbs: They, one, they expect more, two, they're willing to invest more, but also they have a higher, I can't think, my word's gone now, but education is important to them. So as opposed to just going, here's $60, fix my kid, when they really, you know, maybe care, maybe don't care, here's $100 or $150 and how are they going? Like, what can we work on at home? You know, tell me more, like, it's a different level of import from the parents because those parents value education at a higher amount. Yeah, definitely.

Hayley Grant: I, yeah, 100% agree. And it's so funny, the most interesting thing about tutoring is I feel like when you're a teacher that, like, you know, parents aren't even really paying for it. And they gave me a whole lot of time as a tutor, as a tutor, I have way more respect. Some, some. A of the parents organise these beautiful afternoon teas for me. They, you know, sometimes they'll give me like a gift at the end of the year. It's so interesting. It's been such a great like learning journey in that as well. So, yeah, you've hit the nail on the head with the clients that you get when you charge that premium price.

Kirsty Gibbs: Yeah, that's lovely. But also that just goes to show that you're doing a great job with your clients. And it's not just the teaching. It's obviously the way that you're connecting with your kids and your parents as well. So that's kudos to you. So one of the other things that you have nailed, which a lot of people do feel nervous about, are the inquiry calls. But, again, you have converted every single one. And I am all for inquiry calls because I think if you can get a parent on the phone. You get to ask them questions. You get to find out exactly what they need and you connect with them and you build relations with them and you build the trust. And then it is easy to say, hey, I actually know exactly, like I understand the situation and I can help. So I'm all for getting people on calls. But can you walk me through or walk us through what it looked like for you, those calls, and maybe if there's something that's shifted to get you to where you are at a point now where you're like nailing every single one of those?

Hayley Grant: Yeah, I think I was thinking actually about the inquiry calls and I did not even realise this was a strength of mine until you pointed it out, which is crazy. I have had around 30 inquiry calls and I have converted 29 of the 30. So I think this is definitely an area where I exceed and I would love to share that with other tutors because there are some very specific things. that I do that I think work really well in, you know, converting those potential clients into clients. I think it's important to acknowledge that my business is mostly one-on-one and semi-private. So I have that, I don't have as many clients, I guess, to deal with. And I have that time, a little bit more time sometimes in my schedule. So yeah, I think that my job and my belief around the inquiry calls I think is really important. My business is working with students, but it's also, I believe, supporting parents. And that's really key. And I think that comes into play with the success of my inquiry calls. I want parents to know that I'm advocating for their child and that I'm in their corner. And I think I want them to know that I'm like there to build. So if I do the inquiry call right and have a really good step forward in our relationship, if straight off the bat we have a great relationship and that's the first meeting, that inquiry call, that sets me up for long-term success. I think with that client, future clients, because they're going to recommend me. And also I just want more of that long-term relationship because I don't want to have to keep looking for new clients to fill the spots. That's extra work for me. So the inquiry call for me is pretty much like the thing that I think is so important in my business.

Kirsty Gibbs: Yeah, I have to agree.

Hayley Grant: Yeah, and so my approach, I don't want to talk about this in detail because I do think it's really important. And my approach. Which is almost like a first date. I'm bringing my best self and I want my clients to know my business values through our conversation, right? If I'm feeling tired that day, I do not do an inquiry call. Or if I am feeling tired, I don't let that show in my inquiry call. Like you are literally there to bring the best version of yourself. I have shifted my perspective from, oh, this makes me really nervous to, I love doing my inquiry calls. I get to converse with parents and have a chat. And I also think that it's, you know, every child that you have, it's like a little puzzle. And for me, I love that. It's like a challenge and I want to find out more. But to be successful, what I do is I usually give myself 30 minutes. I know that might seem like a lot of time, but I don't want to be rushing the inquiry call. I'm going to explain why I do 30-minute inquiry calls. Sometimes it's not 30 minutes. Sometimes it's like 10 minutes. But I do allow myself that time just in case it goes over. I think for me, I play into my strengths like I'm pretty bubbly and outgoing. And I go into the call wanting to make the client or potential client feel really comfortable. And I do that by making sure I know their name and I know their child's name before we even start, just so that it's really personable. So I guess the most important thing that I do is I let the parents, and usually they will start venting to me once we get the introductions out of the way. They are feeling frustrated, concerned, hopeless, like, you know, the schools may be not supporting them like they want or they thought that the school would. So my job is honestly to just listen and to empathise with what they're saying. I think that that is just so, so key. Don't interrupt them. Just let them speak. They probably just need to get a lot And I think you're one of the people too that I remember when I did your course initially, I think you mentioned this as well, like to actually let them speak and take a step back. And that was really valuable information. I think I always acknowledge their concerns and also acknowledge that they're seeking help. And that's like a big step. for some parents, that is a really big step. Like they're moving forward with acknowledging that their child needs help and therefore they're going to do that. I think asking probing questions is really key. Really figuring out what it is that the child needs support in, what support they've already received, asking them about, you know, school grades, previous intervention. I think parents want to know that you're thorough and that you do your job well. And I've even had a parent say to me at the end of an inquiry call, like, what? Wow, like you really wanted to know about my child. And again, that sets you apart from other tutoring businesses. I think reassuring parents that you're there to help them. And this is where also I can do those quick explanations as to how I can do that through, you know, an initial assessment, creating some learning goals, using some of the specific intervention practices that I'm trained in, that sort of thing. I think the hardest thing, and it's something that I'm still working towards, is when you get to the pricing point in the conversation, because it's always going to come up. I always like to make sure that that's more towards the end, not straight away, because I think parents could maybe be a little bit more on guard when you mention pricing straight away. And I think they need to get a feel for who I am before that's mentioned. And for me, in terms of pricing, I just kind of say it how it is. activity and this is didn't So Sometimes, depending on the parent, I might say, this is because I'm a fully qualified classroom teacher, you know, these are the things that I offer. But it's never really an issue, to be honest. And another few things just to touch on as well is by the end of the phone call, I don't ever force the parent to make a decision on the spot. I always say to them, I'm going to give you some time to think about that and think about what I've said, but I am going to send you an email with everything that I've mentioned. And in the email, that is when I attach the enrollment form, the cancellation documents, everything so that they're ready to go. However, I do like to still create a sense of urgency. And to be honest, I think I only had, I opened up 10 additional spots in preparation for expanding my business and they were filled within a week. So me saying, this is my busiest time of year, but I'm going to allow you. Some time to think about it. I'm going to reserve this spot for you. You just get back to me as soon as you can. It's that sense of urgency. So we're not doing this rigmarole for like a week or two where they're thinking about it. I want them to action it. Otherwise, it's more work for me. And the last thing, sorry, I'm going into a lot of detail, but the last thing I do, and I think it's coming from a bit of a psychology perspective too, is I always thank the parents for their time. And talking to me, I think parents are so busy and have such busy schedules, and I want to recognise that as a professional and acknowledge it. And I think that leaves the conversation on a really nice note.

Kirsty Gibbs: Wow, that's amazing. I think you're so thorough. I'm just thinking, tick, tick, tick, all the things that, you know, I think that you've heard me talk about and more you've implemented. And it now. Now it goes to show because those parents are converting. And this is a little side question. Do you ever feel salesy on these calls?

Hayley Grant: Do I ever feel sorry?

Kirsty Gibbs: Salesy. You know how some people say, I don't like selling myself?

Hayley Grant: I don't. And I also think I come from the perspective of what if I was a parent, but I'm not a parent, right? So this is hard for me. But if I was a parent, what would I want? And I want the inquiry call to be more of a conversation. And, of course, there's going to be little times where it is a little bit salesy, but then I kind of bring it back to this is just a conversation. I'm just finding out more about your child. I don't ever want to feel like parents have this pressure to make a decision or feel like it is salesy, because I don't think that that wouldn't be successful for me. No, and that's when it feels uncomfortable.

Kirsty Gibbs: But I think when you genuinely know you can help someone and you genuinely care about what they do, I think that takes away the salesy feel. Also the fact that, like you said, you're asking questions. So when you're asking questions, you're building trust because they're like, oh, she actually wants to know about my child. And so I think, I hope everyone was taking some notes then or comes back to listen to this and takes notes because you just nailed it. Like everything you said was fantastic. And even introducing a little bit of scarcity without it being too pushy and saying, hey, I've got a spot for you. You know, this is a busy time for me. I can hold it for the next couple of days or whatever it is that you say. I'm going to follow up with email. Like all of that is fantastic. Bang on. So well done. And thank you so much for sharing that in such detail. I know some people would have been like, no way, I'm not going to share that. That's the way I do it. But I love, I love your vibe of. And I mean, like you can, you can attest, is that the right word for this? That's what our community is like, you know, that's when I work with clients, we have our group coaching programs, that's what it's like, it's sharing. So I love that you've come on here and shared it beyond just our coaching group, and actually, to the whole world. So thank you, really appreciate, appreciate you for that.

Hayley Grant: Yeah, yeah, thank you for that. And, and, you know, I think there's space for a lot of tutors, and I want other people to do just as well. Like, I think that's really important. And this is my area of strength, right? But there are some areas that I'm still developing, and I would love people to share that with me so that I become a better tutor, too. So I think, I guess, sharing is caring. I like that mentality.

Kirsty Gibbs: 100% sharing is caring. And that's, it's about building a community, right? It's collaboration over competition. So now you've clearly built something with your service. That people want and parents are literally asking to be waitlisted. What do you think it is about your business or your approach or your energy? I mean, you've kind of touched on this a little bit, but what do you think it is that's making people say yes?

Hayley Grant: Yeah, I think my approach and I think the vibe people get from me when they first meet me is that I'm really friendly, but I'm professional. I'm supportive, but also very passionate about what I do. I think overhauling my website was just such a great business decision for me, and I even got professional photos taken so that people can see what I look like. And there's lots of smiling photos of me on my website. I think that that really helps for people to have an image of what I look like, even before they talk to me. And I just really like that I can direct people as well to my website, and I'm really happy with the information I've provided. And I also included a specific... Page on dyslexia because that is one of my areas where I've specialized in. And that has actually been one of my most viewed pages since I, I guess I relaunched my website. So I have things on my website to assist parents. I think that that's really key. And at the end of the day, I honestly think that I have just built some really like trusting relationships with my current clients. I think I'm just really approachable. And I like that about myself. And I always have time for parents at the end of the day. And I know I'm not a parent, but I know how challenging it is being a parent. And I see that. And that was actually really nice, you know, starting my tutoring business, being mobile and going into parents' houses, clients' houses, and seeing how families operate and actually getting a little bit more of a perspective on that. And now that I have seen that, I think I can use that knowledge. use. way, class isρω Sioux. you. When I expand my business and, you know, go from mobile to having an office.

Kirsty Gibbs: Awesome. So good. So looking back even just a few months, what's something that you believe about yourself or your business now that you maybe didn't believe before?

Hayley Grant: Oh, definitely that my services are of a high quality and that I'm worth the money.

Kirsty Gibbs: Awesome.

Hayley Grant: I think that's the biggest thing. Like I said, I think when you're a teacher, I don't know what it's like in other states, but in ACT, it is, you know, the teacher quality is high, right? And like I said previously, as a teacher, you're always thinking of ways that you can be better and that's great. And I still do that. I'm still able to self-reflect as a tutor. But I think it's just like actually acknowledging that I am where I am at the moment. I am a good teacher and I'm a good teacher tutor, as I like to call. I think that that is something that I believe about myself more and also that this can be a full-time job and I can leave the profession. I don't have to have one foot like out the door and still be on the fence. I can actually do this and other people have been successful and I can run my business how I want to run my business and be successful.

Kirsty Gibbs: Cool. That is what I'm here for. I love that you feel that now. That is pretty much my mission just summed up there. So ticking that box. So to finish off, what made you decide? Because obviously, like you said, you actually did Tutor Bootcamp at the very start. So we had a fall and then you did Tutor Bootcamp, which for those listening is my self-paced online course to show you exactly how to start a tutoring business. If you haven't checked it out and you're thinking about starting a tutoring business, kirstygibbs.com. So you did that and now you've just joined us in the brand new coaching program, The Profit Pathway. What made you, though, decide to start working with a business coach both times? Because not only did you just do the course, you've come back again to say, OK, I'm ready for the next lot instead of just, you know, trying to figure it out on your own like so many people do.

Hayley Grant: Yeah, I think the best thing was actually having you as a contact just for just the context. I don't know if you remember this, but I think I joined this exit teaching group on Facebook and then I decided I wrote a post about how I wanted to set up a tutoring business, but I didn't know how to do it. And then you commented and in a very friendly way with no pressure. So I really loved that. And then I did the course and I wanted to do the course because I literally had no idea where to start. I. I knew nothing about setting up a business and I wanted to do it on my own. didn't want to rely on, say, my partner who had set up a business before to help guide me because I didn't want to put that pressure on our relationship. I wanted it to be an outside kind of source helping me and me doing it on my own. And, you know, the information you provided was so valuable. I came up with a business plan. I wouldn't have done that. And it was just great. And I really enjoyed that. Then I gave myself a year to really settle into the business. And then I reconnected with you because you were posting things on your stories, on your Instagram stories that I was connecting to. And I knew that if I wanted to expand my business, I had to action some things that were not working well. And one of those, so some of those is, for example, understanding profit and loss accounting. And one of those I'm still working on, although it hasn't. It hasn't been a huge thing that I've had to do because I've just had so much success with inquiry calls. But that's something as I expand my business, I need to learn how to do better. And I think for me, my strength is that I'm a great teacher and I'm obviously pretty good at, you know, communicating with parents and students too. And it's okay that I'm not that great at doing some of the admin stuff and that I need support in doing that. And you have strengths and you have weaknesses and they're some of my weaknesses and I needed support in that.

Kirsty Gibbs: Awesome. Thank you. Thank you for such an honest answer. Once again, like we aren't and we can't be experts in absolutely everything. And so I think when we try to do that, we just don't do a great job across the board because we're stretched so thinly that either we drop a ball, or a ball explodes or our business just. So I love that you thought, okay, I need help here. I know that I can't do all these things. And you've owned that and there's nothing wrong with that. Like you said, I have a business coach and I have had on and off being inside different coaching programs. And it's because there's always more to learn. And you've got to figure out what is it that I need in my business right now, which it sounds like you did at both stages. First, you're like, first, I need to know. How do I even start a business? So who's someone that can help me with that? And then you've said, I need to understand my business now. Like how do I grow it? Which includes your profit and losses and the money side of things and the marketing. I need someone to help me with that. And that's what, honestly, I've worked with so many businesses now. And I got a little bit ranty a few months ago. I had to really rein it in because I'm just so sick of seeing. Ladies particularly, leave the classroom to start a tutoring business to actually work more hours and pay themselves less. They think that that's okay because they're helping people. You can help people and also help your own family. You can help people and still, you know, be contributing to your financials at home. You don't have to just help people and, you know, if that's what you want to do, that's called a non-profit and that's a very different sort of setup. So I love it when people identify, I need help here, whether it's getting a coach, whether it's outsourcing, whether it's bringing on team members, whatever it is, and actually taking that action so that they can grow to that next stage because otherwise you just become stuck in that side hustle phase and you're not actually making profits and you're working so many hours. So I'm really, really happy. Happy for you that you've, you know, taken action to invest financially, but also your time to actually grow and learn. That's awesome. And I also want to just touch on really quickly because I think this is so important.

Hayley Grant: I mean, there's lots of business coaches, but the reason I was drawn to you is because I think that teachers are very sensitive people. Cool. And they have left us, in some cases, they've left a system where it wasn't working for them and there were some issues. And I think the way teachers think is maybe a little bit different to the average person. And I've definitely learned that because when I talk to my partner, sometimes he's like, you know, he kind of can't believe some of the things I do just because teachers, give so much of ourselves. Right. And we give so much to our profession and we've learned to do that and you need to find that balance. Right. When you have your tutoring business, like you mentioned. And so I think for me, working with you is being great because you are a former teacher. I just think that you understand us. I think that's really, really key. I think non-teachers probably won't have that understanding of how teachers' brains work. And I've noticed that through the course. It's like you're reading my mind. And it's crazy because the thoughts that I've had you acknowledge because you just get us. And I think that that's really, really key. So I just wanted to end that on that note.

Kirsty Gibbs: Amazing. Thank you. And thank you for the feedback because, you know, it's been a while since I've been in the classroom, but I still feel like it's such a vivid memory. And I do think that we bring, like you said, it's just we have these big kind hearts. We go, it's not a profession that a lot of people can go into, right? Like you meet majority of people and they say, I could never be a teacher, you know? That's literally what comes out of their mouth. I don't think there's many professions that people say that about in, like, just such an open way. And I think it is because deep down we want to help people. And then there's that trap when you go into business of just focusing on the helping. But I guess if you flip it as well and think you can actually help more people if your business is running more efficiently, you know. So if you learn how to build a business properly, then you can help more students. So, you know, for those of you who are sitting there going, I don't want it to all be about money. Like, I get that. That was a mindset block I had for a very long time too. But just side note, money, you can use money for good.

Hayley Grant: Money isn't necessarily an evil thing.

Kirsty Gibbs: But flip it then and think about the impact that you can make instead. When you know how to run your business effectively, if that's marketing, if that's looking at your profit and losses, if that's, you know, knowing what services to offer and creating. Really amazing offers within, you know, your niche, then you can help more students and more families. So you don't have to feel salesy about it. But anyways, I won't go on too much. I feel like that could potentially be another podcast episode there. But thank you so much for your time today. I really, really appreciate it and your honesty and opening up for everything. And if people want to follow along, what's the best way to find you? What are your website and your social details?

Hayley Grant: Yeah, so it's just transformtutoring.com.au. That's my website. My socials need a little bit of work. Like I said, I've been prioritising those inquiry calls. So you can definitely follow me on socials, but there isn't an abundance of stuff at the moment. But yes, you can definitely follow along with my website. And yeah. Thank you. Thanks for having me.

Kirsty Gibbs: Just so Hayley doesn't feel awkward here, it's okay to not have much going on on your socials. You've got to figure out where your strengths are and you've also got to figure out where your type of audience are hanging out. And if you're getting leads that are converting into enrolled students and they're not coming through your socials, then you don't need to put all of that time into your socials. I do recommend that everyone has those pages so that parents can go there and then, for example, click in the bio to get to your website or something like that because there are going to be parents like me who do go onto Instagram to find a business. So you want to have that presence but you don't need to put all of your eggs into that basket or beat yourself up because you haven't made reels every day or every week or it's okay. You know, business has actually existed before reels. So as long as you've got a way of bringing your leads in and you know what that is, Then that's okay. Thank you again, Hayley.

Hayley Grant: Really appreciate your time.

Kirsty Gibbs: And if you've loved this episode, make sure you comment and leave a review.