The Low‑Ticket Funnel That Built an Agency | Jason Wojo

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In this episode of Wealth Made Simple, Karlton Dennis sits down with Jason Wojo, a digital entrepreneur who built a thriving marketing agency by mastering the art of low-ticket funnels. Jason shares how he went from struggling to find clients to creating a predictable system that turned a simple front-end offer into the foundation for long-term agency growth.

He opens up about the early challenges of selling services in a crowded market, the pivotal decision to shift into low-ticket funnels, and the lessons learned while scaling his digital marketing business. What started as a straightforward experiment became a proven process for attracting the right audience, building trust quickly, and converting small offers into high-value client relationships.

This conversation goes beyond funnels and dives into the mindset, strategy, and execution needed to stand out in today’s digital landscape. Jason breaks down how entrepreneurs can use low-ticket funnels not just to generate leads, but to establish authority, create consistent revenue, and scale a sustainable agency. Whether you’re just starting your journey in digital marketing or looking for a smarter client acquisition model, this episode is packed with actionable insights you won’t want to miss.
 
#marketingdigital #salesfunnels #wealthmadesimple

Transcript

SPEAKER_01 0:04

Welcome back to the Wealth Made Simple Podcast. I got here with me one of the world's best marketers in the game, Mr. Jason Bojo. How's it going? Thanks for having me. I'm absolutely stoked to have you. Tell us a little bit about yourself, man. I mean, I just started doing a little bit of research on you. Most of my friends already know who you are. Your name pops up everywhere. You're one of the biggest marketers in the space. But I want to kind of reel it back a little bit and kind of figure out how you got into entrepreneurship and then crossed over to doing online internet marketing.

SPEAKER_00 0:29

Yeah, so I originally started my whole journey in culinary school, crazy enough. I was in culinary school for a year. I went to SUNY Del High, which is like upstate New York, near like Oneana area. I did that for a year and I started hating it. I was just like, I don't want to be a cook. I don't want to make $15 an hour. And I was stressing me out because my dad and my mom were always in my face about like what I was going to become and if I was going to be okay and all this stuff. Like parents are always worried about that stuff, so I get it. And then I started going online and getting curious. Yeah. And I started like, you know, researching about like Pokemon cards and flipping. Like that's actually one of like my biggest side hustles is Pokemon card flipping.

SPEAKER_01 1:06

Really?

SPEAKER_00 1:07

So that's all I do like on the side now. Like I have my agency and that's cool, but I freed up so much time that I built like an esports team on the side with Pokemon trading cards, and we have streamers who just stream all day on whatnot. And just I provide them inventory and they just sell cards all day, like around the clock. Um wait, explain that to me.

SPEAKER_01 1:25

How do you make how do you make money off of owning Pokemon cards?

SPEAKER_00 1:29

So like we'll buy big booster boxes.

SPEAKER_01 1:31

Okay.

SPEAKER_00 1:32

Right? And they'll have 36 packs in them. I'll spend 200 bucks on a booster box and I'll take all the good polls, which you get 36 pulls, you'll get 15 good pulls out of a pack.

SPEAKER_02 1:41

Yeah.

SPEAKER_00 1:42

Well, out of a box. And I'll take the 15 pulls. They go on there for like these are cards that range from 10 bucks all the way up to like 300 bucks. So it just depends on what the market values them at. And then they'll go on whatnot and start a bidding war. And all these people will join your live, like an Instagram live. Yeah. Except all of them are there to buy your cards. So now when I put up a card, it has a timer, like 30-second timer, and now all of them are just swiping and bidding, like $6, $7, $8. And it's just like a huge bidding war.

SPEAKER_01 2:06

This is on what? This is on where? Whatnot, it's called.

SPEAKER_00 2:08

So it's it's basically like WhatsApp, but whatnot. Just a knot on the end, N O T. It's so badass, dude. A business model you have going right now. Bro, I tell people this all the time to do it, and they always look at me like I got four eyes. We started two months ago. It does 100k a month already.

SPEAKER_01 2:23

And I just wait, hold on a second. Hold on a second. Because I had tons of Pokemons growing up. I remember playing the blue version, the Sapphire, Ruby. I mean, bro. I was obsessed with Bulbasaur, bro. You mean to tell me I can buy Pokemons today at 32 years old and still make money off of it? You're making six figures.

SPEAKER_00 2:48

Yeah, like we have the streams, like they'll go on live for like five to seven hours, though. It's a long stream. Yeah. So five to seven hours, they'll get about 200 cards sold. So I supply a lot of inventory. Okay. So, like, you know, I'll spend like 10, 15 grand a week on inventory. So I'll spend like 60k a month to do six figures a month, which is not bad. Yeah. Like I'll take the profits, fun. Yeah. And it's something that I actually enjoy. So we have streamers who just line up where it's like uh Pokemon and then they do magic, sports. Like I just supply them inventory. And then they just do it.

SPEAKER_01 3:17

It's like an auction.

SPEAKER_00 3:18

Yeah. And then I pay each streamer a very low base, but a percentage of what they sell. So like they're incentivized to build the bids and like do all that. That is true. And dude, they love it. And the and the crazy part is is I took all my childhood friends and I let them do it. Because they're still stuck in like the, you know, make three grand a month and that's okay, and like that's weird. Yeah. But the 500 bucks a month plus the two and a half percent of them is like the fucking world. Wow. So like they enjoy it, they do one stream a week each, and like they love it. So I'm just like, all right, keep doing it, and that's it. I mean, I don't and then we just post like videos of like openings and card openings and stuff, and like I buy like those are like boxes, like secret boxes, where you'll pay like 400 bucks and they'll give you a signed NBA basketball. And you open it, you see who you get. So I make videos like that, and then I hang them up in my house. If they're good, if they're not good, then I you know I'll just sell them to try to break even. Um so this was your first business with selling Pokemon? First business, yep. And that was when I was in culinary school, and I started like making like 200 bucks a week, which is not a lot to people listening, but to a college kid who had no money, do 200 bucks a week, like you were killing it. Yeah, absolutely. And I was so saving money, and then I started going to these conferences that the school had. The these teachers would say, Oh, there's a chef coming to speak, like, let's go to the auditorium, whatever the hell they call it. Yeah. So I'd go there and they would always talk about, oh, you gotta work $15 an hour, you're not gonna make $100,000 a year until year 10. And I'm sitting there and I'm like, I'm like, dude, like this is not it. So then I finished my semester, uh, dropped out, I kept doing Pokemon cards. So you dropped out of culinary school. Okay. And then I went back home to live with my parents because I started, you know, seeing how much kids were paying for room and board, and I was getting scraped. Um, I had a tennis scholarship at the time, so I got like some money for that. Um, and then I went back home, got another tennis scholarship, went to business school instead, and then for three years, um, I learned like, dude, there's like websites like EDU Birdie and all these like automation sites. Before AI was really a kick, yeah, I found about all of these like multi-chat browsers. Like, bro, there's so many things I was doing in college.

SPEAKER_02 5:13

Yeah.

SPEAKER_00 5:14

Um, I was doing EDU Birdie for research papers. I was using multi-login and letting people log into my screens on computers at the school when they would take my tests for me. So, like, dude, I know so many things that like dude. So, like, that's where I learned a lot of things.

SPEAKER_01 5:28

Is this what school taught you?

unknown 5:30

The internet, dude.

SPEAKER_00 5:32

So, like, um, I did a lot of that and then I started realizing like I had a real skill set for like solving problems and like just weird tech nerdy stuff. Like, I'm a big introvert, like massively. Um, like, like to be truly transparent, I haven't left the house in like 10 days. This is the only time I left the house.

SPEAKER_02 5:48

Yeah.

SPEAKER_00 5:49

So I don't leave the house for anything. Appreciate you leaving the house in the pod. I don't leave for anything, dude. Like, I I love being in my zone of genius and like doing the things that I enjoy, and like I like my ads, I like, you know, creative, I like funnels, I like the things that keep me sane.

SPEAKER_02 6:03

Yeah.

SPEAKER_00 6:03

Um, I feel like the more times I go outside, I just get like more drained from drama, and I'm just like, oh, let me just stay in my house.

SPEAKER_01 6:09

Yep. Um so you're more cave-like where you you could be locked in for hours at a time and not even know what time of the day it is.

SPEAKER_00 6:16

Yeah. And then like I put I put more money into my house than entertainment. So I'll buy things to keep me at my house so I can stay focused, like sauna, coal plunge, basketball court, pat, like all these things. I'm like, let's go there because if I just go to the movie for an hour, I go here for an hour, now we're getting distracted. All of a sudden we're at a bar drinking. I'm like, I don't like all that.

SPEAKER_01 6:34

Yeah. So I just, you know, I just put more stuff in the house. But there's something to be said about that, Jason, because I started doing that too, and I start seeing more and more of my successful friends spending more time at home rather than trying to go back to the gym to hit the sauna or go back to a facility to go take an ice bath. My friends and I were buying saunas at our houses, we're buying the ice bath at our place, we're spending extra money to set up the film room so we don't have to leave the house. Yeah. And I'm realizing, man, not only am I spending more time at home, I'm creating more memories with my daughter and with my wife because I would normally leave and not be able to see certain things that would happen at the house because oh, I'm at the sauna or at the gym or just away from my home. So I think it's it's a part of also just realizing that the more successful you become, too, you start to become a little bit unrelatable about.

SPEAKER_00 7:24

Do you feel that sometimes? So the thing that I've always branched it to is that the reason why I'm seeing this like caveman stuff more often is because um, like like I was talking about drama, I think mental health is like worse than ever. Like with all the social media stuff and expectations and like expectations versus reality and all these things that people are going through, it makes people like us who have a higher level of intelligence get exhausted from normal everyday people. So that's why we kind of cave ourselves in. And I just came to that realization over the last like maybe eight to twelve months. I started to realize like, why am I not going out as much? And then when I went out, I was always getting in a conversation I didn't want to get into, talking about this politic thing and this thing. And I'm like, I don't want to do, I just want to get my food and get the hell out of here. Like, this is like, and that's when I was, where is my zone energy? Where am I the happiest? And that comes to when you're more successful, you're actually happier with being by yourself most of the time. That that alone time is massively important.

SPEAKER_02 8:17

Right.

SPEAKER_00 8:18

Like a lot of people say all alone time means that you know you got depression or whatever. It's like, no, you're just happier with yourself than getting all of the approval from everybody else around you. And uh that's just what I was like really happy about. Like I found that early at a young age. Um most people are still chasing validation. It's like I'm okay with being in my house. And my friends make fun of them all the time. They're like, oh, like we will we do we we don't invite Wojo because Wojo won't come. I'm like, yeah, because I don't want to like football games. I don't want to go to the Arizona Stadium, drive there, be in traffic for an hour, park my car, walk away there three hours. I'm sweating. I go home, I'm like, dude, I'm burnt. Like, I'd rather just sit at home and watch the game.

SPEAKER_01 8:52

Go watch the game from home.

SPEAKER_00 8:54

And I get a better view at home.

SPEAKER_01 8:56

Yeah, you can't.

SPEAKER_00 8:56

Like, I see everything.

SPEAKER_01 8:58

There's so many times where I'm at like a UFC fight and I paid like thousands of dollars to be like on the floor. And then I get there and I'm hyped up. You know, I got the drink. I'm now walking, I'm getting all hyped up. And then I'm like, oh snap. I have to look around people. I have to look past this person just to see to the ring. I paid $3,000 for this ticket and I could have paid $79 to UFC online, ESPN, and could have got, you know, perfect seats at my house and ordered pizza to my house and not have to worry about getting up from my seat. Totally get that. All right, so Pokemon was the first passion, and then you left culinary school, came back home, and then you started realizing what? I need to make money, but Pokemon is not gonna cover all of the bills at this point in time. So when did you start pivoting?

SPEAKER_00 9:43

Then I got more curious on like eBay and YouTube and started looking up more stuff about Pokemon, and then I found Ty Lopez's ad. The whole like SMMA. Was it the Garage ad? Yes, it was the Garage ad. I got hit with that. That's one of the most iconic ads of all time if you ever watch it. Yeah. Um so like I got that, and at the time I didn't have a lot of money. I maybe hit like three grand in my name. Yeah. And the course was 997. I was like, fuck it, like I gotta try. So I did it, and I was so scared, dude. I was like, oh my god, I spent like one third my net worth on this. So did that, um, went through pitching like local businesses, local brick and mortar, seven-day free trials. That was the whole point of his program in the beginning, then he updated over the years. But it was seven-day free trial, get them in, then charge $500 a month, and it was Facebook ad management, social media management, all that jazz.

SPEAKER_02 10:26

Yeah.

SPEAKER_00 10:26

Started doing it, and then I got to like three to four grand a month. And I was like, I don't want to go get a job. When I'm done with school, I'll just go take this money and just go live somewhere. And when I was a kid, we would always go on cruises. That was the best thing that my parents could do. We'd go on carnival because like cruises are really cheap.

SPEAKER_02 10:44

Yeah.

SPEAKER_00 10:45

Like people see cruises, they're like, wow, so expensive. I'm like, bro, it's way cheaper to go on a cruise than go anywhere else.

SPEAKER_02 10:50

You're absolutely right.

SPEAKER_00 10:51

Um, so like we used to go on cruises, and that was the best my dad could do, and I appreciate it. But like we went on carnival and I used to see palm trees in Florida. And I was like, palm trees are really cool. Like, I want to live where there's palm trees. And I would always rave about these palm trees. It was a thing when I was a kid.

SPEAKER_02 11:05

Yeah.

SPEAKER_00 11:05

So I said, if I'm gonna move anywhere, I'm gonna move where there's palm trees. So then I went on Facebook Marketplace, I found this place for like $750, $750 a month in rent. Uh, FaceTimed the guy, he was like, I've never been FaceTime. I was like, dude, I'm not a weirdo. Look at my Instagram. Like, I'm not, I'm not crazy. I don't need to view it. Like, is it really $750 a month? I can get the hell out of New York. So then I paid him, Venmoed him, and he was like so stunned. And then I drove 18 hours, went to Orlando from New York, and then I just like started grinding on my laptop and just I kept, I was doing cold calling, still doing cold email. I was doing the same stuff that Ty was telling me to do. And while I was, you know, pitching places, I did have to lose like one third of my clients because they all wanted me local in New York. And I was like, damn, I gotta give up one third of my income. And then another half of it was going to rent now.

SPEAKER_02 11:49

Yeah.

SPEAKER_00 11:49

Because I wasn't making as much. So I was like, okay, while I was pitching and driving around local businesses, I did Uber Eats in between.

SPEAKER_01 11:55

Yeah. Wow.

SPEAKER_00 11:57

Dude, I was like You're grinding. I was sweating.

SPEAKER_01 11:59

Yeah. Yeah. Full hustle mode all the way. And you got the place for $750. Was it what you expected? Was it nice? Was it not?

SPEAKER_00 12:06

It was actually really nice. It was I lived in a module home when I was a kid. Okay, one of those like pre-made, like $70,000 module homes. I went in this room and it was like a 400 square feet room with a bathroom, and I was like, bro, I never had my own bathroom.

SPEAKER_02 12:19

Wow.

SPEAKER_00 12:19

Never did. We all shared the same bathroom at home.

SPEAKER_02 12:22

Yeah.

SPEAKER_00 12:22

And I was like, damn, this is really cool that we had a dog there and never was allowed to have a dog when I was a kid. So actually it was a blessing in disguise. And they were like really awesome kids to live with, and I still taught them every day.

SPEAKER_01 12:32

And this was your first time moving away from your parents. So can you talk to a little bit to talk to the listener right now and maybe share with them how impactful just leaving New York was for you and being on your own in Orlando.

SPEAKER_00 12:44

I think it was about leaving the old environment. A lot of people who stay in the same environment, they just tend to have that complacency. So I had to expand on that environment and like see what was new. Like I had to take on my own bills, I had to go to the grocery store by myself. Like I had to do all these things that like actually made me really excited. Yeah. Like now that I look back at it, like there were things that were fun. Like driving in a place where you don't know where to go. You know, always using Google Maps. I was always trying to get around. I was like, this is cool. Like that, I don't know where I actually am. I have no friggin' clue what road I'm on. Like it was just like curiosity to me. And I knew I had to make a change because all my friends around me were like, Yeah, like what's your resume? What's this? I'm like, oh my God, this is like so crazy. I'm just like so beat by this whole resume thing. Yeah. Um, and then on top of it, like I knew that I was uh smart. I just knew that I was an introvert, and I always tried to hold that against me.

SPEAKER_02 13:33

Yeah.

SPEAKER_00 13:33

And I was like, oh, like, am I gonna be successful if I can't like talk to people in big crowds and do all these things and yada yada yada? And I always like would put that in the back of my head. And then I realized, like, you know what, if I'm really that good, like people will still seek me even if I'm introverted and can't have crazy social conversations. So that's where I was like, all right, I'll just stick to what I'm good at. I'll stick to one thing, get really good at it. Yeah. Right. And I saw all these people online who were like, oh yeah, side hustle, side hustle, side hustle. I was like, I'll do a side hustle once I have money, right? Because that's where the side hustle becomes like a passion project. Correct. It's like an older guy who's retired building his garage. You know, it's like that's the way I look at it. Yeah. Like the guy retired, now he can do whatever the hell he wants with the lawn, with this, with that. It's kind of like my dad. Um, so I was like, all right, once I make money, now I can do side hustles. And I put the Pokemon stuff to the side because I just didn't have that much cash on hand for inventory. I knew I had to keep spending more on inventory. It's kind of like the e-com model. E-com is really hard to make money. Like, people talk about all-time online. It's like, there's only a couple people that I know that actually make real money on e-com. It's like Josh Schnow, you probably know who that is. Like, he's a good friend of mine, he kills it. And it's like the margins are lower. It was a keeping inventory, get a warehouse. I'm like, let me just do services. Higher profit, I can use my brain, I can do this. And that's what I went for instead. And then I just started, you know, making funnels and building clients' websites and doing all that. And then I've got to do that.

SPEAKER_01 14:50

When did funnels when did funnels enter into the conversation? Because for me, I didn't know what a funnel was until my brother taught me what a funnel was, and he was a big Sam Evans and Russell Brunson fan. Primarily, he was in Sam Evans uh mastermind and studying the whole Sam Obbins uh Kool-Aid. But it was just one day that he brought the whole idea of what a funnel was, and he drew the funnel on a board and just said Carlton everybody funnels down into the offer. And I'll never forget that conversation that you had. When did that moment happen for you when you learned funnels and you knew that most business owners don't know what the hell funnels are?

SPEAKER_00 15:24

So when I found out about a funnel, it was when I was building websites and I started seeing all the traffic not converting as high. So, like when you send traffic to a website, it does way less because there's too many options on the website, too many buttons and shit. Yep. So then I had a mentor at the time, his name was Greg Berry, who's very smart, he runs like a t-shirt embroidery business, and we ran this company called Hustle Out. He's one of my first clients on Upwork. That's where I used to get clients too once I got more into the internet and like funnels. So we had a ticket for an event. I went to a ClickFunnels event and they were talking about low-ticket funnels. Okay. And I was like, what is a low-ticket funnel? Like, this is weird. And Greg's like, yeah, self-liquidate your ad spend. Like it's a funnel. There's upsells, downsells. I'm like, Greg, this is like too much different right now. Like, what why am I going to this event? It was in Texas. He got my planes. He was a very good friend of mine. Um, went there, and I learned about this low-ticket funnel thing. And then I forgot what the guy's name was up there. I think it was Frank Kern, I'm pretty sure. Okay. And he was like, Yeah, dude, sell something for seven bucks and then keep upselling and keep raising the price on the add-ons. And I'm like, doesn't that kind of seem weird? Like, why not just sell the whole thing in one batch? He was like, no, dude, like it's a higher commercial rate on the seven, then you go 27, 47, 97, you keep hiking. And I was like, okay, I'm gonna do this. He's like, dude, here, like, yeah, there was like a little package at the event, it was like 397 or whatever the hell it was. It was like a downsell, and I took it, it had funnel templates, and I was like, ooh, templates, okay, cool, I'll take that. So then uh I got that, went home, and I started thinking, like, what do business owners want right now? That's a low-ticket offer. And at the time, no one had this idea. This was the offer that like put me on the map in the beginning, and I called it the 100 ad templates. Okay. So I was like, I got these funnel templates, cool. Let me take a hundred of my best ads, script them out, do fill in the blanks. I put it all in canva. It was 290 slides, and I sold it for 17 bucks. Bro, I shit you not. This offer changed my life forever. I launched the ads, I wake up in the morning, okay? I'm scrolling on my phone, and all I see is Stripe fucking just down the row. And I'm like, what just happened?

SPEAKER_01 17:28

Payments are happening on your stripe account.

SPEAKER_00 17:29

It was ridiculous. I did the first month I ran that offer, I went from six, seven grand a month to thirty grand a month. Whoa. The next month I went to 170,000 a month, and my income and life changed so goddamn quick. And I got ahead of the whole low-ticket thing when everybody else was like sleeping at the wheel about it. This was something four years ago. Four years.

SPEAKER_01 17:50

This was in 2021.

SPEAKER_00 17:52

I got ahead of this low-ticket thing when everyone was at the fucking wheel of sleep on it. Wow. Now it's harder because ad costs are higher over five years of compounding and so much competition. Now everyone knows what low ticket funnels are. And it's like it's it's it's insane now. There's freaking one every time I swipe.

SPEAKER_02 18:06

Right.

SPEAKER_00 18:07

And I got on it and I was running ads just in the US, and it was starting to churn. I was getting all these buyers, and all of a sudden on the thank you page, I put a calendar link. So I was like, oh, like I'll let people book a call so like I can onboard them for a $17 product. What the hell was I thinking? I was like, bro. So I'm getting the calls though. But here's where things got fun. People get on the phone, they're like, dude, this stuff is great. Do you have one-on-one coaching? And I'm like, what the fuck is that? I do services, $500 a month. They're like, no, I just want you to look in my ads and look over my stuff, or can you just do it for me monthly? So then I started getting all these book calls, and people were just giving me money on the phone. New problem. Bro, it was crazy. And then my life just changed over four months. Hold on.

SPEAKER_01 18:47

How fast were you able to spin up a consulting business or an agency that can essentially essentially audit people's ads and then start providing them? Because it's just you at this current moment. Yeah. You created one offer through one funnel, low ticket, and dropped it. Changed your life, started making 60 grand a month. Now people are saying, hey, I need to work with you on this. How fast did you solve that problem?

SPEAKER_00 19:13

Man, I was a psycho. I did that shit in like a week. I solved that thing so quick because I had to. And that was one of the things I always tell people. I was like, dude, if I just have a problem, like um the biggest question I get asked is why are paid ads so important? And I always say, because they expose every problem in your business that you don't see. If you make money organically and with word of mouth, those clients will never give you a problem because they already trust you. When you sell cold traffic people, they will now define how good your product is. Correct. Because they don't know that much about you and they're taking a leap of faith or a chance. So now when I'm running ads, I'm like, okay, like, you know, like my products in the beginning of being made, they were not the best. Yeah. I put them together, I thought they were good, but then I started getting feedback. Oh, I don't like how the calls are on next day. I don't like how the call is only 30 minutes. Start getting all this feedback, and I'm like, ah, shit. So then I had to keep changing the product over time, and then it became better because I had ads behind it.

SPEAKER_02 20:02

Yes.

SPEAKER_00 20:03

And like when people started asking for the services, like, dude, I was working 19 hours a day. I didn't do anything else. Oh my God. I did nothing else. And then since I was making more money, I could buy now Uber Eats to get the food, and so I could still say, like, you know, healthy and eat and shit. Um so then, you know, I started handling all these clients on my own. Like, that's what I was doing. So I would get up at like seven-ish, get my Dunkin' Donuts, come back home 7:30 to like 11 with sales calls. Okay. I was hammering all the deals, and then from like I had lunch, and then from like 1 p.m. all the way to 8, fulfillment. That's all it was for me.

SPEAKER_01 20:35

Which means you're sitting there looking at other people's ads, emailing them back what they should be doing.

SPEAKER_00 20:39

No, they were booking calls. They wanted the recordings of the calls. That was the whole point of the offer that I kind of shot myself in the foot for was that they all wanted to get on calls. So I would get on like 20 calls a day. It was absurd. It's 20 minute, 30 minute, 15, check in here. Like it was crazy.

SPEAKER_01 20:53

When did you stop doing that?

SPEAKER_00 20:55

Uh when I when I when I hit burnout.

SPEAKER_01 20:56

Yeah.

SPEAKER_00 20:57

I hit burnout, had like a huge like health problem. Um that wasn't like a health problem, but it was like I started to lose weight and I was having stress, and I like randomly passed out one day. And I was like, holy shit, like I can't do all this anymore. Like I was very exhausted. Um and then like I realized like, you know, I had to get IV and fluids, like nothing insane, but it was just like a wake-up call from the state. Yeah, something has to change. Yeah.

SPEAKER_01 21:19

Yeah, you're passing.

SPEAKER_00 21:20

And then that's when I started going on Upwork, Indeed, LinkedIn, like f trying to find people, hire them. Um, I started posting on my Instagram story, hiring people there. That's a big hack for us, is like my Instagram story gets me the best employees. Really? When I go cold indeed in LinkedIn, you're trying to sell people on the mission that you have when if they've been following me for a couple of years, but mission you you have they are in.

SPEAKER_01 21:43

Yeah, we just hired a tax pro and I had been posting on my social media 100k CPAs, 100k enrolled agents. And it's because we are growing so fast that like the hiring agencies indeed, like these people are coming in super green, bro. Like, they don't understand what tax strategy is, they may have the CPA license. Or the EA license, but they don't know how to consult tax strategy, what tax strategies are available. They're just super green. But as soon as I started creating posts on my social media account that I'm looking for more enrolled agents and CPAs with base salary, 100K, boom. Within the first 30 days, we just landed like a rock star. I'm super stoked about that. And I think that's an underutilized like marketing technique for recruiting.

SPEAKER_00 22:19

Yeah.

SPEAKER_01 22:20

Yeah.

SPEAKER_00 22:20

The thing that someone always told me was, oh, you don't want to recruit people from your story. That's what they used to tell me. They're like, oh, because if they become an employee, they're going to swipe your shit and run. Because they see how good you're doing. So they might try to seal your process and all that stuff. So I was like, if they want to do it themselves, they would go buy a program or get in the right room and they would do it themselves. Absolutely. Right. So that's that that was one thing that I was afraid of in the beginning. But then I was like, nah, like we got to do that.

SPEAKER_01 22:44

Is that common in the marketing world? Where people come in, work in an agency, learn the process of the agency, then spin up a new agency? Yeah.

SPEAKER_00 22:52

I've had employees two years ago we had an incident. The guy downloaded my whole email list and started basically calling all my leads that I paid for and all that. And we had to take him to court. That was a whole situation. Dude, that was absurd. Absolutely absurd. That was when we started tightening up on data and the cloud and all these things and user permissions and 2FA and all this crap that we do now. But like those things happen a lot more than people think. Wow. Or they'll, you know, they'll start asking weird questions on an interview. Yeah. Like what software you guys are using? Like, are you guys using a template? And it's like we start getting these questions.

SPEAKER_01 23:28

You're interviewing us. Hold on a second. You're fishing for information so you can learn about that. Yes. So talk to me a little bit about the right type of client. When does somebody start spending money on ads? Is it when they hit 100K? Is it when they hit 200k? Do they should that so someone consider ads from the onset of a business? And when you're working on scaling somebody's ads, what has to happen before you start scaling?

SPEAKER_00 23:55

So, first thing is that I put money into ads as soon as I had money. And that's just like a limiting belief thing that people have is that, oh, I have to have this thing ready before I spend money on ads. Or I people like that's a whole offer validation thing. So to answer your second question, you have to have a validated offer, you have to have systems in place, you have to have fulfillment, you have to be able to have some type of success stories before you really start ramping up spend.

SPEAKER_02 24:18

Yeah.

SPEAKER_00 24:18

And you have to know your numbers. Like if you're just gonna spend more money on ads and you don't know what your cost per call is, cost per show, lifetime value, cash flow, all these things, like you're just gonna throw money at it and in hopes that you think you're profiting.

SPEAKER_02 24:28

Yeah.

SPEAKER_00 24:29

Right? Because a lot of business owners will say, Oh, I spent all this money on ads and the leads are bad. They're not bad. How fast did you call them? Oh, I waited a couple hours. You didn't call them in five minutes? No, I don't have the systems for that. I don't have a setter. I don't have they don't have anything. So it's like, I'm like, okay, well, ads are not the problem. You're the problem. Yeah. And they don't want to admit that because then it's a it's an ego battle.

SPEAKER_01 24:52

Okay, so this is no, this brings a very good point because you can spend money on ads and get your customers right there to the doorstep, and you don't have the systems to be able to get them to cross through the door. So talk to me a little bit about what are you what are you auditing for before you onboard a customer? What makes a customer a good customer? You said fulfillment being one of them, but what else goes into fulfillment?

SPEAKER_00 25:13

Seconds their offer. Like offer is one of the most important parts. Like if I see someone's headline on a landing page, I know if your business is doing well or not. I can just tell. Headline is everything. Headline depicts your avatar, results-driven promise, your unique mechanism, your infatuations. All these things are derived from your headline. Every single thing in your ecosystem is derived from your headline.

SPEAKER_02 25:32

Yeah.

SPEAKER_00 25:32

And that just starts from literally the ad, the ad copy, the landing page. Um, second thing I look for is like ecosystem. Like, how are you doing organically? What's your SEO like? Um, do you have affiliates? Like, what kind of partnerships do you have? What kind of content do you make? Like, look at other things in the ecosystem and make them a good client or not. Um, because it means that if they're willing to do those things, they know that they can follow procedure. So, like, if I know a client's doing X, Y, and Z, I'm like, okay, they have the, you know, discipline to do X, Y, and Z, so they're not going to be a problem client. The problem clients are the ones who are like, yeah, I have money to spend. How fast can I make my money back? And I'm like, you don't run a business then. If that's what you think or what you look at, that's not how this works. Um, so yeah, and then the second is leadership. I look at their leadership. I'm like, hey, like, when we get partners and people on the phone who are part of a team, right, dude, I have a huge rule. If you join a Zoom call, I don't care how much money you have, I don't give up. Fuck. If you join on your phone, I cancel immediately. Join your phone, cancel.

SPEAKER_01 26:35

Yep. Don't take the meeting seriously. You're not at a desk.

SPEAKER_00 26:37

I'm like, bro, you're not at a desk. You just wasted my time.

SPEAKER_01 26:39

We can't pull up in the charts, we can't look at the numbers because you're on the move.

SPEAKER_00 26:43

I was like, this is crazy. And then I look at leadership, I look at how someone conducts a meeting. Yeah. Like I look at very small things. Um, but it's like, it all comes down to the offer, dude, because the offer, there's two sides to an offer. There is too much front loading, or you're taking them to the back end too quick. Yeah. So, like, if I front load too much on an offer, I now lose out on all the extra money that I could upsell them on.

SPEAKER_01 27:07

Meaning that you give in too much value.

SPEAKER_00 27:09

Give it too much value right away to where maybe I'm trying to get you in the front end and get you on a good price point so you can become a customer. Yeah. But now you're a customer and I don't really have much to sell you.

SPEAKER_01 27:17

Because you already front loaded everything that you have, nothing left in the tank, essentially. Got it. Okay. So that's one mistake people make.

SPEAKER_00 27:22

And that's one mistake. And then the second mistake is that you're going so high ticket, but you don't have the authority, you don't have the sales team, and you don't have the credibility to be selling that kind of price point or that product.

SPEAKER_01 27:32

So you priced yourself out of the ideal market for your customer, essentially.

SPEAKER_00 27:36

Because right now, like we're in like a trust recession. Yeah. Like we're finding it harder for people to trust things, and because all the online stuff, like I get it, like the coaching, the masterminds, all these things. Like, people buy so many things and they're like, it's information galore. Yeah. It's crazy. Um, and then on top of it, it's like people, when they run ads, they now have dictated responsibility to the platform. And I think that's a bad thing. That's why people complain about algorithms on Instagram, like the algorithm, like, no, you just suck at content. Like, just let's let's get your shit together. It's not the algo, it's you. Same thing with ads. They run the ads, they're like ads don't work. And it's this thing where it's like you need to take extreme ownership over things that you know you can control. And it's like, if you just want to quit really quick and you're not patient, like just don't even bother doing it. Like no one told you to run ads. Yeah. And it's just like, for me, I don't like there's like two levels of patience. There's like, all right, enough is enough, and then there's like, no, it's coming. Like, take give it time, give it time. Ads are a big patience game, and people just do not have that anymore.

SPEAKER_01 28:35

When it comes to when it comes to ads, like my team started get getting me to start creating more ads, but we had ads that were already working really well. But for them, they feel like it's now important to have different variations almost of the exact same ad. Are you noticing like a shift in the ad space or in the algorithm space to where people are absorbing information, even though I might be saying the exact same thing, you need to offset your tax bill, but I'm saying maybe the first couple of parts of the words differently or my hook is different in the beginning, even though I'm saying the exact same thing. Are those are you seeing that those ads are working really well? And why is that all of a sudden changing?

SPEAKER_00 29:12

It's all about creative. Like if I just ran the same ad over and over and over again, I'm gonna get creative fatigue, and then it's gonna eventually run out and then CPMs will rise. So that's like cost per thousand impressions. My CPMs will go up. If I have more creatives, I have more opportunities to hit different avatars where it hurts. So like some people respond to certain colors, some people respond to different messaging, some people respond to different storytelling or infatuations. So, like, you know, even on my own ads, like I run a lot of creatives. I have like 90 to 100 creatives running all at once. Now I'm tracking it very closely. Like the video, the hook, the background. Um, the backgrounds matter. Like that's a huge thing people don't realize. Like, backgrounds are huge. It builds authority, it builds congruency to what you're selling. Like, so, so important. Um, also, I've been doing this new ad recently, uh, and you can definitely take this is there is um, you know, there's a short like attention span now more than ever. So I decided to run ads that were just a whiteboard with all the text on it. And I'm pointing my camera like this, like at the whiteboard, and the whiteboard has all the information about my like product. I'm not even in the video. I'm just holding it saying, if you wanna raise your ROAS, here's the three four things that you need to do. Offer, landing page, and I'm just saying it and like reading it off the whiteboard. And those have outperformed every other ad. Because I'm just giving it to you all right there for you to read the video. Yeah.

SPEAKER_01 30:30

It's how people like to receive information right now, and you're fatiguing people with just straight video. So what you've done is I'm gonna make you read, even though I'm saying the thing on the video.

SPEAKER_00 30:38

And everyone's seeing the same thing now where it's like the same reels, the same subtitles, the same pattern. It three years ago, it was new. It was cool to have the cool subtitles.

SPEAKER_01 30:47

Everyone's doing it, everyone has a nice microphone, and everyone's saying, swipe up, click the link below. And it's just fatiguing people. Yeah.

SPEAKER_00 30:55

So now they need new stuff, so now it's whiteboard. Uh the second one for me is simple images. I can't stress to you enough how much better my ad performance is with just simple Canva graphics. I have uh a done for you webinar offer where I build webinars in 14 days, and all I have on my winning ad is a white background, black text. Done for you webinar in 14 days, nothing else. Nothing else. No video? No video, no logo, dude. It a three-year-old. Three-year-old could have made it. And I do stuff on my notepad, so like the notes on your phone, yeah. I'll write the offer and screenshot it, and that's the ad. It looks like it's a note. Stop. But it's really just like an image. So like that's the stuff that I'm doing now, it's just simple, straight to the point shit. And these are just straight Google and Facebook ads? Well, Facebook and IG, Google, I only use Google for retargeting. Okay. Because people go like you have your podcast, you have your tax firm. People go to Google right now and they're searching, you know, Carlton Dennis. And then it's like, no one's hitting them there. And that's gonna be the most searched term.

SPEAKER_02 31:50

Yeah.

SPEAKER_00 31:50

Like with with your traffic, I can bet any amount of money you can get an extra 50-ish to 75 clicks a day if you hit Google retargeting, and those people will be the best buyers. Like on Facebook, I'll get like a four to six X return. On Google, I get like a 30 to 40 because they go to Google and search Jason Wojo, and then my ad pops up first. Yes. And they're like, sponsored. Google sponsored this fucker? Okay, I'm in. So there's a credibility, and I'm like, bro, I paid for the spot. Nice try. So mentally, they're just like, whoa. So then they intrinsically just like that's an authority thing. Yeah. And also it's it's proof of concept. I'm running an ad firm. So if I don't pop up there, they'd be like, wait a minute.

SPEAKER_01 32:28

Wait, doesn't he do ads?

SPEAKER_00 32:28

Like, didn't he know to do this? Like, bro, skipping the step here. And then also what we started doing was TV retargeting ads. So like there's a platform called Vibe. Okay. Okay, V I B E. You can start for like 50 bucks, 100 bucks a day. Yeah. Really small budget. And you could retarget all your website visitors right on their Hulu, ESPN, ABC, CBS, all that shit off the streaming app. So if they're on Hulu and they have the subscription for like CBS or they're on the free trial, you can hit them with ads right on like global networks. Yeah, bro.

SPEAKER_01 32:57

Why is no one talking about this? Is this like known in the marketing space? No one's hit me with that. Exactly, man. No one on my team has has pitched that. It's called Vibe.

SPEAKER_00 33:05

It's called Vibe, V I B E. Yeah, bro. It's free to sign up. You just put your budget and you get on a call with a demo person. And like, dude, here's the reason why no one talks about it. Because no one, like, there's only a certain amount of people. This whole online space is very small. Yeah, you really break it down and really.

SPEAKER_01 33:17

It doesn't seem like the marketers really like to be forthcoming with strategies, bro. Like, in the case of business, marketers are the one people, if you ask me, that are gatekeepers, bro.

SPEAKER_00 33:26

They don't like sharing what works. See, here's the thing with me is that I don't care about sharing stuff because I know no one will do it. Because no one will spend more money than I do on ads. That's why I don't mind giving the shit out. If I'm like, yo, go to vibe and uh that's such a bold statement. No one's outspending. Like go to eboove and put your videos on eboove and retarget all your plays and get 50%, you know, video plays and then put that on a look-alike. I could tell you everything, but no one's gonna do it because they're gonna search up the websites, they're gonna see how mu uh how expensive the softwares are, they're gonna see how expensive it is to set up, and they're gonna be like, fuck it.

SPEAKER_01 33:58

Nope, nope. Nope, I'm good. Nope, that was a great idea. We'll save it, pocket it for another day. You know, Jason, this is gold, bro. We're gonna have to talk after this, but I want the audience to hear something because I see Alex Ramosi talk about it, talk about this, and I see you talk about this, which is having an irresistible offer. One, what is an irresistible offer, and how would someone even think about crafting one?

SPEAKER_00 34:19

So when I look at offers, I look at like uh this is a good example. I'll break one down. I had a client this morning who just came on and she was teaching B2B sales reps how to book five to ten meetings per week. That was her offer off LinkedIn.

SPEAKER_02 34:33

Okay.

SPEAKER_00 34:33

Okay, when you look at an offer like that, I, with my knowledge, will sit there and go, they don't give a fuck about the meetings. They just want to make more money. Right. So I'm sitting there with her and I'm like, how much can they actually make if they do this? She's like, oh, they can probably hit 25, 30k a month. I'm like, the headline needs to be reveal how B2B sales reps are hitting 30K a month while booking five to ten extra meetings a week. And that's how you fix the headline, and then now you run that. So I look for offers that hit good pain points, have realistic results-driven promises, not some of these idiots online who are like, yeah, make a million bucks, do an e-com. That guy's an idiot. Um, you know, like all these bold claims. You gotta give like a realistic outcome. Yeah. Right? So um, I have some clients who do tax offers and they do, you know, these things where like, hey, we guarantee you five figures in tax savings. Yeah. I'm like, are you sure that you can do this? Because I don't want to push this shit. And you get someone on the phone and they're like, we didn't do this, we didn't do the lease equipment and all these things that I'm starting to learn. And I'm like, okay, you're gonna get in trouble. Um it's realistic, like being realistic, and then second is is the results-driven promise. Third is avatar, and fourth is unique mechanism. So, like, whatever you call your system has to have a unique name. Okay. Okay, so you can't just be like, yeah, I save you money on taxes. No, like this blah, blah, blah system that I created over X amount of years and this amount of tax savings, like, this is the system that I'm gonna break down for you if you book a call below or see if you call verse. You've got to give that curiosity point to it. Yep. Also, with irresistible offers, it comes down to how do I make this one sentence results-driven promise so good that if you read it, you want it. Even the person who's writing it. So it's like it is about copy, it is about persuasion, but it's not about manipulating the market. It's about persuading them and to understand that this is the solution that they need. Because if you just, if I just went online and said, I run ads, no one's clicking on the shit. No one's gonna click, no one cares. So it's like, you know, also with irresistible offers comes ascension and back end. So I look for really good low-hanging fruit front-end offers where I know that the whatever product you're giving will get them in the door, and then we can actually build ascensions around and build lifetime value.

SPEAKER_02 36:42

Yes.

SPEAKER_00 36:42

Because you could have a great results-driven promise and a great irresistible offer, but if you sell all the stuff up front, now your lifetime value decreases. And now it's like now you're fighting against the advertising tide with rising costs and competition on the feet. It's just it's harder than ever.

SPEAKER_01 36:57

Yeah. That's what made me become a true advisory firm, to be honest with you, bro, because what I realized is my offer was incredible in 2021 when I came out with like my private client group and I was saving tons of people money. But what I realized is it's a hard, steep road to come back to signing up for 32,000, and I didn't have any other sticky product on the back end. Fast forward a year later, I realized, okay, well, why don't I come back and be the one that files their tax returns and sets up their LLCs and helps them get into the investment property to do cost segregation studies, and it creates all these other ancillary services on the back end, which also creates stickiness. Now my clients are coming back to me because I set up that LLC, I did the cost tag on that investment property, and I saw the strategies into the tax return. I didn't just give you the tax plan and helped you go over the plan. I actually saw it all the way into the returns and created you do bookkeeping too. We do accounting as well, it's just not a big part of our business. Um, and I don't put a lot of emphasis on trying to scale accounting, knowing that like I feel like AI tools are really gonna predominantly take over accounting. So it's just become less of a focus for mine to scale accounting, but it's absolutely something we do as well. Yeah, super sticky.

SPEAKER_00 38:00

Yeah, that stuff like Cardone, yeah, dude, they they have so many freaking products there. Like, it is absurd. Like, we're on their bookkeeping, we did their E360, I'm in the Elite 125, I'm 400 grand in. Like, bro, there are so many freaking products.

SPEAKER_02 38:15

Yeah.

SPEAKER_00 38:16

And it's like that's the whole piece is that you get them for a 997 business bootcamp ticket, and then you're leading up into six figures in sales. And it's like, I just like really good front-end offers that capture a result that everybody knows is obtainable, that they know they want, that has like a different twist. Also, this is a cool thing that I've been doing is offers also come down to what you say on the phone. Okay. So, like, um, for example, is like our done for you webinar offer. Okay, what we do instead is we just say, hey, listen, here's the price, but we're gonna let you pay half now and half when you make your money back on the first investment.

SPEAKER_01 38:52

Ooh.

SPEAKER_00 38:52

And we do that instead, and it crushes on the phone.

SPEAKER_01 38:54

That's almost like an irresistible offer on the phone.

SPEAKER_00 38:56

Yes.

SPEAKER_01 38:57

So do you give it as a fast action?

SPEAKER_00 38:59

Yes, it's fast action. And if they take action on the phone, we build their slides for them. Fucking dynamite. Whoa. Dynamite, dude. It's so good that they they see it on the front and they're like, oh, done free webinar in 14 days. I like that. Yeah. Case studies, slide deck. Then they get on the phone and they're like, this must be expensive. No, because here's how we break it up. And we only get our second payment when you make the first payment back. And if you pay on the phone, you get the slides, which gets you a higher chance of success. So now they're like, damn, good landing page, good sales process. This is a good fucking offer. And now it's like, it's not just the ears ball off on the front end, it's what you say on the phone too, and how you give them like on-call bonuses and stuff like that.

SPEAKER_01 39:37

Someone's watching this right now and is probably thinking, okay, why would I pay a marketing agency to build a webinar if I already know what I teach on? Couldn't I just create a PowerPoint presentation and just go and market it to people? Can you explain how sometimes that just doesn't work?

SPEAKER_00 39:54

So people will spend more money and time trying to do things themselves because they have a control problem. They don't want to give it up. They're like, oh no, I can get this. I can go on YouTube and find free videos. Yes. To be very fair, um, why are those things free?

SPEAKER_02 40:07

Yeah.

SPEAKER_00 40:08

You know, it's like so when you look at somebody who's had the track record where it's like, like right now, we run like over a hundred plus webinars. Our team's managing shit around the clock, and it's like we have all these webinars we've ran.

SPEAKER_02 40:19

Yeah.

SPEAKER_00 40:19

Okay. We can take all those slide decks and build them into a slide that I know works. So, like, that's what I did two months ago. We had about 70 webinars running. I took all 70. I fucking dissect every single slide. And I was like, okay, this slide is better than this one. And I just mixed and matched them. And I built a 170-page slide deck of what I know does the best. And I went through all these webinars. Okay, I gave them fill in the blanks that we built. Yeah. And then I was like, okay, let me actually like go through the stats of what made the most money. So we had like 15 clients, we had a leaderboard. Here's the 15 clients made the most money. Take these webinars, and I'm gonna go make a better slide deck based on why these 15 did so well. And then I just rebuilt the slide deck again, and now the shit slaps.

SPEAKER_01 41:02

Period. I don't think I've ever worked with a marketing agency that's like gone through my slide deck to audit my slides. I build out all my webinars myself, bro. Do you really? Yeah, I every webinar I've ever done, I've worked with my my copywriter. He's been my voice on my YouTube channel since I grew my YouTube. And him and I just work on what my message needs to come across like, like making sure I sound authentic. But I've never stopped and had someone strategically tell me exactly what I should be doing in the first three slides and then the five to eight slides, and then how I close out, fast action, none of that. I've always just kind of done what I've seen other people do from webinars that I've been on and just crafted my own. Yeah. I really would want to know what type of steam I could really put on top of my webinars if I actually had them curated, you know.

SPEAKER_00 41:50

Dude, it's it's all about offer stack, and then it's about like the temptation at the end. So I tell stories in the middle of my webinars that then lead them into getting a piece of the product. So, like there's a part in my webinar where I'm like, you know, I was once like you five years ago. I memorize all this shit. Uh was just like you five years ago. I would come to these trainings and do nothing with it because you know what? I had absolutely no fucking clue what I was doing. I thought I was doing because I was motivated, but motivation doesn't pay the bills. Yes. Right? So what I want you to type in the chat is done for you. Like I'm pre-framing their mind. Done for you. And then um after that, I throw the bonus with the slides. And then I'm like, type in the chat, money-making slides. I'm getting everyone to tell themselves what they need. So it's pre-framing the chat.

SPEAKER_01 42:31

Money-making slides. Put it in the chat box, money-making slides. You're getting me hyped up right now.

SPEAKER_00 42:36

And then like I get to the whole ROI piece. Yeah. And I'm like, you know, hit 20K ROI, and they're all typing it in the chat. Like, we're gonna make 20K before you get paid again, 20K ROI.

SPEAKER_01 42:47

Conviction, conviction.

SPEAKER_00 42:48

And then the last part, I'm just like, type in the chat action if you want the link. Like, I'm giving them words and stuff that like really makes it opt to link.

SPEAKER_01 42:56

Please, Jason.

SPEAKER_00 42:56

Jason and then I split the payment at the end. I'm like, you want to get as many results with as little risk. So here's what I want to do for you because you're on the call. For just three of you tonight, I'm gonna make you pay 10K now and 10K later. Okay.

SPEAKER_02 43:13

Okay.

SPEAKER_00 43:13

If I'm decreasing the ROI contingency, does that mean that the fee should also do the same? No. So now introducing a 2x ROI contingency. So now you pay 10K and you only pay 10K, we make you 20. So now we're doubling the money you make in the beginning. So then we drop that, and then I drop the slides, and then I say at the end, hey, you know, um, I want to pay you for your time because this isn't about me, this is about you, and you need to hold yourself to a higher standard. So I'm gonna give you 5k off the front and back end. So $2,500 today and $2,500 when you make your investments, so $7,500. And then $7,500 when you make $15K because the 2X. And dude.

SPEAKER_01 43:49

That's a fast action bonus right there. And what what is what would you say is like a uh a amount of money that you're spending on a webinar like that to get show up looking like what? To then a conversion to look like what?

SPEAKER_00 44:02

So I will spend on mine, I'll spend about seven to fifteen K a week on my webinar. Okay. About a thousand bucks to two thousand bucks a day. I'll get about two hundred people in there and I will probably scoop about 75 to 90K.

SPEAKER_02 44:17

Nice.

SPEAKER_00 44:17

So like, you know, it's it's give and take, but that's the thing that people don't see is I'm getting half the money and still getting a 12x return. When they get their money back, I get all the back end lifetime value. Then when they onboard, then I'm selling them an AI center. I'm selling them on content because people who post videos every single day, their webinars do better. So now they're on the onboarding call getting the content package for 30 videos a month, and they're just stacking it all.

SPEAKER_02 44:42

Yeah.

SPEAKER_00 44:43

To where I'm basically gonna get that second payment a third time because of the upsells that they get for the four months.

SPEAKER_01 44:49

Yes. That isn't crazy. That's that's the perfect way to do your offer because you already know I just need you on. Because once I get you in the door and then you find success, rah.

SPEAKER_00 44:59

And the best part is, is they come to week one. What if they don't buy? Who cares? Yeah. I don't care because you're gonna get thrown in the automation for next week. I keep spamming every week until you come and buy. So there's people who come on week one, you know, they got money, they do it. But then there's people like there's people every week, like like I did it Thursday night, last night. Yeah. Some girl was there. I'm like, I'm like, Julie, this has been your sixth fucking webinar. You've been on here six times, Julie. What are we doing? She's like, fine, I'm in. And I'm like, Is Julie in? Thank God. Yeah, she's in. Her card declined four times, but it worked.

SPEAKER_01 45:33

Hey, Julie's in. Like, damn. That's all that matters. She's across the finish line, man.

SPEAKER_00 45:36

And I was like, dude, these people come on here every week. They're just like dedicated to being learners. Yeah. And I'm like, this is the wrong place to be. You become a learner once you have money. Like, let's be real. Like, I just want people to take shit off my plate. And then when I have money in the bank and I'm not stressed about money, now I want to learn about real estate. Learn about this and learn about that. Now I can learn because I have money that now gives me the money for my time that I'm now wasting to learn, but I already figured out to make money.

SPEAKER_02 45:59

I love that.

SPEAKER_00 46:00

And that's the whole point of it. Like, I read now more than ever. I learn stuff more than ever because I have time. But like five years ago, bro, I didn't have time. I was in fight or flight mode. I was like, damn, where is my next customer coming from? No, I gotta eat next week.

SPEAKER_01 46:14

Like working 18 hours a day is absolutely insane. When you when you start working with people who are considering crossing over the gap to wanting to have a webinar, wanting to run ads, but their biggest fear is I have to be the one to do it. I have to be the one to do the videos, I have to be the one to be on camera and do the course. How do you get a customer that you know has a great offer, a great service, a great product to get out of their own way so they can actually do what's required of them to put their ideas and thoughts out into the world?

SPEAKER_00 46:47

So I asked them two questions. I asked them, are you the only person you trust to pitch your product as well as you do? Do you trust anybody else? And they'll say yes, certain. Obviously, they're gonna say no. Okay, so now we know that you're the only person that you trust. The second question is, is you say you have a good product, but are you scared to push it out there because you know there's flaws and you might get called a scam? And then that's where we start to find the real reasons why they don't think they're ready. Yeah. Well, I don't know if this is gonna happen. What if a client says this, like I've only had 10 people, or whatever it is, like some limiting belief hits them. Yeah. Or I'm not famous, I don't have a blue check mark, all this dumb shit. It's like all these things come up in their mind, and I'm like, okay, so how can we help you refine the offer? How do we do this, or whatever the case may be, whatever we gotta do to get over your limiting beliefs? It's always a limiting belief, dude. Like, you just gotta read off slots. You mute everybody in the room. No one can voice their opinion, right? Some people, yeah, like you know, I have I have a lot of traffic, so people come in my chat and they're like skitty shit. I'm like, I'm gonna get hate, so I gotta delete them and block them. And it's like, I don't really care, but like you're gonna get hate, you're gonna get people in there who are like, she's pitching, pitch fast. Like, you're gonna get people in the webinar who say stuff like that. Yep. But you gotta be able to brush that stuff off. That's just consumer, you know, knowledge. But like with that, I always say, like, hey, listen, like, if you really want to make money, you told me you want to make money.

SPEAKER_01 48:08

Yep. Are you willing to do what's required in order for that to happen? So I want to ask you, what has been working right now in the marketing space? We see people doing challenges. We see people running automated challenges. We're now seeing people move out of automated webinars, it almost seems like. What is actually working in the marketing space?

SPEAKER_00 48:27

So, first thing is webinars, for sure. Okay. Um, because you're able to get past the whole trust recession thing, right? If you're going one-to-one calls and you don't have a lot of authority, why don't we just get that one person to show up with 70 other people staring at you? Because now you've built social proof without even saying a word. So, like, that's the first way that I've seen. Like, webinars are getting higher return on ad spends than I've ever seen. Um, second is gonna be when you go free webinar to a 197, 297 challenge, and then you do the challenge and upsell the high ticket. Yes. That's the second funnel. Um, and then the third funnel, live events.

SPEAKER_01 49:04

Really?

SPEAKER_00 49:04

Live events, bro, for sure.

SPEAKER_01 49:06

It feels like people have been moving away from live events. I mean, funnel hacking live is no longer doing a funnel hacking live event, Grant Cardone's 10x event is no longer doing his 10x event. I mean, some of the big players have pivoted from this, so why would you feel like live events are are rising?

SPEAKER_00 49:18

The biggest reasons why they're pivoting away from the bigger events is because after running events for so long, um, I know how much they're spending on those events. Those are rah-rah, like global. Global events. People are coming, they're not looking to spend money. It's a community event. It's not an upsell-based intimate workshop event.

SPEAKER_02 49:37

Yeah.

SPEAKER_00 49:37

So, Cardone, if you go to their website, bro, their schedule, they run 180 events a year. 180 events a year from workshops to the boot camps, bro. It's absurd.

SPEAKER_02 49:47

Yeah.

SPEAKER_00 49:47

Those workshops and boot camps, they make crazy money. Like we were at the business boot camp, and Cardone was like kind of he's a he's a joke, sir. But he was joking about like, oh, like we're on day three and we already made 15 million already. And I'm like, Jesus Christ, like 15 million in three days.

SPEAKER_03 50:02

Yeah.

SPEAKER_00 50:02

Like, I'm so poor. And like they like do these workshops and they get you to, you know, buy their products. They got 110 salespeople on the floor. One salesperson or these seven people. And like, bro, it's crazy. You walk in there, you're getting swarm of clipboards. People are talking about this X360, it's 40,000, it's an event, and then you go to the 180 platform, then the 400 elite. It's crazy. Wow. So that's where they make more of their money. At 10x, it's very like bring all the guest speakers, let them pitch. We get a percentage, everyone's just like a random avatar. They don't really make a lot of money at those events. That's for them to build their list.

SPEAKER_02 50:35

Yeah.

SPEAKER_00 50:35

So they started stopping them because of rising ad costs because they don't make as much money off the events anymore.

SPEAKER_02 50:40

Gotcha.

SPEAKER_00 50:40

Now it's through these centralized niche events.

SPEAKER_02 50:42

Yeah.

SPEAKER_00 50:43

Like, hey, if you're X and want help with X, like come to this. Yeah. This is not some like community, bunch of booths and you know, fucking charades, whatever the hell people do with these events. But like, yeah, like it's it's not an a community event, it's a conversion event or a mastermind.

SPEAKER_01 50:56

So what's the difference between a boot camp and a workshop? Because in my mind, I'm almost visualizing the same thing.

SPEAKER_00 51:02

It's basically the same thing. Yeah, people call it boot camps, people call it workshops. People have new names for all this crap.

SPEAKER_01 51:06

Yeah. Like, um, and is this something you want people to come show up to? Like when Cardone's running his boot camps, I know that they're doing them probably at his facility and they're bringing people and curating a boot camp or 10x ladies with Elena. So they're bringing people in for an intimate two days, or is it a one-day pitch?

SPEAKER_00 51:23

Ours was a four-day.

SPEAKER_01 51:24

So it's a four-day boot camp.

SPEAKER_00 51:25

So it's a four-day if you buy a certain ticket. If you give VIP, you get an extra half a day. Okay. So it becomes four days. They and then the other thing too is, man, they make money off the hotel affiliates. So when they get those hotel room links and they send them to you, they're getting paid off the hotel loop. The hotel links in the room block. Um, so like they want you to stay as long as possible so that they can get their cut. Um, and then like when you're there for four days, that gives you four days to sell you. Yep. And that's why it's a longer event. Yep. Um, but like, yeah, I mean, three, four days, dude, those are long. Like Tony Robbins does four or five day events. Because his offers are so expensive. Like on the last two days or whatever, he's selling 70, 100Ks, 150s for year masterminds and all this stuff. And it's like, you gotta emotionally get people into that mindset for days.

SPEAKER_01 52:13

Yes.

SPEAKER_00 52:14

To sell that kind of offer in one day is very tough. Very, very tough.

SPEAKER_01 52:17

When do you see an offer working very well on a three-day versus a five-day challenge? Because I do a five-day challenge and I have a ticket price that's like, you know, pretty high up there. So I do a five-day challenge to kind of spend more time with people, but I've been advised that, you know, because of people's ability to want to stay onto a five-day challenge, it might make more sense from a retention perspective.

SPEAKER_00 52:36

I would go three.

SPEAKER_01 52:37

To try three-day.

SPEAKER_00 52:38

Yeah, I would do three-day, and then you just open the door for an hour of QA each day, and you just take those extra two days that you were gonna have drop off and just add a little bit of extra intimate time where it's like a QA with you.

SPEAKER_02 52:51

Got it.

SPEAKER_00 52:51

And you add that intimacy instead where it's like the access and support angle.

SPEAKER_01 52:55

Yeah.

SPEAKER_00 52:55

And then you get them because Dan Henry does a lot of three-day challenges and he sells a 50k on them.

SPEAKER_01 52:59

Dan Henry's awesome. He's been in the space for a while.

SPEAKER_00 53:02

If he does a 50k on three days and he sells it like it's freaking water, yeah. It's crazy, dude. Like, it's absurd.

SPEAKER_01 53:10

He's been doing he's been doing challenges for a minute, and that guy definitely knows how to sell. And someone who else I saw started to do free challenges was Emon. Explain to me the free challenge model. Why would you go free versus paid? How is that really convert? You probably have like a low show-up rate, but for him, he had hundreds of thousands of people on that challenge, it looked like so.

SPEAKER_00 53:27

The thing with Emon is um he gets people to do the challenges because he owns a piece of WAP now. So those free challenges only started when he became a co-founder of WAP. And the reason why is because if you buy his product, it's it's hosted in WAP. And then you run your payments through WAP. Payment process. So that's where he's getting paid. Yeah, that's his whole angle on it. I mean, I still run free webinars because I want to build the email list. Like, of course, like I love building my email list. I think it's one of the biggest, most lethal things that people disregard. Yeah. Oh, I don't want to spam people in, I don't want to send them any emails. Dude, we go hard on email.

SPEAKER_02 53:58

Yeah. Absolutely.

SPEAKER_00 53:59

Shit. Email till they buy or die. Like, just go hard. Um, so like I like building the list, and I also like having this thing every single week that just keeps texting you and reminding you, and you're always in the back of like, you know, I'm always in the back of your brain.

SPEAKER_02 54:11

Yeah.

SPEAKER_00 54:12

So it's like it's touch points. It's it's the whole 27 rule, right? I need to get you to watch 27 minutes of content, 27 texts, 27 emails, or a 27-minute call to get you to buy something.

SPEAKER_01 54:21

Interesting.

SPEAKER_00 54:22

It's all 27 touch points. That's like just industry average. If I just get someone to do something 27 times. So if someone watches your content once a day for 27 days and they book a call, they're a better lead than someone who just saw an ad, clicked, and booked a call. Oh, without a doubt. So it's like that's the whole 27 rule, and I try to go for that very, very heavily. So it's either like uh free case studies that we text, the reminders for the emails, and the you know, the reminders for the webinar, text email, content, stories, like AI setter calling, a real setter calling, frickin' anything. Like just trying to get you to 27 as fast as possible.

SPEAKER_01 54:53

Yeah. Now, a lot of people in the space, you know, started catching on to the idea of doing things automated. I even had an automated webinar that used to push like one of my products, um, and it did really well. But because of the direction we were going in, we just stopped getting our buyers to like show up to that automated webinar and started doing more of the challenge funnels and the VSL funnels. But I'm seeing people do automated challenges. And especially this one guy who's teaching a bookkeeping offer, I know that he was doing really well. I think he was doing challenges every single week. Can you talk to us about how successful or not successful automated challenges and webinars are and why someone would or wouldn't venture into that?

SPEAKER_00 55:34

So personally, I would not do automated webinars. I don't see a lot of them as much. I see, uh I don't know who that person's name is, but I've seen an automated webinar for a bookkeeping offer.

SPEAKER_01 55:44

So it's like bookkeeping bill or bookkeeping dams, yeah.

SPEAKER_00 55:47

I've seen that, and then the only other person I know that runs an automated like webinar is Cardone. So those are the only two people that I've seen run automated. You lose a lot of people when they find out. That's the problem. Like it's gotta be so clean where they don't know it's automated. So you gotta have an admin in the chat, you gotta have, you know, CSMs or managers like managing people in there, and you're not the one presenting. That's the only way that it would make sense. But you gotta have more systems to suffice the automated webinar. When personally, I'd rather just go live for one hour a week and just like fucking make my money and get off.

SPEAKER_02 56:19

Yeah, absolutely.

SPEAKER_00 56:20

And why have all the extra payroll? Like, why don't I just do the one hour, send it to the sales team? Why don't all these CSMs, extra money for no reason? I'll just sell one to many for an hour. Like, regardless of where you're at in your business, Cardone goes live for an hour on lives. Like these guys make $500 million a year and they still do one hour. You should not be running automated to drop conversion rates. Like, just do the one hour.

SPEAKER_01 56:39

I totally agree with you on that. So it's like, yeah. I totally agree with you on that. Bro, this has been a masterclass, if you ask me, on what to do in marketing. But for somebody that has already found success in marketing, I hear this all the time. Well, then why don't they just spend more money on ads? Why is it not as just simple as just spending more money on ads?

SPEAKER_00 57:00

Because you have fulfillment, you have a sales team, you have um all these different things that can go on and on about. But like the only way that we were able to raise our ad spend was when our sales team was massively locked in and motivated. Second is that our product was consistently fulfillable on. And third was is that we kept employees that didn't churn. Like, and those three things were really important. A lot of organizations, they don't want to admit it, but they have shitty leadership, a shitty model, and they're a shitty leader. Yeah. And they don't want to admit that, or they're just bad at hiring. Like they do the whole, like the whole um hire quick, fire fast. Like, I agree with that, but we still take 70 to 80 interviews for each hire. Like we have to like, dude, most people lie during interviews. I'm like, yo, 75% of you fuckers are gonna lie. So like we just gotta like take those and just get them out. Um, so we do a lot of interviews for a hire because we just want a players, and it's hard to find a players. Yeah, it's like combing through, you know, like a whole haystack for a needle, and it's um it's something where when I go to organizations and they're not scaling their spend, like, why are you not spending more money? Like, no, it's it's not the money. I'm like, bro, let's break this down. Yeah, there's something affecting the cash flow that I don't see that's blinding you right now. Because if I gave you 100 customers today, could you actually fulfill for them? For me, no, I could fulfill for 50 in one day. I could do 50, but not 100. So now I'm sitting there going, why is our team not set up for 100 new customers in one day? That is a lot of fucking customers in one day. But like, you know, let's just be honest. Yeah. Um it's because maybe our hiring funnel needs to be more efficient or our training takes too long. Maybe instead of a three-week training, we train people in 14 days. Like there's small things in the business that are bottlenecks that most people ignore because they don't think they're expensive problems until they become expensive.

SPEAKER_02 58:42

Yeah.

SPEAKER_00 58:43

Because then what happens is you're spending money on ads and you have one employee who's key man risk. You got that one person who's key man risk, they quit, and all of a sudden you're like, no, it's the ads, the ads, the ads. I'm like, no, that guy just quit and you didn't have a replacement because your business and ecosystem is a shit show. And you're just a cash flow giant with pay traffic, but you're not a business who can take on predictable traffic. So it's like just these small things that I see. Yeah. It's just it's crazy, bro. And then that that leaks into other things I see in the online space. Like the online space is weird, dude. That's why I like stay out of some of the shit. I'm just like, uh, it's just like weird. But I see people do things and I'm like, bro, that there's no way that you're gonna validate that. I've had people tell me, okay, I'm religious, but there was this guy who said to me the other day, he was like, Yeah, I'm I I just wasn't meant to scale. Like, God told me I should make more money. And I'm like, bro, what are you talking about? He's like, Yeah, me and my wife and our kids, like, we just like making 150 grand a month. And I was like, but why are you running ads if you don't want to scale? Why do I see your ads if you don't want to scale? And I had this conversation with him, and I was just like, dude, like just be honest, bro. Like, it's not that great. You don't have a good product, like just be up front with me. Like, I'm trying to help you. And he's like, Yeah, dude, to be honest, like, I can't keep salespeople. I'm like, duh, d-ding, d-ding. Like, there it was the whole time.

SPEAKER_03 1:00:00

Wow.

SPEAKER_00 1:00:00

And I'm not even God, so like I got it. Like, it's like, it's crazy, dude. Like, people do these things to to validate why they shouldn't scale or why they like their margins or whatever. And it's like, if you're a solopreneur who makes good money, you have good margins, and you want to, you know, make X amount of money, you want to live your life, like, go for it. But then don't sit there and be like, yeah, my ads aren't working, or oh, I can't afford X, or oh, I don't want to buy X programs.

SPEAKER_01 1:00:26

You didn't get the right resources to support you.

SPEAKER_00 1:00:28

It's crazy, dude. So people now validate this stuff with the whole like laptop culture, financial freedom, and like traveling on like, bro.

SPEAKER_01 1:00:34

Yeah, okay.

SPEAKER_00 1:00:35

I've traveled. Trust me, it's fun for like two seconds, and then you realize that your plane's 14 hours and you want to jump off the plane.

SPEAKER_01 1:00:42

And you want to get back home in your comfortable bed and back to your man cave, or you also have your sauna and your ice bab and every other amenity that you've built into your cave. Jason, this has been absolutely incredible, man. And what would but well before we jump off here, because I definitely want to make sure people understand where to go, what's an ideal client to work with an agency of your caliber now? Obviously, you found a lot of success. You work with a lot of big people in the space, and you have one of the biggest brands in the marketing agency. So who are the types of customers that would be an ideal fit to work with your company? And who are the people that you would say, you know, probably would would work better with someone else?

SPEAKER_00 1:01:15

Uh, someone who's doing at least, you know, 50k a month, you're willing to spend 300, 300-ish dollars a day in ads. Um, you know, you have good leadership, you have a good product, you can fulfill, and you can actually like double your business over a quarter and not have a bunch of like bad issues happen. Um, and then also like you're actually gonna listen to things that we tell you to do. When I tell you go hire more salespeople or go do X or the website needs to be redone or SEO, like you actually do what I say. So I would probably say another characteristic is like less ego. I'm tired of people telling me, I know, I get it, I know, I get it. No, you don't, and you would have done it by now if you got it.

SPEAKER_01 1:01:53

100%.

SPEAKER_00 1:01:54

So it's like the ego thing's huge with business owners. When you talk to other business owners, they always have an ego about shit. And I'm just like, oh my God, I can't do it.

SPEAKER_01 1:02:00

So business owners get in their own way all the time, and it's it's crazy. They get in their own way when it comes to taxes, they get in their own way when it comes to marketing, and it's that visionary sometimes that a business owner has, but mainly it's what you said. It's the control. It's the control. They want to be in control of everything, they feel their success rides on them.

SPEAKER_00 1:02:17

Yeah, because in the beginning they controlled the outcomes because they were on their own. Now they have to deal with people controlling their outcomes. Yes. And they don't like that shit. Oh, hell no.

SPEAKER_01 1:02:27

Jason, where can people follow you at, man?

SPEAKER_00 1:02:29

Uh yeah, they can go on Instagram uh at the Jason Wojo. They can also go to our website, thewojo media.com, and yeah.

SPEAKER_01 1:02:35

Thank you so much for joining us, man. Of course. Glad to have you on.

SPEAKER_00 1:02:37

Appreciate it, bro.

SPEAKER_01 1:02:38

Till next time. Yes.