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Coffeez with Joe Shalaby
How Jason Wojo Runs Ads That Print $140 million/Year | Coffeez for Closers with Joe Shalaby
00:39:36
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- [00:00]
Host
Some people talk about marketing. And then there's Jason Wojo.
- [00:04]
Jason Wojo
For seven years straight, I've posted like an addict on all platforms.
- [00:08]
Host
At just 19, he was running socials for barbershops. By 25, he'd helped scale over 1,300 businesses.
- [00:16]
Jason Wojo
Like, right now, we're not in, like, an economic recession. We're in a trust recession.
- [00:19]
Host
His agency, over $140 million in online revenue.
- [00:24]
Jason Wojo
Like, I have a lot of nice cars. Get out of that world. Because it's just like, bullshit.
- [00:29]
Host
From zero calls on his calendar to a pipeline full of cash flow, Jason cracked the code on ads, content, storytelling, and scale, but without selling his soul to the vanity game. In this episode, we talk about how to actually grow a business, not just look like one. We cover lead gen, funnel psychology, team structure, and why. Just get me leads is the surest sign you're not ready to win.
- [00:52]
Jason Wojo
If I just stick around long enough, I'm going to get away.
- [00:54]
Host
This one's for the builders, the marketers, the quiet killers, and any chasing legacy over likes. Welcome to coffee. Quick break. Thinking of going independent. Don't do it alone. At Emortgage Capital, our hybrid broker banker model gives you real support. Instant lead access, 160 plus lenders, and nationwide reach in 46 states. No hidden fees, no fluff. Just a platform built for Los who want freedom with firepower. Visit joiningmortgagecapital.com and run your business your way.
- [01:33]
Interviewer
Jason, what's your morning routine as a young man here these days?
- [01:36]
Jason Wojo
Oh, man, my morning routine. I always like to wake up around, like, 6, 36, 45, and I like to take a drive in the morning. I feel like the best time I have is sometimes when I am alone and I get to think and I have, like, my ideas. So I always just get up, do my teeth, all that fun jazz, get dressed, and I just take like a drive for 30 minutes, 45 minutes. I let the wind hit my face. I just get to think about the day. Some people jump up too soon in their morning routine, and I'm just like, I feel like you get to action too quick. You don't get to process anything. And then I get to decide, like, what my day is gonna look like because I don't really set my calendar anymore. My calendar gets blocked. I see a lot of entrepreneurs that have, like, this big stacked calendar, and they're like, oh, yeah, I got a lot of meetings, got a lot of things going on. I'm like. Like, I have zero calls on my calendar at all times. I always put like the big blue blocks every single day. And now I just do like podcasts, I'll do speaking events. I just focus on things that are like really revenue driven. But like as far as the morning I get my coffee from Dunkin Donuts, I drive around 45 minutes and then I come back and, and then I usually will like listen to some music for a little bit. I kind of just take a little walk too and then I'll go back in the house by like 7, 45, 8 o' clock and then I work on the most important things for like the first hour and a half of the day.
- [02:57]
Interviewer
Now you're a young guy. What age were you when you started in ads?
- [03:02]
Jason Wojo
I was 19. Yeah, I was 19 going on 20. And I was just doing stuff for local businesses like barbershops, restaurants, just social media management, like, nothing to have to do with ads. I've learned the organic piece first and then business owners started saying to me, hey, do you run ads? Hey, I just want more leads. Like, can you help us do that? And then I had to learn ads and then I was selling the service back to them.
- [03:27]
Interviewer
Now what's your opinion on an organic strategy versus a paid strategy? And what can get you to, you know, notoriety faster?
- [03:36]
Jason Wojo
So I look at organic as like a supplement. So like, if you run ads, like your offer needs to be good, your sales process has to be even better. Like the marketing on the front end. People are like, right now we're not in like an economic recession, we're in a trust recession. It's harder for people to really trust people. So it's like, all right, I run paid traffic. I get a lot of clicks, I get a lot of leads. They're going to go to your page to check out your organic. Am I posting every day? Is it someone I can trust? What's their tonality? Like, what's the posture? Is there, is this somebody that I can actually give my money to and do business with? So I look at organic as a supplement because if your organic is like non existent, your paid ads will suffer. And I just see it night and day difference. Like when you're running paid traffic and doing really well, it's usually a reflection of how transparent and how well your organic is doing as well. Because people like, if I look at a Facebook ad right now, I'll see a thousand clicks, right? Let's just say we have a thousand clicks. Okay? About 400 of those clicks are people clicking your profile picture first, then going back to the ad. If they like your organic. So like 40% of your traffic is looking at organic first to then decide, hey, do I want to go to their landing page and make a decision, make a payment, buy an event ticket, opt in for a webinar, whatever it is, then they'll make that choice.
- [04:47]
Interviewer
I never thought of it like that. Now you know, you've scaled the documentation here says 1300 businesses. Now what's the, the common thread that you see amongst all those? And you know, what really have you seen as the most effective strategy to scaling amongst those 1300 companies?
- [05:10]
Jason Wojo
So it's always about the four key parts that we find in a business. So one is their offer is like really good, right? When you have a business that is doing, let's say, you know, 1 to 5 million a year. Okay, 1 to 5 million a year is a business that is considered a small business. But like it's not something that is what we call scalable yet. Okay, so like 1 to 5 million to me is a business that is decent organically, takes care of their customers, has a decent team, they get a lot of referrals. Like they're able to build that network through, through, through that piece. And then I look at a business that has what we call a scalable offer, something that will get them from 5 to 50 million. Like 5 to 50 million, you just pour gas on the fire with paid traffic and you can scale a business with just paid ads and then with that supplement organic like I'm talking about. And then you know, if they have a good offer, okay, you have a great offer, next piece is your funnels, your landing pages, your copy the content. Like now that they know you have a good offer, can you actually close them on the next page? So you could have a great offer and then they go to the next page and there's incongruency. There's no storytelling known factuations. The sales process is wrong. The, the funnel's wrong for the wrong prospect. How the, you know, prospect even learns about the product is different. Like let's say you run a landing page with just text and an opt in. Okay, but your prospect might want to learn through a quiz funnel. They might want to come to a webinar instead. They might want to go to a local event first to see you in person to buy something higher ticket. They might want another type of version of a sales process. Which brings me to the third piece which is the sales. Okay, you could have a great offer, great landing page. But then we look at your sales team. What's your Leadership look like? What kind of KPIs are you tracking? What KPIs are you spending more money on based on what's a winner and what's not? And then the fourth part is usually leadership. Like leadership really dictates how everybody follows your offer, your sales process, your fulfillment, the customer journey, all of that. If I look at your leadership and I see that there's faults or a lack of commitment or a lack of hierarchy, there's no employee maturity model. There's none of these things in the business. It makes it harder for them to actually scale and grow even if their offer to is going great.
- [07:18]
Interviewer
Wow, I didn't real. Now I've noticed something on like your specific content strategy. You run paid ads on all your postings. That's why I'll see like, you know, you go to 0 to 100, get a lot of reshares, get a lot of, you know. And I, I've never ran paid ads on my own content strategy. It's always been like organic. But then again the only way I'm able to get organic reach is because I do entertainment. You're straight doing marketing content so you have to run paid ads. Right. So that, that's where the drop off is. My question for you is like can a normal non business owner use paid ad strategy to grow their own following? Like, like you did.
- [07:59]
Jason Wojo
Yeah.
- [08:01]
Interviewer
Or you know, because you did it with an offering, how can someone do it without an offering?
- [08:06]
Jason Wojo
So without an offering that's usually going to be like, like you were talking about entertainment. So if I was doing entertainment posts, I would have to be spending money on advertising with the intention that I'm doing other things on the side that make me money, like brand deals or affiliates or partnerships in some capacity. Because if I'm just a personality, I have to make money through other means. So like if you're entertainment but you show something in the video that's entertaining, you're like hey, go buy it. The links in my bio now you're just getting a bunch of funneled buyers and you're getting a piece of the pie. So that probably be through like affiliates or there's like artists or comedians, right? So like they'll run traffic and they want to sell tickets to their event. So I mean it's usually like lower hanging fruit purchases. But like with my stuff like yeah, I mean when it's educational, you can just pump money behind it and then I just retarget 50 of the views. So like those hundred thousand views per video, okay, If I get 20,000 of them to go past 50% of the watch time or 75 of the watch time. I'll retarget them to an educational value post that will then get them to then take an action book a call, join my school group or something that shows not buyer intent but like intent to engage, intent to move into the next process of the customer journey. So that's just how I want to lead them that way. Because if you just go straight, like pressure click to a book call really quickly, like it's harder to close them because they're not nurtured as much. So when I pump all the posts, I'm able to retarget them 50% of the views. And now they are someone who said, oh, oh yeah, I've seen your stuff, I've watched your videos, like I'm ready to become a buyer instead of I don't know who the hell you are. I saw this post, I'm new to this. There's two different avatars that I'm trying to click with.
- [09:44]
Interviewer
And I think the way you're marketing, it's like you're like a celebrity to entrepreneurs because every entrepreneur knows who you are. And I think you've done that by design. Like how have you been able to penetrate the entrepreneur market? Like every entrepreneur is familiar with Jason Wojo. So is that like just through, you know, the look alike audiences that you're emulating on Facebook, Instagram, and is that, is that the strategy?
- [10:12]
Jason Wojo
Yeah, I mean there's more to it. So like for seven years straight I've posted like an addict on all platforms. So that's like when you say all.
- [10:22]
Interviewer
Platforms because I'm on all platforms.
- [10:23]
Jason Wojo
This like TikTok, Facebook, IG, LinkedIn, we post but like we just take what's on threads, if you know what threads is, like the Instagram, Twitter, that we then just take the post and then copy and paste it to LinkedIn. Or we take long form YouTube videos and then transcribe them and turn those into thread, Twitter and LinkedIn posts. But like the strategy for us for years was just I was always under this like one quote that I've always lived by, which is if I just stick around long enough, I'm gonna get a win. I just post so many times that you can't leave the feed without seeing me. And then on top of it we just run paid traffic. So like it's not only organic that built the name and the brand, but like we spend a lot of money on ads every day, probably more than the average Individual. So, like, we just spend so much to where I'm trying to, you know, funnel people into the school group. I'm trying to funnel people into, you know, the, the book, a call funnel, low ticket funnels, webinars. Like, we run so much traffic, we get hundreds of leads a day, and I'm just looking to run the traffic to break even. I don't run a business to make money on the front end. Most businesses do that. I mean, I play the lifetime value game. That's the one KPI that I've always driven in the business. Because lifetime value will save a business regardless of what state it's in.
- [11:35]
Interviewer
Yeah, that's the same play we have right now. What I've identified is that, like, from a personal perspective, like, if I ran paid, paid ads personally, that would destroy my organic engagement. That would. So you'd have to be reliant. Now the algorithm is like, I got you.
- [11:51]
Jason Wojo
Well, it actually won't.
- [11:53]
Interviewer
It won't?
- [11:54]
Jason Wojo
No, it won't. No. That. The whole. If you spend money on ads, organic goes down. That's a whole facade.
- [12:01]
Interviewer
Oh, really?
- [12:01]
Jason Wojo
A whole facade. People will use that angle because they're scared to lose the organic stuff that they're doing. But paid ads is like putting fire on. It's like putting gasoline on a fire. You already have the fire. It's the organic, it's the brand, it's the messaging. It's what you do. And then you just put gas on it, which is, hey, let's throw some money every day on Facebook and Instagram, all these platforms, and then just like make the fire bigger. It's kind of like what they say when someone makes money, okay, if they were an asshole before, they're gonna be one. Once they make money, the money is gonna show you the true colors, who the individual is. So if you have a good offer, good business, good organic, and then we just pour gas on it, with paid ads, it will show the true colors of what the market thinks. That's a really big difference between organic and paid organic. You can sell as much as you want. Like, I can go on live right now and I could probably sell 10, 20, 30 grand of just like coaching done for you services. But if I go on paid ads, I now have to have like a really good funnel and a good ad and good messaging because the cold market is what's going to tell me what works and what doesn't. But organic will always buy for me because they know, like, and trust me. So that's where the two difference. But like yeah, dude, paid ads, it's just, it's just an amplifier.
- [13:13]
Interviewer
Yeah, I mean that's what, that's what I've heard. People have said that especially with YouTube. I tried on TikTok, it didn't impact my TikTok. Been terrified to try it on Instagram.
- [13:24]
Jason Wojo
I wouldn't do the boost post. I would go in the back end. You just go back end ads manager and run like conversion campaign so it doesn't mess with your front end. Like that's what, that's what I do. I don't run the boost posts or run engagement. I only will take the post and run it as a conversion campaign. So it's going for a lead for a purchase or something that has buyer intent.
- [13:42]
Interviewer
I see now your agency boasts like you've done over $140 million in online sales. At what point did revenue growth start to feel like a numbers game rather than like a mission driven endeavor?
- [13:58]
Jason Wojo
I think it was more of a numbers game when I had a bigger team.
- [14:03]
Interviewer
How big is your team now?
- [14:04]
Jason Wojo
58. The team of 58. When we went past like 40, 35 team members, that's when it started to become like a numbers game. Because like as we scaled like yeah, margins drop, but then we had to focus on more product market fit, more lifetime value, raising prices, having better sales people, sales manager in place. All these things had to be in incorporated. But like the whole numbers game thing is like I didn't want it to be a game. I wanted to be like a slot machine. Like even if I, even If I had 100 visitors a day versus a thousand visitors a day, I want to make sure that when I touching the slot machine that the amount would be about the same. I don't want to have the law of diminishing returns. Unfortunately, when you're hiring a bigger sales team, you're going to take on people who are not as great. You're going to have these outliers that fall within the cracks. So it's like I, I just think once the team was bigger, I had to play with the numbers more so that I wasn't screwing stuff up as the margins fall.
- [15:05]
Interviewer
I see now one thing I, I really like is that you were an actually, you were actually in entrepreneurs 30 under 30. Now how do you transform like those accolades into like tangible clients? What's the strategy? There is just running ads behind it or.
- [15:23]
Jason Wojo
Yeah, we use them in ads. Like when I'm, when I have, I have certain ads for each part of the funnel. So it'd be like, top of funnel, middle of funnel, bottom of funnel, bottom of funnel ads are all retargeting. So that's where I'll start talking about those things in the ads. Top of funnel is like, hey, here's who I am and what we do. Middle of funnel is like, here's why running ads are important. And bottom of funnel is like, here's why you should work with us. We have this result, this case study, this accolade, et cetera. So I could just, like, get them to the bottom, because at the top, they don't really care about that as much, because then it's just me, me, me. Like. Like, I'm just talking about me. But the ad supposed to be about why you get a benefit or a result. So I want it to be about the prospect. But, yeah, of course we use this. We have badges on the landing pages. You know, we use it in our pitch deck. You know, we use it for, like, we run a lot of events, so we put a menu in front of everybody where we talk about accolades and the price points and all that. It's like, we use it. It's just not something that we use first.
- [16:15]
Interviewer
Yeah.
- [16:16]
Jason Wojo
Because then it makes us look, like, egotistical and weird. So, yeah, it's like, yeah, I've always.
- [16:21]
Interviewer
Wondered how to use that in a. A funnel strategy. Like, all the accolades we get, like, all these awards we're getting all the time, we got, like, dozens and dozens of award. Tons of awards we get.
- [16:30]
Jason Wojo
Well, you don't have to say in the video. Like, the way that we use it now is we just have it in the background. So, like, you've probably seen those click Funnels awards that people get for, like, making X amount of money or whatever. You could just, like, if I were shooting an ad right now, like, I would put a ClickFunnels Award behind me and other ClickFunnels Award here and then the Inc 5000 and, like, the 3030 thing underneath me. Like, that's what I would have in an ad. I wouldn't say it out loud, though. I would intrinsically let the prospect decide. Oh, I know what that is. Because here's the thing. If they know what those things are, they're gonna buy something. Like, if they understand the validity of it. But if I have to explain it, then I'm like. I'm looking like I'm trying too hard. It's like a needy. It's like a needy feel.
- [17:12]
Interviewer
Yeah.
- [17:12]
Jason Wojo
So if I just have the awards behind me, I let the prospects sit there and go, okay, that makes sense. I know what that is.
- [17:19]
Interviewer
So you're doing a lot of podcasts right now and you're in, you're into four podcasts. What do you think the value is of podcasting for your business? Especially you're meeting all these entrepreneurs who need your services. I'm sure. Besides, actually the relationship, the crazy thing.
- [17:32]
Jason Wojo
Is, is I never pitch or anything to anybody when I come to podcasts. I don't. And the funniest thing about it is that I'll do like maybe like four to eight a month, give or take. Like, I'll do two travel weekends or two travel weeks or whatever. But like, they'll wind up asking me if I can do it. I don't actually like, do anything marketing wise. It's like really weird, bro. It's, it's interesting. I don't use it to, to generate income or anything. I use it to network and like, meet the next person. And that's how I really got a lot more views over the last two, three years and really started having bigger networks and like starting to network with real business owners.
- [18:09]
Interviewer
Yeah.
- [18:09]
Jason Wojo
Not just like, you know, not to be that guy, but a lot of these coaches on the Internet, like, they're not networks, they're just clowns. Like, it's like, it's not a. They're not real business owners.
- [18:18]
Interviewer
Yeah. We have a saying here. Those who can do. Those who can't, coach.
- [18:22]
Jason Wojo
Yeah. So it's like now I'm just, I just do podcasts for content, for collaboration posts because it helps out both pages. And then the third would be just like, hey, if I can help in any way, then I can help. If I can't help, no harm, no foul. I still get content. So it's like, oh, it's a win, win for you.
- [18:39]
Interviewer
Like, you're going into and you're talking to entrepreneurs. Because most of the people who have podcasts and have the leisure of podcasting are successful entrepreneurs, I would say. Yeah. So just the one on one, you get with me or you're doing Alberts or all the, all these and whoever else you're doing while you're in SoCal, which has just mega. And you're doing days right after it's like you racked it up, you know, like maximizing and everybody's a successful entrepreneur. So it's a great way for you and your business, I'm sure. But I just, you know, a lot of people undervalue, you know, the what a podcast can do for a business. You know, I'VE used it and it's. I feel like it's catapulted all my networks, my relationships, my friendships, my. And for me, my personal growth. Like, I'm over here, I'm asking you questions that directly impact my business and my strategy. So, you know, it's a win, win for me. Now what I find fascinating is like, you've developed like a key method on focusing on like, strategic business aspects. Now, which of these client, which clients most often under. You know, most clients often underestimate it, but how does that really impact their success? Like the different aspects of marketing strategy.
- [19:55]
Jason Wojo
When they underestimate it, they typically become impatient because they don't understand how much work it is. So they just look at ads and advertising as, yeah, like, I want to spend money, I want to get clicks, I want to make money. And I'm like, dude, there's so many more things to this puzzle.
- [20:11]
Interviewer
Yeah.
- [20:11]
Jason Wojo
And they don't want to understand that because Facebook, in the beginning of Facebook's time, they made the barrier to entry so low. You got a credit card, you want to spend five bucks a day, Come join us. Little did Facebook realize they were misleading people in the wrong fashion. Because what, what do half the people that we talk to say? I spent a lot of money ads. I did it on my own. It didn't work. I'm like, well, yeah, because they made the barrier entry so low. Like, in my opinion, what they should be doing is they should be validating, like your taxes, LLC information, all this stuff. I know that might seem small to bigger entrepreneurs who are listening to this because it's like, oh, yeah, you're supposed to have that. But like, dude, they let people who are low hanging fruit solopreneurs in their garage take a credit card and spend 10 bucks, 20 bucks a day, 50 bucks a day. And it's just like, it becomes this thing where people start throwing the word saturated around because there's no barrier to entry. So, like, when they underestimate it now, they get impatient because they're like, oh, ads don't work. This other person I hired didn't work. And I'm like, dude, your landing page, your offer, all these things, oh, no, just get me the leads, I'll close them. I love those people. They're like, just send me leads and I'll close them. I'm like, when you say that, we know you can't close the door. Like, we know you're not good at sales because it comes down to the pro, like the actual sales process. Your lead Nurture, like what's your, what, what is your like ascension model look like? What are all these things in the business that actually matter, that drive the business forward and you don't know it. You're like, that stuff's not important right now. I just need leads. I need to make money. And I'm like, bro, you don't. You're not a real business. It's crazy.
- [21:38]
Interviewer
And they just skipped all the steps and they don't understand how many layers there are. I mean, you're a brilliant marketer, you know, that's what you are. And there's so many components to attaining that. And people don't, they see Jason Moser, they're probably thinking, just, Jason's running my ads. Like they don't know that you got 60 people underneath you. Like that you're directing, you know, like creating strategies and really brainstorming with. And I'm assuming you're all decentralized. There are US based or overseas or how many people?
- [22:08]
Jason Wojo
So I would say about 85% of our staff is us and then 15% is going to be international. Yeah. Because those are like developers and graphic design. Like for me to find graphic design in the US and do developers in the US would just be too overpriced.
- [22:22]
Interviewer
Yeah.
- [22:22]
Jason Wojo
For the amount of workload that we need is just too expensive.
- [22:25]
Interviewer
So who's in the US that you hire?
- [22:26]
Jason Wojo
Like marketing managers, media buyers. The reason why we don't do overseas as much anymore is because the clients don't like it. Yeah, they care about results. But if I put a client paying 5, 6, 7,000amonth and they go on a call with somebody who is like in India or in Pakistan, they automatically are just like, I don't trust them, I want a refund. Like, they just don't like it. The, the, the professionalism is like not there. So all the marketing managers and the media buyers and the copywriters that we hire now, they're all us. Leadership is us. Yeah, it's more expensive, but it gives off a better tone. It's like when they get on the calls. I can't have people who are international ascending clients or upselling things to them. Like someone who's getting paid $3 an hour in Pakistan is not going to send a client from a package to, hey, we have this too. Hey, we have Mastermind with wojo. Hey, we got this. They're not going to trust the person. They're like, I could just get somebody on Fiverr myself. So that's where we started to see that like. And that was four years ago. I had VAs like four years ago and the business was stuck at 200 grand a month. And I was like, I'm stuck at 200 grand a month because I'm so bottlenecked because I can't trust these $3 an hour VAs. It just doesn't work. So all the people online who are pushing this VA stuff, like some things, yes, like video editing. Fine. VA IT graphic design, VA IT, social media management, VA IT developers. VA website building. Yeah, you could VA IT, but like when you have client facing people in the US where I'm talking to like real franchises and business owners, they're already pissed. They're, they're like, nah, I don't want that. So. Yeah.
- [24:04]
Interviewer
Who are some of the biggest companies you've worked for?
- [24:07]
Jason Wojo
Guaranteed rate. Harley Davidson.
- [24:11]
Interviewer
Are you working with the CMOs directly or how are you working with.
- [24:15]
Jason Wojo
I'm literally just in a group chat with. It's just, we call it the GR leadership chat. It's just like this WhatsApp group where I'm just with a bunch of like, yeah, we got cfo, cmo, director of brokers, director of brokerage, like all these like directors and corporate titles. And I'm just like, okay, this is what we're doing. I mean it's, it's weird going in that corporate realm. The funniest thing about that was that I closed that deal because I gave them one tip and they like spent a lot of money on like the hockey logos to like be behind the hockey ring and the baseball in there. And I got introduced to them, but by one of my good friends, Jen Beeson. She's like a really big mortgage lender. She was my client for about four years until she took everything in house. That's the, that's like the biggest way that I'll lose deals is they decide to go in house.
- [25:07]
Interviewer
Do you think you outperform in house?
- [25:09]
Jason Wojo
If I'm doing it one to one, that's like my private offer that I do like, like Albert's on, he's like, bro, I had 40, 30 grand a month in more in marketing people and you replace that for half the cost. And I'm like, yep, that's what I do. So that's the private offer is I'll just do one on one. I do all your one on one and you don't have to have anybody in house. No health insurance, no. All this other payroll taxes and stuff. And I will outperform the team because I do it one to one. And that's what most people buy is that one on one director roles? For sure. If it's just paid traffic, if your business is heavy, heavy paid traffic, then that would make sense. But you have all these other things going on. So that may.
- [25:49]
Interviewer
Yeah, yeah, we got three. So we got three brands. Just Shelby Imorgar's Capital Coffees for Closers, and then we got 10 pages for each brand, you know.
- [25:57]
Jason Wojo
Oh, yeah. So you're gonna need those in.
- [26:00]
Interviewer
Yeah. So we're. So I've like, I met with my team today. I'm like, I've outsourced my personal brand to like just, you know, video editors and videographers and guys who pose for me. And like now we're just trying to get our hands on the pod, the company. I mean, even with the company, you know, strategizing entertaining content to. To get picked up by the algorithm organically is its own thing.
- [26:27]
Jason Wojo
Like, I mean, it's good stuff and it'll. And it will get people to stop the scroll.
- [26:30]
Interviewer
Yeah. And that's all we're doing. So our whole thing for our growth strategy is just awareness. We want impressions, millions and millions of impressions. That's what we drive every day through.
- [26:41]
Jason Wojo
Like, our reach, I bet.
- [26:45]
Interviewer
But we're all. We're all ears. Everybody who's listening to this call markets. Mm. If they're not marketing, they shouldn't be. I mean, if they shouldn't be listening to this because it's an entrepreneur podcast, you know, like an entrepreneurs need a market. It's in our DNA. It's imperative to our growth. Now, a couple last questions. Now, you've been involved in both content creation and distribution. How do you see the balance between these two evolving in the next five years?
- [27:12]
Jason Wojo
Oh, I would say more than ever because AI storytelling is going to play a very important role on how we distribute content. Storytelling is going to be like the benchmark on how you mostly connect with your audience. Because people don't know what's artificial AI and what's like, real. Now it's this weird imbalance. So, like Storytelling two is gonna be. And I know a lot of people say this, but it's gonna be more important than ever, which is showcasing client results and testimonials more than ever. Because people don't know what's fabricated and what's real anymore.
- [27:46]
Interviewer
Yeah.
- [27:47]
Jason Wojo
So like storytelling, case studies, content, the way you distribute it. But regardless of how good your content is, like, is your product actually good? Because you could have all the great content in the world, but when People get led into the business, like, is the product good? And is it product market fit? And I feel like those are the three most important things. Like, when you're talking about, you know, like, like the office, like, content, like, that content's gonna do really, really good. But how we lead the click afterwards through storytelling and through the brand and the messaging is gonna matter a lot more.
- [28:20]
Interviewer
So what's some good storytelling strategies a business can implement?
- [28:25]
Jason Wojo
Biggest things with stories are. Ever since we were children, we always like stories. Like, you got to look at it like, you're sitting at the table with your friends, right? And you knew that your friend went on a date last night. You have to start stories with things that have to pull them in. So, like, if I said to you, dude, you're not gonna believe what me and her did last night, you're gonna go like, well, dude, tell me more. But if I just tell you in the beginning, I'm like, hey, dude, me and her went out last night and blah, blah, blah, blah, blah. I told you already what happened. Which means that there's no curiosity. And the biggest tip is branching curiosity. The way that you start your video ad, the way that you start your landing page, the way you start X story, has to pull them in in some weird manner. Now, it could be, you know, it could be the curiosity hook, it could be a value hook, or it could be a controversial hook. So, like, for you, when you said, hey, talking about the Fed is boring. Well, it doesn't have to be boring. If you said something like, hey, this. Like, if you had an ad where you had a piece of paper and the phone is going over, like, the table, and you're like, I found this weird, like, line in the Fed that, like, they're literally taking your money out of your mortgage. Like, you don't even know what it is yet. Like, if you start an ad with that, you get people to watch. Like, how were they screwing with my mortgage rate? Like, a big thing with VA loans is the, like, veterans assume that the VA sets the rate. It's false, right? So, like, that was a good hook that I used for a while for, like, VA loans and really pushing that. So, like, that whole angle of, hey, if you're a veteran, like, the VA is scamming you. Let me show you. Like, that's a good hook that will get curiosity. And veterans are now going to be like, like, they're taking my money. I fall for this country. Why are they doing this? So, like, that storytelling will then allow them to, you know, Obviously group more people in, but it's all about curiosity. That's, that's really at the end of the day as far as where the avatar is point A and where you want to take them, point B. Like for example, if I was teaching somebody how to build a marketing company, my story would be based on how I got started and then where I am now, where you want to be. But I'm going to allow you to shortcut all of the shit that I went through so you don't have to go through it anymore. So like that's the story is I'm taking you from point A on where I was to point B to where you want to be. And then the whole story between that is all the pitfalls, trials and errors that I learned from so that you don't have to go through the same thing. And that's how I would sell. That is now I did this for seven years. You could do it in one. And here's how. And I did all this stuff and spent all this money so that you only have to spend X. Like that's just like bridging the gap. Storytelling. Other stories are going to be based on customer stories because the way I always look at it is this. Like let's say you are running an ad and someone comments on your ad and they say, well let's say you're talking about how you're gonna get them a better rate on their mortgage, right? Someone might make a comment saying, oh well, you know, maybe they don't believe a certain claim or they ask an important question about the mortgage that you didn't answer in the ad. Likelihood is is that if one person commented it, another 10,000 people who watch are thinking the same thing, but that person was bold enough to ask. So now that comment is actually the hook for a new story and you just keep running that content to people. So like people comment on my ads and say, well how fast are my ads going to be up and running? Well tada. There's an ad that I then hit that ad with that then retargets all the views that then answers that question and it's like FAQs. I look at FAQs as a different story every time.
- [32:08]
Interviewer
Wow man, like you've really mastered this game. Like you really have.
- [32:13]
Jason Wojo
Like shit gets me nerdy.
- [32:14]
Interviewer
Yeah, you, you are the ad nerd. Like the king of ads. Yeah. Like, which is a huge compliment. You know, it's a testament to where you've allocated your, your, your brilliance, you know, and you're One of the most brilliant advertisers in the game. If not, I don't even know who. Who's comparable to you.
- [32:32]
Jason Wojo
Probably say Russell Brunson.
- [32:34]
Interviewer
Russell Brunson.
- [32:35]
Jason Wojo
Russell Brunson is big. One of my good friends, Eddie Maloof is good too.
- [32:39]
Interviewer
Yeah, yeah. Eddie Maloof also. So you're. You're.
- [32:42]
Jason Wojo
You.
- [32:43]
Interviewer
There's only like three of you.
- [32:44]
Jason Wojo
There's probably. Yeah, probably like five the most.
- [32:46]
Interviewer
Yeah, yeah.
- [32:47]
Jason Wojo
It's very, like, small at the top. Like, we all talk.
- [32:49]
Interviewer
Yeah, yeah. You know, I have a friend, Daniel Walton, who followed Russell Brunson, who's around your age as well, who's. He's running our. Doing a lot of our ad strategy on Go. High level retargeting. And he's a brilliant guy, too, but I'm sure he. He's very familiar with you. Okay, so a couple last questions. Just because I don't know what you. It's a. It's. It involves goals. Now, I don't know if you have kids or not, and you're not married. You're still single. You're just geeking out by yourself. So. So what's a personal goal that you have for yourself and a goal that you have for your business?
- [33:22]
Jason Wojo
Personal goal for myself. This is gonna be an interesting one, but I think that it is time for me to get out of, like, the Internet marketing world and, like, find my peace in other things. Like, I'm susceptible to it, but I got hooked into, like, nice things. Like, I have a lot of nice cars and all this other nice stuff that's external. I think it's time for me to, like, get out of that world because it's just, like, quote unquote, it's just, like, full of. It's just stupid.
- [33:54]
Interviewer
Yeah.
- [33:54]
Jason Wojo
So I'm starting to get rid of, like, my cars one by one. I'm investing more money into, like, my knowledge, my network, my house. I'm a big homebody. That's how I'm finding my piece currently. I really value, like, my time alone. A lot of people always feel like they got to be around people all the time. Like, sociable. Like, I get it. Networking's important, you know, who you know is. Is a huge determination of where you go. But I'm just, like, investing more of my time, money, and energy into things that, like, really, truly make me happy. So, like, trimming those things down and losing them as, like, the identity piece, like, like, I'm not naive enough to know that a lot of the brand that I've had in the first four years was built because I was the McLaren guy. Like, I had two McLarens and I posted them all the time and I had the videos and all this stuff is so cool. But like, it's really not. It's stupid. Like, it's a liability. It's a waste of a $4,000 month car payment. It's like it just stacks and it becomes a job to have cars. It's just like I feel like I'm taking care of kids every couple weeks.
- [34:59]
Interviewer
I got four kids. It's much different. Yeah. So it's like just, you know, to that point, kids are very expensive. Paying bills for dance and jiu jitsu and, you know, I got like baseball and football, soccer, and it's like thousands.
- [35:15]
Jason Wojo
It's.
- [35:16]
Interviewer
It's more expensive than car payments.
- [35:17]
Jason Wojo
Oh, yeah. And then the, the. The business goal would be I want to be able to be around 25 to 50 million a year. I'd probably be it. Right now we're at like 12 to 17. So it's like, it's not bad, but it's like I want to be around 25.
- [35:33]
Interviewer
How much of that do you guys. That's gross. Then like, what do you get the net out?
- [35:38]
Jason Wojo
Probably like 23 to 25. I'll probably keep. And then I'm starting to do real estate and stuff. I'm starting to learn, like, taxes and I don't know. I'm just so young and naive to stuff. In the beginning, like, I didn't.
- [35:52]
Interviewer
Yeah. Don't buy cars, buy units.
- [35:55]
Jason Wojo
Yeah. I got two townhomes. I bought two townhomes. I'm starting to get off the ground with the stuff and like seller financing deals. And like, dude, I. I've learned everything the hard way, which is a good and a bad thing. Yeah, like the first house.
- [36:10]
Interviewer
Lessons are expensive.
- [36:11]
Jason Wojo
Yeah, the first house I bought, like, I didn't really care that much about credit. And then I got my mortgage rate back, and then I refinanced it months ago. And I was like, damn, what a stupid choice that was. I should have just like did this and this and this. And I learned all those bad lessons.
- [36:27]
Interviewer
Yeah, just you being here gets you expensive. Exposed. Like. Yeah, I did this for Ike at Ike Sandwiches. I said, ike, I'll give you free mortgages for life. For free sandwiches for life, you know, and. But little does he know that he's gonna feed my whole office. He's like, deal. We made that deal two days ago. Now it's like a thousand bucks a week in sandwiches. Going to the office. I'll do the same deal for you for ads.
- [36:54]
Jason Wojo
I love it, but you could be sandwiches.
- [36:56]
Interviewer
No, no. Free. Free mortgages. For free.
- [36:58]
Jason Wojo
Oh, free mortgages. Oh, geez, how many mortgages I did?
- [37:02]
Interviewer
You'll be. You need to put all your money in mortgages. That's what you should be doing. All that money, you should have like a hundred properties by the time you're like 40. That should be your goal. Not all this other stuff.
- [37:14]
Jason Wojo
Yeah, dude, the cars are like the.
- [37:16]
Interviewer
Dumbest thing you can buy. The brakes, the tires, all that is just a waste. I have a decent car right now. I'm getting rid of it. I just, I want like the, like, I want zero car responsibility. Plus I don't even know how to drive nice cars. This one nice car I got like, I just destroyed it. I don't know what I'm gonna do when I turn that thing in.
- [37:35]
Jason Wojo
They just devalue so much. It's so bad. I. I had the McLaren. The McLaren keeped value somewhat.
- [37:43]
Interviewer
Yeah.
- [37:43]
Jason Wojo
Lost like 25 grand on that one. I got a Bentley Bontega. That was the worst decision ever because the Bentley been taking how many cars you have? Four.
- [37:52]
Interviewer
Yeah, you should have one. And then a bunch of houses.
- [37:55]
Jason Wojo
I lost 75 grand on that car. And I got an Ash and Martin. I lost like 13 grand, 14 grand on that one. And then I got a slingshot, that three wheeler. Ever seen those things? Yeah, I got one of those. I mean, that was a cheap thing. Was like 18,000 or whatever. I don't care about that. Yeah, yeah, but like huge liability.
- [38:13]
Interviewer
Yeah, yeah, no, no, I'm more into like golf carts and E bikes. Those are more fun. Last question. Because you're a young guy, when you're in front of the pearly gates, what do you think God's going to tell you?
- [38:28]
Jason Wojo
I feel like he will say, you tried your best with people, but you could have done better.
- [38:41]
Interviewer
I like it.
- [38:42]
Jason Wojo
I feel like that would be the thing that you would say to me. Me, there's times where I'm like not good with people. And I know that that's like my biggest struggle. For sure.
- [38:51]
Interviewer
We all try, man. We just gotta keep on trying.
- [38:53]
Jason Wojo
Yeah.
- [38:54]
Interviewer
Keep on getting better.
- [38:55]
Jason Wojo
That's definitely.
- [38:56]
Interviewer
Put away all the foolish, childish stuff. Put away the vanity, put away all that stuff. That means nothing. All right, well, God bless you, man. I hope you hit all your goals. If people want to connect to you, how do they find you?
- [39:05]
Jason Wojo
They can go on Instagram at the Jason Mojo. And if they want to check out our marketing company, they can go to thewojo media.com.
- [39:12]
Interviewer
Let'S go.
- [39:13]
Host
Jason.
- [39:13]
Interviewer
The man, the myth, the legend. Jason Wojo himself. Thank you guys for tuning in. We'll see you next time.