← The Code To Winning
The Code To Winning
PAID ADs SECRETS EXPLAINED: HOW I GENERATE $2M A MONTH REVENUE || JASON WOJO || EPISODE 060
00:48:25
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- [00:00]
A
I went to business school. I started learning about like, you know, the ebay flipping and all that fun jazz are seeing shipping costs and packing up my own orders and like basically just like, you know, profit and loss arbitrage. But I started pitching local businesses like 7 day free trials, 14 day free trials. I did like door knocking. So like barbershop restaurants, home service salons, stuff like that. You know, stuff where they could pay me 500 bucks a month for social media management back then I'll charge about 500 bucks a month for ads and social media. Like I would come there with a camera and film myself and then I would take the videos and images back home, export them, edit them, canva, post, boost, post, all that jazz. And then from there to start like investing myself a lot more. I started going to events mastermind like you know, I started getting in bigger circles.
- [00:46]
B
How did you end up like recruiting the people that work for you Right now?
- [00:48]
A
Right now on Indeed LinkedIn Upwork we'll spend maybe about 500 bucks a day just on ads to get hires to get applications. The fastest way to acquire a talent you is by having a brand and actually being good at what you do.
- [01:02]
B
If somebody is out there watching this and wants to try and build a personal brand, what's the first step they should be doing right now?
- [01:07]
A
First thing is like really figuring out what your voice and brand is. I know that sounds very vague but let me explain. Like you have to have this like unique counterpart to you, those that actually.
- [01:17]
B
Have a limited budget. What is would you recommend is the best way to try and use ads effectively with a smaller budget.
- [01:23]
A
I mean with a smaller budget it is tough because you have to get out in learning phase. The only way you're getting out of learning phase if you have 50 conversions in seven days. So you have to get out learning phase with 50 bucks. You got to basically get like $7 a liter less.
- [01:38]
B
The code to winning insights you need today to seize the world tomorrow. Today we have a guest that I have been looking forward to interview for probably over a year. We finally got him out the house right here in Arizona. Just to give you a brief introduction of our guest today. If you are curious, in marketing, in paid ads, in upscaling your brand and also developing and creating a personal brand, this is the episode for you. Jason Wojo is a person that I have been seeing on my platforms, all my platforms. He's very good at paid ads. He's one of the best and experts in this specific field. So we're going to Dive a bit more deep into that specific field. Go in depth in terms of marketing, the effective way to upscale and all that different stuff as well. So again, if you are curious and learning a lot about like just marketing and building your brand, this is the episode for you. So without further ado, the man, the myth, the legend, Jason Wojo himself. How are you doing, boss bro?
- [02:35]
A
Appreciate it, man. I'm excited. Got me out of the house. Let's run it.
- [02:40]
B
Awesome. You know, I want to kind of like just dive in deep about like, obviously paid advertising. I've seen your, your content for probably like over probably three years consecutively. I see a lot of ads just running through. So you really are an expert. You're one of the best that I've seen in that field. I want to talk about just when did you start in this market?
- [02:59]
A
So this was. Geez. I was in culinary school, so that's where I first decided to start my journey. When I got out of high school, went to culinary school, dropped out, realized I hated it. I wound up going to business school. I was flipping Pokemon cards online. I still do that now. I'm actually starting to like, push it out more as like a, like a side business that we just started with our esports team. But yeah, dude, I went to business school. I started learning about like, you know, the ebay, flipping and all that fun jazz. Started seeing shipping costs and packing up my own orders and like, basically just like, you know, profit and loss arbitrage. And then from there I found Tai Lopez's course. Saw he was talking about SMMA make 10k a month. I was like, oh, all right, cool. Like I'll do that. And then I got more into it, Started pitching local businesses, like seven day free trials, 14 day free trials. I did like door knocking. So like barbershop restaurants, home service, salons, stuff like that. You know, stuff where they could pay me 500 bucks a month for social media management. Back then I'll charge about 500 bucks a month for ads and social media management. Like, I would come there with a camera and film myself, and then I would take the videos and images back home, export them, edit them, canva, post, boost, post, all that Jazz and build brand Google. My business used to do a lot too. Built websites too. So then after that, I was at home for three months to finish off my degree. I mean, three years, excuse me, to finish my degree. And then from there I decided to move to Orlando, Florida and just go all in on it. I was making like three grand a month. Give or take. And I was like, all right, I have enough to like get a room in a house and like a college house. Because I was a big introvert. I still am. I'm perfectly okay with it. I feel like introverts are the smartest people anyway. But I did like that whole phase of my life was just like in a house doing nothing. Even during college, bro. Like, I didn't really do much. And then when I went to Orlando and lived with a bunch of college kids, I started making more money. And then I started to enjoy the things in college that I didn't do. Like, I, I went through that phase where I, I like to party. I wanted to get out and like be an extrovert and saw what it looked like to like chase women and stuff like that. So I did that. And then I got a tired. Like, that got old real quick and I started building the business more cold calling, doing all that Jazz referrals. And then from there I started like investing myself a lot more. I started going to events masterminds, like, you know, I started getting in bigger circles. One of my biggest mentors was Jason Capital. He taught me a ton about copywriting, direct response funnels, upsells, low ticket funnels, webinars, like VSLs, all that jazz did that. And then I just started like, really just ass from there with like low ticket. Low ticket was where I had my biggest like win for sure.
- [05:34]
B
And you define what the difference between high ticket and low ticket.
- [05:37]
A
So high ticket is, is basically like yo group coaching programs, masterminds, one to one coaching, done few services, consulting packages, stuff like that. Low ticket is like seven mini courses. 27 mini courses, 197 like tickets for events. That's like low ticket or webinar offer. That's like 4.97. That's like a low ticket offer. So yeah, I mean I was doing low ticket. I went from like 20k a month to near half a mil a month. And like a couple months because I sold this 100 ad templates offer. It was a 17 offer and with a bunch of upsells. And then I would get people on the phones and close them for like one on one coaching, two, three grand. And I was just pocketing like 15, 20K a day, just closing deals off the phone. And then I got too burnt out and yeah, I got, I got too burnt out and I didn't have a team. I don't understand leadership, understand any of that stuff. And then from there I realized that I needed to build leadership skills. I Don't understand what any of that stuff meant. I was like, all right, I make money online. I'm a leader. And then everyone around me was like, dude, you make money, but like one respects you. And I was like, oh, sick. Okay. Because when I grew up, dude, like I was poor. Not like dirt poor, but my parents made like $80,000 a year.
- [06:50]
B
In New York.
- [06:51]
A
Yeah, in New York, which is kind of poor, but it's like kind of like mid class. I would say like up to, I feel like 80 to 120k in New York is like mid class. So yeah, like that's just where I grew up. And then I started realizing like, hey, I need to be a bit bigger person, post content. Like I was just running ads to low ticket, but I didn't have any brand on the side of it. Like most people who notice me now have been following me for like three, four years, but I've been in the game for seven. So like no one really knew how I was for the first three years. Really do shit. Like I was just making money selling low ticket, selling one to one consulting because I proved the concept. It was easier to close people on the phone because they bought the thing that I sold. So I was like, hey, you bought my low ticket, let me help you build yours. It was an easy sale. Now it's like, now it's so hard to sell in our space. That's why I have multiple offers. Like, I don't know if you are in tune with some of the campaigns I run, but like I have done for you ads, I have a webinar offer, I have low ticket and I have scalier ads which is our events. So I have like four different assets of our business that allow people to enter the ecosystem in like multiple facets. So like now what I've been seeing more than ever is that we're in a trust recession. So no one.
- [07:52]
B
Exactly.
- [07:52]
A
So it's like, you know, you're talking about YouTube and, and, and, and, and Google and Perf Max. Like all these campaigns that, that are great to have dialed in because they just build more trust. They're more search intent based. Like with Facebook, bro, I'm going in front of you and I'm like, do you have any idea who I am? Well, if you don't, here's who I am. But Google and YouTube is like, I'm looking for help with Facebook ads.
- [08:11]
B
Exactly.
- [08:12]
A
You know, so it's just like, you know, we spend, I don't know, like maybe 14,000 a day on Facebook. Just for like my sales team and my agency. And what we're seeing right now is like, Dude, TikTok's giving us a higher ROI than Facebook. And it's like, bro, it's weird as hell. Like TikTok gets me a 7x return. Facebook's getting me about a 3 to 4. YouTube retargeting and Google retard and get about a 20 to 30x return.
- [08:35]
B
Oh yeah.
- [08:36]
A
So like, and that's just retarding though. So for everybody who thinks that, that's wild. There's no cold traffic on Google yet. There will be soon because basically, dude, we got this software that every time you go to my landing page and you click play, it pulls your Facebook data.
- [08:49]
B
Really?
- [08:49]
A
Okay, so it's called eboo. He's one of my vents, one of my friends, Vince Reed, he owns Eboove and it's like this cool video player. So like you might use YouTube embedded for videos on a landing page or Wistia or Vimeo or Sprout, whatever the hell these platforms are. Ass Eboove, you click play and basically I just grab all your data and then if I combine it with open send, if you know what OpenSend is.
- [09:15]
B
No.
- [09:15]
A
So Eboove is the video player. Open send is this line of code that goes on your landing page and regardless if you opt in or not, I can pull your name, email, phone number. So now I could just shoot it over to my setters and my sales team and I can call you. And you never opted into my landing page.
- [09:30]
B
That's interesting.
- [09:30]
A
So like, we combine Eboove with OpenSense, bro. Man, I'm a big homebody, but I will on all these marketers online, bro, the shit that we do right now is like absurd. And I don't really talk about it much. Like, I'm only touching the surface and like.
- [09:45]
B
But like, do people. Can people get access to that? Right? Is it like they can.
- [09:49]
A
It's just expensive.
- [09:50]
B
All right?
- [09:50]
A
It's just expensive. Like. Like scare money don't make money. Like, open send is. Is we pay like 8,000amonth. Eoove is like it's 300 bucks a month and $2,000 setup fee. So e's great, dude. Like, if you're going to get anything off the ground, like run E. And.
- [10:03]
B
Do you do high ticket or low ticket? Sal or both.
- [10:06]
A
Okay, so we'll have. We'll have low ticket. So basically, low ticket will run to 27. Course I have two of them. Digital product millionaire and then I have webinar Starter kit. Okay, so those two will run. And then we have like still low ticket. We have scale your ads which is our event coming up July 26th. That is $47 to $197 for tickets and that's going to be in Miami at the Ritz Carlton. So we run that and then we just get a bunch of people in a room and then we sell them and that's really. It. Got some cool guest speakers too. I got Tanner, I got Brandon Carter, I got Daniel G. That's exciting. And then we have high ticket which is our webinar offer. Done it for you. Ads, social media management, we have AI setters, we have email management, we have website builds, CRM builds. Geez bro, anything you can think of we have.
- [10:49]
B
And then the question I had, what is one of the most underestimated thing that entrepreneurs have concerning paid ads? Like what don't they know?
- [10:57]
A
They don't know what they want to know because they don't want to spend the money to find the answer.
- [11:01]
B
Nobody wants to spend the money. Which is ridiculous. Cuz in everything you do, when you did the masterminds, when I do the masterminds, when I do the connections, like every time you go to those places, even if you don't get the information that you strive to get, you still end up meeting the people that going to end up like unlocking the door.
- [11:16]
A
The, the, the relationships and just the simple fact you have to be a part of the community to get it. Like, like people expect to put a dollar in and get a ton of money out and that's what people always have expected. I'm like, dude, that's, that's why I am who I am now. And I'm a big homebody. And there's a reason why is because I'm just tired of being the person who tells people things and they don't do anything with it. It's exhausting. It's like, yo, here's how you do X, Y and Z. Here's how like dude, I can go in any business right now and if, if I just had access to your credit card, I could probably get you to like a quarter million a month. Within like six months. It'd probably just take me like six months. The problem is, is that no one wants to give up the card and no one wants to put down their ego. So now I'm in this place where like bro, I go over surface level stuff on free content and podcasts, but I won't tell the real no one. No one, bro. And everybody online will sell it. They'll sell it. They'll be like, coaching group, bro. I don't have any coaching offers. I have no group coaching programs. No one on one. I don't sell biz op. And people always say, dude, you make all this money, why don't you sell coaching? Why don't you sell biz op? Because I don't want to create competition. I want anyone to know the shit that spent fucking. I have to check my Google Excel sheet. But if I were to look at all the things I spent coaching on and all the things I've done with mentorships, I probably spent like 800 grand. I'm just like mentorships and coaching. I just don't want anyone to know. For $2,000, for $10,000, I went through trauma and shit to learn. I'm just going to keep it myself. I'm just going to gatekeep. And if you're a loyal paying client, then you'll get it. But if you just want to follow and you, like, people might watch this and be like, dude, that's crazy. Like, that's absurd. Why are you gatekeeping? Because you're not going to do shit with it anyway. I can go on here, get a whiteboard, and I can give you everything that I did to get to a million a month. No one's going to. Even if it was free.
- [13:07]
B
They're not. But then like when you said people, if they pay the right amount of money. Do you have like a subscription base where you have like a, a course where people can actually get access to that? Because I know you say you do do it yourself ads.
- [13:17]
A
Yeah. So the, the, the done for you is our biggest offer. I don't have anything. The only thing that I do have is my one on one private.
- [13:25]
B
What is it done for you do though? It just does the ads.
- [13:27]
A
Yeah, we just do your landing pages, your offer, your ads, your creatives, your scripting, your tracking every single traffic source we run for you.
- [13:35]
B
Okay.
- [13:35]
A
We give you your videos, we edit them. Like, bro, it's literally done for you. 95.
- [13:40]
B
Wow. And how much does that cost?
- [13:41]
A
That is. It ranges from 3K to 5500amonth.
- [13:45]
B
Okay.
- [13:46]
A
And then there's my one on one private. The one on one private is I have, I don't know, like 18 clients on the ship right now. I got 18 clients who, I just run their ad campaigns. So, like, they just want access to me. They're like, dude, I just want you to run it. I don't Want to talk to you at all. Just take it off, man. These are business owners doing like half a million a month and middle a month. They just don't want to touch nothing, they don't want to know nothing about it. So I'm like, all right, cool. I put this private package together and basically what it is it's 15,000amonth and then you pay me a second $15,000 a month if I make you an extra half a million a month or double your revenue.
- [14:18]
B
Okay.
- [14:18]
A
So that's how that offer divvies up. And that's where most of my money comes from because the agency does over mill a month. I'll do like 800 grand a month just on like one on one private and then I have low tick and all that. And like we're basically scraping 2 mil a month right now. So that's where the revenue like basically is derived.
- [14:33]
B
Makes sense. And one, obviously you end up like building a team. Was that when you end up moving here in az? Did you, where did you, how did you end up like recruiting the people that work for you right now?
- [14:41]
A
That was just through brand.
- [14:42]
B
Okay.
- [14:43]
A
Like I went all. So like there are certain sources to where we hire. So like right now on Indeed LinkedIn Upwork we'll spend maybe about 500 bucks a day just on ads to get hires, to get applications. The fastest way to acquire a plus talent is by having a brand and actually being good at what you do.
- [15:02]
B
Exactly.
- [15:02]
A
So like if you're getting your business off the ground and you're looking for good hires, I hate to be the one to tell you this, but unless you have a partner who puts money up, you're not going to find a players see your shit vision and shit foundation and like quit everything they're doing to work for you. What they need to see is this person has a really cool network, this person's running events, this person's trustworthy, this person posts godly how many times a day and now I trust him or I see this guy over my feed, I want to work for him. So many people talk about him. He has a lot of results. Reviews on Google are good. Like there's multiple facets of how you attract a talent. But you can't just wave money in people's faces and expect them to come work for you because they're only money hungry. They're not mission or core oriented into their actual core values. There's nothing else there that motivates them.
- [15:50]
B
That's facts man. It's facts. I like Them what, what we say is the most effective way of doing ads. Like, and that you've seen results come out of it as well. Is it like which platform is the best, would you say? YouTube?
- [16:01]
A
To be honest, man, it's not about the ad, it's about the funnel. Like the actual sales process of what divvies up and offer is what dictates every other result. So like, for example, dude, like our webinar offer does better than every other funnel.
- [16:13]
B
Interesting.
- [16:14]
A
So all the webinars that we run get better results than a regular book or call funnel.
- [16:18]
B
Wow.
- [16:18]
A
Like, dude, I'll go on a webinar, for example. Like last week I did this, I went on a webinar and I spent no money on ads. I do spend my ads. But I'll, I'll, I'll, I'll break this down. You have context. So I spend about maybe a thousand bucks a day running ads to school. The school is this group we have where we get a thousand people, we spend a thousand bucks a day, we'll get about maybe like 90 people a day to join. And we just stock this group with people. Okay, we take those 90 people, we run them through a weekly webinar. So they opt in for school, they get a bunch of free courses and content, and then they join the weekly webinar. And that weekly webinar is where I pitch a 6500 offer. 6500 offer that gets pitched to them. If I get 700 people a week, I'll get 100 people to show up on the webinar. I'll easily close like 35, 40k in a webinar off $7,000 in ASB. So I'll run that for 7k. And all the people that join school are free. And if I get one buyer, that's it. Let's say it, it stunk. And I got one. No sales commissions, 20% payroll. I'm close to break even. And those people got my school group for free. That's what I look at. It's like a self liquidating weekly webinar.
- [17:25]
B
Okay, interesting.
- [17:26]
A
Last week I have 116,000 people on my list. Now 60,000 don't have DND on and all that. And then X amount you can't text. I texted only 3, 000 people. Got them on a webinar real quick and still did 25k. So I sold 4 people on the offer. I'm like, dude, it's, it's this thing where it's like bro, the webinars you sell One to many, you build more rapport. If no one trusts you, they're gonna trust you after an hour. And that's why I do podcasts. Like, I, I like doing podcasts. I made the joke that I like to stay at home, but I only leave the house for a couple reasons, bro. Either doing I'm doing a podcast, I running my event, playing basketball, or I'm going to get a stock of cigars. I like showing them my back and just, oh, half naked. Enjoy my life. That's the way I work. That's the way I roll. So, like, that's what I do now and then. Or I'm speaking at someone else's event.
- [18:17]
B
No, I love that, man. And right now, somebody watching right now. I mean, Jason Rojo, you 10. A few of the guys are just very well known. And I've been very consistent in the game for, like, X amount of years. If somebody's out there watching this and wants to try and build a personal brand, what's the first step they should be doing right now?
- [18:33]
A
First thing is, like, really figuring out what your voice and brand is. I know that sounds very vague, but let me explain. Like, you have to have this, like, unique counterpart to you. So, like, for me, for the longest time, dude, I didn't have a brand. It was just like, this guy runs ads. But now I'm starting to pick up this brand where it's like, there's a couple facets. One is the guy that's all over my feed. Two is the guy with the mustache. And three is the guy that hates on the gym. Like, those are like my three things. And it's like, dude, the crazy part is, bro, is this guy made a video about me about a month or two ago. Dude, this can be an interesting topic.
- [19:10]
B
Or is it a ball of busters?
- [19:12]
A
No, I'm not. No. So that's the thing a lot of people have asked me, yo, dude, I've seen a lot of content about you. And I'm like, bro, I've never been on Ballerbusers. No one really talks shit about me. And you only get hate from people who are below. Straight up.
- [19:26]
B
Precisely.
- [19:27]
A
So this guy made a video. His name's Tony. He got on a sales call with me, tried to basically clickbait me. I ran this special offer through text message because some people might be like, why are you taking sales calls? I don't take sales calls. Don't worry. I did a special offer. I was like, yo, if money get on the phone, and then I will show you what our offer looks like. So they paid this deposit or whatever and this guy gets on the call. He's starting to pick my brain about my offer. I start realizing halfway through the call, like this guy isn't here, why he's here to funnel hack the out of us.
- [19:54]
B
Right, Interesting.
- [19:56]
A
So he gets on the call and basically I, he takes the recording and he's like, yeah, dude, my friend Jamil use you and you know, he said that he didn't have great experience. I was like, sick, dude. I go into high roast into now. I don't mind talking about this. I go into their account and he had about a 1.8 to 2.2 ROAS on the front end with his brand Astro Blaster. Okay, I got all the screenshots and all the proof. For 2 months. He signed for a 6 month agreement for a 10k a month offer that I was running at the time. Now it's 15k a month. I can talk about the one on one private. Did it for 10k a month for 2 months. Decided to back out and basically blocked his bank account from me and said that what I was doing was not working. He didn't finish his part of the agreement. And then on top of it, the 997 that was telling them the pitch, I was like, dude, you need to have an ascension. You need to have something else up to the 997. We can't just make money on a 997 front end webinar. You got to have something else on the back end. And he's like, n, I don't want to do coaching. I want to do this, I don't want to do that. I was like, okay, cool, then you're just going to make money off the 997, dude, I don't know what to tell you. And then he missed webinars for three weeks, made this video. And the crazy part is, bro, is that we made more money after he was talking.
- [21:04]
B
So that's a case. Sometimes it is.
- [21:07]
A
So I was like, dude, keep going, keep going. And it's funny because like two weeks ago I sent him a screenshot. It's like a laugh. I was like, dude, thanks for my biggest month ever. And he was like, oh, dude, blah, blah, blah. Basically just snickering back. I was like, bro, when you get hate, you just make more money. That's why now I'm kind of just okay with the whole like gym brand. Like how I made those videos. Like this shit's hilarious. It's just like it's funny, dude. You could be like, you could be loud, but you could also be the quietest person in the room. So you could be loud with your brand and the videos you make, but I'm just like really quiet, personal.
- [21:41]
B
No, but you see, so, okay, I've met people that are very close to. To Tate as well. As much as he may be a very loud personality out there. Many people that said, the closest, probably usually the most quietest when there's no cameras around. A very introverted person. But he also knows what to say to get the targeted audience as well. So some of the people that. Some of the like. Like an introverted extrovert is what I call those people, like, you know when they know when to speak, but they don't speak all the darn time. Does that make sense? It's being calculated. It's almost like playing chess. So every single move is a chess piece.
- [22:10]
A
That also alludes to why our ads have done well for so long. I will purposely do things in videos that make people comment or get mad. So like, I'll purposely not shave, right? And I'll do ads so that people can comment, oh, he doesn't shave. I'll purposely leave pimples on my face. I'll purposely do things that trigger the. The actual avatars.
- [22:30]
B
Interesting.
- [22:31]
A
I'll also do things where I'll be in front of my car. I'll make a video piss people off. Because the more engagement your ads get, the higher they rank on the feed. So like, if I'm running ads and I just make like simple ad images, they'll do well, but then they stop doing well after a certain amount of time. They do really well off the rip and then the consistency lies in and it starts to flying because there's not enough hate. And in the comment section, interesting quick hack I'll give everybody is if you go into your Instagram and Facebook and you put these things in called hidden words or banned words, you can get more people to comment on your post and the banned words won't show up in the comment section, but it will count towards your engagement score.
- [23:10]
B
Wow, I never knew that.
- [23:11]
A
So like, if I go on Facebook and I put like, I know all the comments by the way, that I usually get. So I had chatgpt scraped all my comments. What's the most commonly used words? And they are skinny, scam, Hitler, all this. So I'll take all that and I'll upload them. And then when people come and I get a notification, but it blocks it from the public.
- [23:31]
B
Interesting. I never knew that. That's fascinating. And I know you and I, we spoke about it earlier on. Right now we have the market where people aren't so trustworthy. They're not willing to end up spending on ads as well. With those people that are necessarily stingy without seeing the potential in that, but also those that actually have a limited budget, what is, would you recommend is the best way to try and like use ads effectively with a smaller budget?
- [23:54]
A
I mean, with a smaller budget it is tough because you have to get out of learning phase. The only way you're getting out of learning phase would be a 50 conversions in seven days. So you have to get out of learning phase with 50 bucks. You got to basically get like $7 a liter less with 50 bucks a day with low budget ads. And the funny part is I know people who talk about this thing now. Everyone's got this new mechanism now where it's like someone came out with this, this program, it talks about low budget ads and I'm like, dude, all these coaching programs teach you how to be cheap and a shitty business owner. They don't teach you how to run ads. Build a team, build systems, roll D. Why there's breakpoints at 1 million, 3 million, 7 million, 10 million. Like all these things that no one teaches. My, my girlfriend bought this program from somebody, it was like 10k. It taught them how to run DM ads for 100 bucks a day. I'm like, bro, you need to learn how to build a team, have systems, have a good product, have role duplication, how to build an emo, like an actual customer journey and how to do all this and no one wants to teach it. You want to know why no one wants to teach it? Because it doesn't get conversions. It's boring. No one. If I made an ad and I was like, yeah, I'm going to teach you how to build your, build your hierarchy and build your team's SOPs, and how to hire the right CMO and how to hire the right CEO and replace yourself and you know, make sure your payroll, say the 25% of your gross revenue, no one's going to opt into that ad because it's boring. But if I make an ad and I'm like, here's how to make 10 grand in 30 days using this one simple ad. Now I get people to click because they're just idiots. They don't understand what a. They're clicking all the shit that people don't need, right? And it's just like it doesn't make any sense. How to build the highest converting funnel? Take my templates. That's not a business. That's one aspect out of like 80. You need to have a good offer, good journey, good infatuations, good copy, good storytelling, good unique mechanism. And then your funnel. What about the vsl? How does the tracking set up? Do you have your tags from GA4, like all these things that actually matter? And then you run it with a Facebook page that has no posts and you're like, oh yeah, I should do well. I was told that the landing page is all that matters. Slide. Dude, it's crazy, bro. You got to post every day, you got to have a good email list. Where's your welcome sequence? Browse abandonment? Where are you tracking everything? Where's your UTM parameters? Like all these things that actually build a business and then they actually get onto a sales call. Where's your setter? Where's your salesperson? Where's your pitch deck? Why is your offer not converting? Does your contingency suck on your guarantee? Like, what are all these things that are breaking in your business? And then people have these bold guarantees and you see all these businesses crashing with these guarantees. These stupid ass guarantees guarantee you 15 clients in 30 days. And then you hop on the sales call, bro, and they're like, you must have 10,000 followers, you must have this. You must have all these contingencies or the guarantee is removed. And now they're clickbaiting you and it's like, dude, the only thing we sell in our ad is we will run your ads for you. We've done this for seven years. We've done nine figures online. We don't say any guarantees in the ads because that's FTC uncompliant. You can't do that stuff. The only guarantees you can have are a setup fee with the ROI basis. So you have to charge a setup fee. And then you say, hey, listen, you're going to pay X amount. And then you pay your second payment when you make an ROI back. But you can't say ROI guaranteed. Like, dude, all these offers I see in the space are ruining that trust recession that we were talking 100%. When you see all these guarantees and shit, dude, like, and it's very thankful for me because I run such a very integral, compliant business and I'm not worried about shit.
- [27:24]
B
I. Dude, I love that so much. I want you to give me personal advice. So right now we're about to touch, I think by the end of the week we'll probably be on 40k subs. The goal by the end of the year is 100 plus. But then the entire purpose is trying to, you know, do courses. We're trying like draw. We're going to do like low ticket sales as well. But at the same time I want to. There's another show that I want to be starting, co hosting. It's going to be like a. It's kind of a side hustle show for the things and people that have experienced certain stuff as well. But it's going to be live like, you know, YouTube lives. I've seen people that have such a less amount of subs. But just build a community where people are doing super chats. I mean, just building as well. What advice would you give me? What's. What's the first thing I would, I.
- [28:00]
A
Would not do the second show. I would focus on what you're good at, which is one thing. Okay, do not get distracted. That's everyone's fuck up.
- [28:08]
B
But that's what I'm trying to say after I touch 100. That's the thing. Because right now we're consistent in releasing almost every day and by next week, so.
- [28:15]
A
So these podcasts go up and this is what got you to 40,000 subs?
- [28:19]
B
Yes.
- [28:19]
A
Just keep doing this. Don't do anything else. Why would you do anything else? You got to 40k subs. You got more subscribers on YouTube than I did. Why would you stop the thing that got you to 40k? Because you're. You're getting shiny object syndrome. Like why do another show about side hustles when you could just do the same now? You could just have her plug in live and we could just do the same live.
- [28:38]
B
Interesting.
- [28:38]
A
And put up a board and let us just run through questions.
- [28:41]
B
But isn't it the fact of like diversifying where people just feel so, you know, stagnant and they want to try and innovate and stuff like that.
- [28:48]
A
So you could take this and this could just be like a whole lot better. Like, why don't you take this, go live and maybe you get. You have people start buying your programs on how you've done this and you could teach about Google Ads and you could teach about the side hustles on this and then just do these on yacht. Do these on cool. Like go rent out a skyscraper bar or something and do them there and go live and then turn into a kick and turn to a YouTube live and start streaming and go on Twitch and do that instead. When I look at building a business, bro, you have built the core foundation of our economy. Which is, which is attention. You get views, you get people to watch your stuff. The last thing you should be doing is doing something else. Why do I only run a marketing? Because I don't bore you with all the other that you don't know. I run because I don't want to market it. Once you buy from us, then you'll find out about it. That's the last thing I would do, bro. I would go harder on this. I would put ads behind this and take your videos of things you want to pitch and just put them on pre roll in front of your podcast. Just run pre roll ads on YouTube, pitching the thing that you're selling. Do many pitches during the podcast of either a sponsor, right. Or you do something in the description and then just keep capitalizing on this, bro.
- [29:59]
B
No, I love that. I love them. And I think you're actually spot on because I think that's what happens with people sometimes, especially when they start businesses. It's like, oh my gosh, let's jump into that. Now that I've done solar, let's do roofing as well. And then before you know what they're investing there, everything starts collapsing as well. So love that advice. So appreciate that. Which kind of goes and segues to my next question, actually. You've worked with multiple clients and you've seen success of many. And from those that were really successful in utilizing and transforming conversion and making sure they get revenue in whatever they're doing. And those that started just. I had a bad experience. This is so awful. What is the difference between the two?
- [30:35]
A
Difference between the good and the bad client?
- [30:36]
B
What good? What if they do differently?
- [30:39]
A
They just shut the fuck up and listen. That probably be the first thing. That's definitely the first thing. So first thing is when they don't listen, they're a pain in the ass. Okay. Two is unrealistic expectations that they never got from us, right? So what happens is this first month they're running ads, they're the bad client and they're like, I'm only getting a 1.5 return. I see all these ads of you online and these testimonials and they're making more money than I'm doing. What's the catch? They had a different business than you. They were a different person. They had a different offer, different landing page, different ad, different copy, different sales team, different setter. You just suck right now. And you need to get better. Either you're not, you're, you're not Fulfilling on your offer correctly. Did you build an Ascension product? What's your team like? Oh, you got a bunch of people in Pakistan doing okay. Makes sense now why they're not enjoying the client experience. You're trying to be cheap with VAs or your product sucks, and you tell all these people that it's great. Like, there's so many things where you reveal the hood on somebody. Like, bro, there's just so many things. We had a guy this example, dude, this is why, man, I. I stay inside more than ever. These. These people online that try to take stuff and then they run with it and they think that they can get away. We had a guy this morning, bro, he used to fight for our country. I'm like, oh, dude, this guy's got to be nice. He's got to be a nice person. He fought for our country. Really down to earth person. Yeah, no, that was complete and utter bullshit. Okay. He basically comes on our ecosystem, takes our ads for a month, and then kicked us out of all the accounts. And he said, oh, I'm going in a different change. I'm going in a different direction. And I was like, dude, you took all our stuff and ran. And I thought that you were nice because you fought for our country. Like, dude, I do not take anything for face value anymore. Words and actions don't matter. When you swipe your credit card. That's the only vote that actually is going to make any sense anymore. Anymore. So now I've detached myself from outcomes and just stuff like that. It's just, like, ridiculous.
- [32:31]
B
That's fascinating. I guess you get to see people's true colors as soon as they get something out of you as well.
- [32:35]
A
One of the biggest. So I read Matthew McConaughey's recent book, and one of the things he talks about is he's like, dude, everyone will show you their true colors. Just give them time. And the crazy part is that most people don't give them time because they're impatient. So they just assume that everything's great. You got to give people time, and then they'll show you what. What their. What their true colors are.
- [32:52]
B
It's so Right. But now we've seen the. The utilization and the transformation of AI and. And also, like, when you see automation, where do you think that's going to be happening in terms of disrupting the paid ads industry?
- [33:05]
A
I mean, dude, the AI thing, I use it for efficiency, but I wouldn't use it to replace my marketing and copy and offer knowledge. It's very hard to see AI Replace like really good marketing. Like you can't make a Hollywood like ad with an AI. It just doesn't add up. Like we've tried it, we're not naive to it and it just doesn't perform better. It doesn't do the same storytelling. It's good for ideation, it's, it's good for writing like email and SMS follow ups and like help with other aspects of the offer. But what it's not good at is building out a campaign from start to finish. It's just not, it's not the same thing. And people are using this AI thing with the lip moving and the lip sync. It looks so fake, dude. Like the AI ads where you're standing there in front of the camera and you're trying to talk to and supposed to AI it, it just doesn't look realist. And also the biggest thing with AI for our business, it's different because I don't want to use AI against you as the prospect because what are you going to think? Your whole campaign is going to be AI and they don't want that.
- [34:05]
B
Exactly.
- [34:05]
A
So I'm in a different B2B niche where that just does not work well. Right. If they, if I said, hey, I'll plant an AI setter in your business now it's more feasible, it's a lot easier. But if I said, hey, your whole marketing campaign from the voice to the landing page to the person they speak to on the phone is all AI, they're now going to want a refund. They're not going to like it.
- [34:24]
B
I couldn't agree more. And I think that's, that's the new trend that's been happening. And personally for me, you know, sometimes you'll randomly. I mean, I'm from South Africa. I told you about this. I don't know if you've done any of the safaris down there but like right now there's all these AI safaris are just taking away from the actual like the, you know, the videographer and actual AI safaris. Yeah. That you're seeing a lot popping up and like on social media and it's the worst.
- [34:47]
A
So. So the tiger and the giraffe and are fake.
- [34:50]
B
Are not being fake. Yeah, it's, that's my point. It's like everything is just becomes more automated side bro.
- [34:56]
A
I, I literally don't understand that at all. That's like me going on a cruise.
- [34:59]
B
And getting it AI it's ridiculous, you know, So I think that's it's been heading down there And I think that's the. The problem right now. And I think if people can just utilize it effectively, it can become an asset, but it can also become detrimental if it's not done and utilized perfectly.
- [35:14]
A
Yeah, I mean, we're losing human touch, too. Like, dude, all this stuff where you can fabricate what someone looks like too. AI edits to. To a pic. Like, no wonder why dating is so tough now. Like, I'm fine. I'm in a relationship. Like, I'm not worried. But, like, dude, I see a lot of my friends, bro, they struggle with relations because they're so disconnected, because their personalities are. Because the Internet told them that it was okay to act that way. And they're not really, like, authoritative figures that deserve a partner or deserve a spouse. They're just like. Like, they're. They're degenerates, and they think that, oh, they're phony or, oh, they have a good personality. Like, it's so fabricated, bro. It's so crazy, man.
- [35:51]
B
That's crazy.
- [35:52]
A
It's like, dude, the whole dating scene is just so now there's all these apps and, like, expectations and, like, what a man should and should not.
- [36:00]
B
What a woman is. What a. You know what I'm saying? What a man should has to be with. It should be, what height she should be and all this different stuff, what he should be able to do. Meanwhile, you're a baby mom.
- [36:10]
A
Like, women are like. Women are doing this whole thing now where it's like, yeah, you know, I don't want to date a guy that's shorter than me. Or, I don't want to date a guy unless he's 6ft tall. What do you bring to the table? Like, what does that even mean? Like, I'm six feet. That's cool. But I don't want to be presented my value based on my height. Like, are you stupid? Like, it makes no sense, dude. It's crazy. And then you. And then women complain all the time. They're like, I can't find a man. I'm like, yeah, because you like one yourself. No one wants to date themselves.
- [36:37]
B
Yeah. I interviewed a relationship coach actually, in. She was. Because she's a Scandinavian born in Russia, but she was talking about the essence of. And the importance of femininity and how women should be able to embrace that. Because right now, there's a bit of a conflict of interest right now where they're trying to take up male roles, and it's just been conflicting because she's just talking about how you embrace your nature. As a woman, you know all these characteristics that make you women, women and men. Men. And that's why they coincide. They work perfectly well together. So not to go off topic, but I, I couldn't agree more with what you were saying by, by the way. So, man, you've done over for clients as well, about over 150 million, obviously. In terms of paid ad revenue, what's probably been the biggest lesson in that time frame and that figure specifically for you and your business, I think the.
- [37:25]
A
Best, like the most important thing I learned is that if you just think it's one problem, you're probably wrong. Like all the businesses that have done the best with us, they're open to us solving other problems for them.
- [37:39]
B
Interesting.
- [37:40]
A
So like their ads are doing well, but like their sales team sucks. Okay. Buy sales training.
- [37:45]
B
So in other words, just seeing an iceberg before it actually crashes.
- [37:48]
A
Yeah, yeah. And they're okay with investing in beating the actual curve before it hits. So like they just move with speed, bro. It's all urgency. Like people just, people are under this connotation and, and this is the worst customers, bro. The ones who buy something and they expect the world from it for the one thing and they take forever make the buying decision. That's why the course industry gets so much. Because the person who took three weeks to buy, because they had to think about it, they had to talk to their dog, their cat, their husband, all this they had to get on 13 sales calls to find out the solution. They buy it because it's the cheapest, which then in turn becomes the shittiest.
- [38:23]
B
Because usually with my experience with the door to door, they get the cheapest, but they expect the top of the range treatment.
- [38:28]
A
Basically it's a beer wallet wine taste. That's really what it is, bro. And that's where the worst customers come into play. They're like, they have a beer wallet wine taste. And that's just the way most of the world is, bro. The way the shit is. People also want to know too much when they buy something from you or me or anybody. They always ask the most questions. I'm like, dude, let us handle the shit. Shut up, just pay us. Here's what it looks like and just get the fuck out of here. Like, what do you like? Why are you asking so many questions? It's funny because some of my sales guys will come over the house and they like to show me. I like to build culture and like, I'm nice to all the people, like very intimate with me. Not intimacy. Don't run with the, okay, we have intimate relationships, okay? Very personable, go to dinner, vacation together. We know everything from head to toe about each other, okay? These people know that I'm a really nice, nice, nice person. And it's because there is a mutual level of respect that comes with relationships with people who are just too busy to have a shit talk. It's the way the world works. The. The biggest thing that they see that they wish that they got on the phone was the way that I take sales calls. So, like, if I go on a call right now for a software, let's say I got on one this morning and the guy's like, yo, what's going on? How's your day? I'm like, bro, I'll be honest, man. Like, no one gives a how my day is going. How much is this? He's like, it's three grand. I'm like, all right, cool. Here's my card. He's like, know what you're getting? I'm like, I don't need to know what I'm getting. I just saw the website. It looks good, bro, I get it. I don't need to know what it is. I don't need to know what the features are. I don't need to know when the ombre onboarding call is going to be. I don't care if it takes two weeks to onboard me. Like, I'm patient. I don't care. I'd rather on this call for a minute, get it over with than be on here for 30 minutes and waste your time. So here's my card. Charge me. I'll talk to you guys. Send me an email on board. Piece of hell out. And that's how my calls go. He's like, bro, I wish we got prospects like that on the phone.
- [40:10]
B
Wow.
- [40:11]
A
I just don't want to sit there for 30 minutes and talk about random that no one cares about. The software does this. All right, cool. I'm in. I just look at things so differently. And that's the part about the best clients is that those clients get on the phone, they're like, dude, I'm to entitled. I've been following you for two years. My. My marketers suck. I don't want a bunch of people from fricking Pakistan and India, dude, just run my stuff. I'm like, cool, here's what it costs. Four months, 15K. They're like, Dude, I'm in. Here's my card. I'm like, thank you. Have a good one. They're not sitting there going so how many ads do I get? How many creatives do you make? Do I have to record the videos? Like, no, dude, you have to record the videos. And. And it's really this thing, bro, where you look at two paradigms. You look at bad client, good client. The biggest differentiation is common sense, hands down, bro. And common sense is not common anymore. While you're driving, while you're eating food, like ordering at a restaurant. Like, dude, I was at a restaurant yesterday and I, I ordered something from the menu. I was like, yeah, I would like wagyu meatballs. She's like, you want that as an appetizer? I'm like, bro, no, it says it on the menu. Appetizer, wagyu meatballs. And then you're asking me, do you want this as an app? And I'm like, that's why you make $7 an hour. All right, fucking next. And it's like, dude, it's the. Across the board, there's no common sense. And while driving, bro, there's so many accidents. People driving with burnt out tail lights, they don't have their lights on. And at night they're trying to eat while driving. Like, bro, the common sense is dead, bro. It's just so dead. It's so bad, man. It's terrible.
- [41:39]
B
Maybe you can resolve the problem by running for office. Jason. What do you think about that?
- [41:42]
A
Dude, I would love to have a Common Sense 101 course. I feel like that would. Swear to God, dude. You know, it's funny. I actually have the domain. I bought it years ago.
- [41:51]
B
Really?
- [41:51]
A
Yeah. Common sense course. And I have Common Sense 101. I always thought about dropping a Common sense course.
- [41:57]
B
No, you're lying.
- [41:58]
A
For real, to God. I have. If you go and go, daddy, it's gone. I have it. And then, dude, like, like they're, they're like, my friend called me yesterday. He's like, dude, like, me and my girl having problems. You know, I went to this pool party yesterday, a bunch of my friends, and there was a bunch of women there. My girlfriend got mad. I'm like, no, she's gonna get mad, dude. There's a bunch of half naked women at a pool. And you didn't invite her and you went there on your own with your friends that are a bunch of guys who are single. What do you think? Dude, like, of course she's gonna be mad. It's crazy, bro.
- [42:24]
B
No, dude, I love it. Love it, brother. I had a quick question. Now onto the entrepreneurial space. What's probably been the biggest lesson for you as an entrepreneur over time as well.
- [42:33]
A
Biggest lesson, penny saved is not a penny earned.
- [42:36]
B
That's powerful. There's money behind that. And I think you know everything that's been mentioned. If I would just summarize it, going out there and just investing. Because at the end of the day, whether you're doing a brand, whether you're doing a course, everything is about investing in to yourself as well. Because you are paying for somebody that's had the experience by helping you get the shortcut to try and avoid what they are currently that you know that they face as well. And I think that's what I want people to understand, especially with the results I've seen in terms of paydays. I was very skeptical, but I'm like, why should that pair can organically grow it. It does, it can happen. But you're not at the space where your traffic can end up like running through like Mr. Beast and like, like all these people that actually have a brand where the one post is a disrupts the market.
- [43:19]
A
Like, not everyone's going to be her mosey.
- [43:21]
B
Exactly.
- [43:21]
A
So it's like, you know, her Mose's content's great. It's important, it's valuable. He does a very good job of production and all that jazz. But not everyone's gonna just like post 8 pieces of content a day and be the next Alex Hermosi. So you have to have that paid ad supplement.
- [43:33]
B
And that's why. And that's why I'm going to kind of agree with you. Because people go to these seminars, like post every day. But I'm like, buddy, you've been stuck on 100 followers for the last two, three years. Do something. Yeah, boost that. Do something instead of.
- [43:45]
A
And the problem is that if they don't see a win there, they're not going to see a win somewhere else.
- [43:49]
B
Exactly.
- [43:50]
A
Because now they're in the fear based mode, like fear based thinking instead of results based thinking. So it's like I've been posting for three years, I haven't gotten results. What makes me think that this thing for 15k is going to get me results? And that's where they start losing faith in the actual thing that they're being pitched because they got an ego around the fact that they think that they know their business the best, but their business sucks, so they don't know anything. It's like this weird, like cyclical cycle, dude. It's obscure, but it's the way people operate.
- [44:17]
B
Now, before we even like conclude, is there any like hacks that are very simple, common sense, and very basic that a common person might not be able to pick up in terms of, like, ads. So in other words, let me rephrase it. Probably. What advice or how do you help clients emotionally connect with their audience when ads can feel so transactional?
- [44:36]
A
So, like, I mean, that's just a mix of offer and storytelling. Okay, so there. There's your offer, which is like, what do you do in one sentence, like, what's your result? Driven promise. And then there's storytelling. How do we link the offer to a story that then emotionally infatuates them to a CTA that makes it okay to click and be a part of that journey? That's the only thing that that's different that we do is we just do really good storytelling. You have to have a story. Like, when I go to my events and I tell my story about, you know, how I had growth hormone deficiency and how I didn't make any money and how no one cared about what I had to say. And then I started, you know, investing in myself when even had less money and I still made it work. And I started spending money on ads when I was making three grand a month and all this. And I got all the screenshots, everything to back it up. Everyone's like, damn, I'm not doing enough. So, like, the storytelling is what really helps out a ton. And it's got to be a relatable story to where they are and who's in the room. And that's where reading the room makes a huge difference. Like, some people make ads and then they start complaining about lead quality. Like, all the leads aren't that great. Because I'm like, dude, you need to say in the ad, if you're a coach doing 10 grand a month, here's what I can do for you. Instead of just saying, here's what I can do for you. Like, you need to be specific with who the hell you're targeting. And then the story will then back it up. And then when they get on the sales call and the whole pitch is a story backed by the mechanism that you develop now, they're bought it. It's easier to sell with a unique mechanism and a story that actually backs up what your claim is and results are promise than anything. El. But most people's offers are very like Beatty. It's very like clickbait guarantee. Get a ton of money really quick. Like, it's just weird. So, like, that's why people have lost trust in what the story is and the mechanism and why the offer even makes sense.
- [46:09]
B
Wow.
- [46:10]
A
That's the hardest part. People to digest.
- [46:12]
B
That's. That's powerful. I can't believe it's almost, like, been an hour right now, but just get Jason Roger to open up. Maybe you have a whole podcast episode right then. I appreciate that, but before we conclude, I'll ask all my entrepreneurs and, you know, the amount of entrepreneurs that I've met, and I just love the fact that before we conclude, when I've met, like, you, Tanner, Dre, all these guys that are doing super well, that are super young, one of the things that all have in common is that you've spent so much money in investing in yourself in terms of mentorship. So I want to just add that as well, because where you guys are at right now, yes, it's great, but there's people that helped you get there, and you paid them to get. You know what I'm saying? So, as you conclude, I always tell people, you know, insights you need today to seize the world tomorrow. My podcast is called the Code to Winning. Everyone's got a different answer for this, but for Jason Wojo, what does the term winning mean for you?
- [47:01]
A
D, man. It's probably one of my favorite quotes is winning for me is just a consistent. A consistent flywheel of just being able to not cry in the storm, but dance in the rain. I think that's probably the biggest thing. A lot of people bitch too much. Things that just no one cares about, and you might as well just take it in, deal with the shit, and just move on. Like, if you decide to go into business, you're always going to have problems. Winning is just you being able to say, hey, listen, I took a couple L's, like, let me just get a W. The W's are if you turn a W upside down, it's an M. And the M stands for momentum. So if you ride momentum, momentum's energy, you just keep growing and scaling. But if you let, like, a bad L hold you down, then you're fucked up. It's over, it's a wrap. That's it.
- [47:44]
B
Awesome. If you could let our viewers know where they could get a hold of you if they want to try and, like, upscale, get paid ads if you want to. Because we're going to have the link in the description section, by the way, for all the automated form of, like, ads that you guys are currently doing. If you have the views. No way. If you get a hold of, you can lose.
- [47:59]
A
Yeah. So you guys can go to Instagram at the Jason Wojo. You can also go to our website, the wojo media.com to see if you can qualify to work with us. And we also have our scale your ads events. You can just go to Google search scale your ads. You'll find all our upcoming events which are one day paid ads intensives and they're very affordable and we hope to see you guys at one of the events.
- [48:22]
B
Awesome stuff. The code to winning insights you need today to seize the world. Tomorrow the.