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- [00:00]
A
Hey, guys. We are buying two more boutique hotels along the California coast here with Summers Capital. 45 rooms off Market in Catalina island and a second deal up in Bodega Bay, which will make a total of eight boutique hotels owned and operated. Our investors get passive income tax benefits. And the best part is, unlike investing on Wall street and a lot of these other asset classes, like multifamily, our investors get to go and stay and experience these boutique hotels firsthand to see how their money's working for them. And so if you want to learn to see if we can help you before this opportunity fills up, you can go to summerscapital.com invest to book a call with my team. Again@summerscapital.com invest to book a free call with my team. Now let's jump into the show.
- [00:37]
B
People who are higher level business owners need to hear me out here, okay? You need to protect your culture more than anything. You want to make seven figures. It's not hard to make seven figures. You don't need culture to make $83,000 a month. You need culture to make a million dollars a month. You cannot do this crap where you're like, oh, yeah, I just want to make seven figures online. I don't care who I step on, who I take advantage of, and like, who I screw over, it's gonna come back to bite you in the ass. It always does.
- [01:03]
A
All right, guys. Today you guys are in for a treat. I got someone who specializes in marketing and setting up funnels and ultimately driving more leads for people's businesses. He's worked with some of the greats. Justin Waller, Ryan Pineda, Pace Morby, Kris Krohn, Carlton Dennis, Andy Elliott, just to name a few. I got my man Jason Wojo in the building. What's up, Jason?
- [01:22]
B
What's good, man? Good to be on, dude.
- [01:24]
A
Appreciate you coming all the way out, man. And pleasure, pleasure to connect with you. I'm so excited for today's conversation, man. A lot of game we're going to be covering. First question I have for you. Obviously, AI is becoming more and more prevalent in 2026, and it's only going to continue becoming more and more prevalent as we get into 27, 28 and beyond. But cloud bots are popping up everywhere. It's a way to automate a lot of things. You mentioned that people are setting up claude bots on an individual imac to run their marketing and it is backfiring on them. It's creating a lot of other pain points. Drop some game. What is going on with These cloud bots that people are setting up.
- [02:03]
B
Yeah. So basically what these clawbots are doing is, and this is kind of our fault as like consumers is that we're giving them too much permission. We want to delegate so many things to these cloud bots and AI, even when we put it on its own, like CPU and give it its own tasks and its own systems. I've had, you know, friends who have been like, dude, I gave it like my credit card to make sure that it can run certain things and it winds up spending money on other platforms and buying other stuff without my consent. Like we're giving AI too much access to our personal lives and it's going to cause it to just completely backfire on us. Like for me, like I'm not gonna go install a cloud bot and have it automate my stuff when I haven't built foundations yet. I think that most AI stuff is just all about efficiency, but we're giving it too much permission because of the cool stuff that we see in the market. Like it's all just shiny object syndrome. At the end of the day we look at something, we're like, yeah, increase efficiency. Then we look at efficiency, we're like, what else can it do? And then that question leads us to just giving it too much permission and, and it's, it's going to cause a lot of problems security wise.
- [03:01]
A
So the, the Claude bot is, is, is on a, is basically on a computer and has access to credit card information and is charging other people's cards with unauthorized things.
- [03:11]
B
Yeah, it's wild.
- [03:12]
A
Damn.
- [03:13]
B
Yeah. And like, and you could give it access to all your stuff. Like if you, you could make a Claude bot that becomes a Slack app through, through the back end developer and it can start answering your clients for you or answering people in your community for you, wherever that looks like. But once you give it permission, it can take all your stuff. And now claude, through its privacy is just able to access all your stuff. All that data is relevant to them. So now CLAUDE is not just like an AI virtual assistant, it's now a data center for claude. And CLAUDE is, is way better than Chat gbt. Chat Chat GBT is like the old news. It's not as great anymore. So CLAUDE is not just going to be selling it as a, you know, as an AI, like, like a sas. It's more of like a data center because they have access to all these people's things, what apps. This person uses the IP addresses, all these emails, they scrape all the data and they're, they have Full applicability to take all the data.
- [04:07]
A
Yeah. So we have chatgpt, we have Claude. I know a lot of entrepreneurs are, are starting to use Claude and prefer over ChatGPT. What, what are some of the reasons that, that you like Claude over chat gbt?
- [04:19]
B
Mostly down to the high intent research. Does a lot more research. And then the, the, the voicing back and forth is a lot more high intent too. So like if I give it a prompt, like GPT will do exactly what I say, but Claude will ask me questions back. It'll say, well, based on what you said, let me get more clarity. Would you want of the following options, which one sounds the best? And now it's like it's basically doing like a feedback loop. For me, JPT is a one way feedback loop. It's like, hey, I got information now I want to punch back at it. But Claude, it's like a whole entire loop. And that's why I think it just does a lot more research. It writes better copy as well. But like, yeah, like GPT is good for research. I have no problem with GPT. I just won't let it take the final project and just do one feedback loop. I want to do multiple.
- [05:06]
A
Okay, okay. And then if you were to create a bot cloud, is 100 the way to go?
- [05:11]
B
It is, yeah. But you got to make sure that like you have high security on it. Yeah, like high security.
- [05:15]
A
Yeah, that makes a lot of sense. Who are the worst entrepreneurs in the game?
- [05:19]
B
Worst entrepreneurs are the ones who are in fight or flight mode.
- [05:23]
A
What do you mean when you say
- [05:24]
B
that they're just mostly reactive? Like we, we work with hundreds of business owners every year and the amount of times that we'll get people who are just like reactive to things not working fast enough or reactive to, you know, ramping things up or they're reactive about something else happening inside of their lives. And, and, and, and all this stuff, it's like we don't want reactiveness. Like that's all B2C crap. Like all the reactive on, you know, any logical is all just B2C. If you're B2B and you're in the business world, I don't want to deal with emotions. I'm going to be logical. And even in times where things are a little rough, like, you know, entrepreneurship is not easy whatsoever. But there's times where like emotional shit will hit us and we're like, okay, like how do we bounce back from it? And we're always thinking about the emotions first instead of the logic. Right. Like, I had a couple of people messaged me this week and they're like, oh dude, my ads are just like not doing that well the last two weeks. And it's ever since we like went into Iran. And I'm like, like we could sit there and like think that that's the case, but there's like no logic. It's just an emotional response and we use it as a way to blame the thing when we haven't solved the actual problem. Like a lot of people like to blame outside factors on why the business might not be producing that well. Oh, well, it's February, so it's a shorter month and people are done spending all their money from Q4 of last year. We had our biggest month in February. It wasn't the month. Oh, it's three days shorter. So I gotta pay, you know. Yeah, like I gotta pay payroll twice earlier. It's not really about that.
- [06:49]
A
Yeah, we set two records in January this year. It was number of views, new followers online and then also number or the amount of revenue that we brought in through my personal brand in January. So I think, I think you create your own economy. The good creators do. But to answer to piggyback off of what you just said, I feel like it's easy to get into the fireflight mode, the reactiveness mode, and just always be reacting to problems and never be like playing from ahead and controlling a situation. Especially when your schedule as an entrepreneur, as a founder, is kind of spread out through the entire week. And so one of the things I did at the beginning of last year to get a lot of my time back was I, I looked at my calendar Monday through Friday. I took, I, I took a really good look at all my deliverables Monday through Friday. And I stacked it into Monday and Tuesday. And you know, basically I come in the office Monday morning. Monday is my, my team, my day for meeting. So level 10 team meeting, 8 o' clock in the morning. I go right into my one on ones. I have the team members send me an agenda before the one on ones. It's everything they need to get through the entire week they need from me in that meeting. If I don't get an agenda prior to the meeting, I don't do the meeting. And it's a way to take a 30 minute meeting and shrink it into five minutes. And so I, I go right into my one on ones and then I end every Monday with a one on one call. My business coach. And then Tuesday, I stack all my deliverables on Tuesday. So Tuesdays, I'm, I'm shooting two to three podcasts in the morning. Like this morning, for example, you're up your podcast number one. I got two more after you. So it's three back to back to back. I go right into my afternoon community calls, and then if I host a webinar, it's on Tuesday night. It makes for a 12 hour day, but I get to the end of Tuesday, I got nothing on my calendar. Wednesday, nothing on my calendar. Thursday, nothing on Friday, Saturday or Sunday. It doesn't mean that I'm not working. I'm always working. But it allows me to focus on working on the business and not working in the business. In that simple hack has 10x my output. And I think anyone listening this right now, if you're a business owner, entrepreneur, and your calendar is all spread out throughout the week and it feels hectic, anyone can do this. And just try to, try to free up as many days as you can. Because when you can free up those days and you're like, you come in an office on a Thursday, you're like, dude, I got nothing on my calendar Thursday or Friday. It's like, now you can be really intentional with your time and really work on the things that are going to allow you to move the needle. Because let's just face it, when your schedule is kind of like opened up, you feel busy, but you don't feel like you're moving a needle.
- [09:09]
B
Yeah.
- [09:09]
A
You know what I mean?
- [09:10]
B
And I feel like people put stuff on their calendar to make themselves feel like they're busy, but they're not. They're like, oh, well, this yo call will be important. I should probably take that. And it's like, there is no intention behind it.
- [09:19]
A
Dude, you got to protect your. You got to protect your time. Because as you grow, your time becomes more and more valuable. But the number one thing that I see, I can't stand this is probably one of my biggest pet peeves in business is people want to jump on and hey, let's jump on a zoom call, see if we have any synergies. You know how many people make text intros to you or email intros to you? And hey, I want to connect you. Then so and so. And I'd be like, yo, what's up, dude? You know, and it'd be like, Mike. Mike would be like, hey, what's up, man? Rich, you know, I'm a big fan of everything we're doing. Let's jump on a zoom call and see if there's any synergies I might do. What's. What's the agenda? Like, what are we going to talk about?
- [09:57]
B
What is synergy even going to involve?
- [09:58]
A
I don't have time to just jump on a zoom call and see if there's synergies. Like, what's the agenda, bro? So that's that you get. You got to cut all that stuff out. You got to say no to all the bs and you got to. You got to focus on the things that are going to move your needle. Move the needle and. And really focus on. On what's in front of you.
- [10:14]
B
Like, no was probably the most powerful world that, like, that I had to learn. And I had people who are team members that text me now, and now they know through the rule of, like, if they text me and I don't respond fast, it means it wasn't important. So then I know not to text me that stuff again. It's. It's like this thing of. It's just a way to, like, train them without being rude. Like, I'm not saying no. I'm just not answering. It's not, like, a rude way to do it, but it's, like, more efficient to train them because they're like, if it was that important, I would answer fast enough. So, like, I've kind of just trained everybody to know. The only text me. Like, my rule is, is this is. Is for internal purposes. I'm like, if it's not at least like, a $10,000 problem, like, just don't even, like, text me about it. Just handle it yourself.
- [10:54]
A
And, And. And also think about it. Like, when. When I text other people, it's important, and I'm very quick and short, like, just to the point. I'm like, hey, dude, need a quick favor? Like, you know, what about this? Or what about that? And I get a response back right away. But, like, imagine if I was reaching out to, like, Grant Cardone, and I was like, yo, Grant, would love to jump on a zoom call, take you out to lunch this week and. And just see if there's any synergies.
- [11:17]
B
He's like, yeah, 200 grand. You're like, oh, yeah.
- [11:20]
A
So anyways, be intentional when you reach out and always say, you know, figure out the life you really want and then say no to everything that isn't that. Starting is about saying yes. Growing is about saying no. Okay, cool, dude. So, Jason, you say a lot of really cool stuff, which I want to get into, but one thing that's really changing right now is, as you mentioned, meta is. Meta has switched up their new billing policy. Break that down.
- [11:44]
B
Yeah. So what they're doing is, is like, you know, not everybody qualifies for it. Right. It depends on what's on your payment settings. But if you go to your meta ad account payment settings right now and you see a banner on the top, it's going to be like an orange banner and it says, switch to monthly invoicing. That banner is going to make sure that you're now set on a net 30. Right. So starting April 1, you have to do net 30 billion. What this is going to do is it's going to wean out all the advertisers who dabble and spend a little bit of money here and there. And it's for the real players in the game. Like they're going to get way better cost per leads because all the advertisers that don't really have as much money, that are depending on the credit cards, they're not going to be in business. Right. It's different for somebody to spend like, let's say 500 bucks a day. And you know that you could spend the 500 every single day the credit card gets hit, you got time to pay that credit card. But with this, when net 30 comes, it comes. And it's going to obviously run your, your bank account, ach, whatever that is. So like on that 30th day, it's just like rent. Like, you can't not pay your rent on day 30. You can't tell your building, hey, listen, like, give me another 30 days because that's what my credit card bill is due. No. So now it's going to look at these businesses that are more cash flow oriented, Right. That are obviously stronger, financially healthier, and it's going to let them obviously run up a check. I mean, I'm excited about it. Just that some people that are used to spending X amount of money, the credit line's going to limit them. So like, if they're used to spending, you know, 10 grand a day on Facebook and they go to Meta right now and they apply for monthly invoicing and their credit line gives them 200 grand, they can't spend $300,000 a month anymore. Now they got to spend 210,000. Does that deplete your revenue or does that make you more efficient? I think it'll make you more efficient because you now learn how to do more with less. Right. A lot of us want to pile on more calls, more leads. While that stuff is great, what are we doing to get the most Juice out of what we're currently running. And I feel like that's gonna be like really like, you know, pretty counterintuitive. But it'll be cool to wean all the people out.
- [13:38]
A
What do you think the angle is for Meta? Because if it was me, I would want to collect the money every few days.
- [13:44]
B
So I think they're eliminating.
- [13:45]
A
You're gonna have less bad debt if you, if you, if you make people pay every two to three days like they currently do. And then if you allow people go 30 days, run up a big tab, they're gonna have a lot more bad debt. So what's in it for Meta?
- [13:57]
B
So and this is where I don't know the backend infrastructure of like what they do financially, but I'm pretty sure it has to deal with two things. One is the validity of the business is running ads so that people aren't opting out of ads anymore. So they're getting like better advertise on the platform. Number two is their cost because there's people who do chargebacks on Facebook ad spend, there's people who like and they are paying processing fees on those transactions through credit cards. And then the third is, is that when you're wiring money there are no fees that come out of it. So like also with, with credit cards this happens man. Where I've went into ad accounts where somebody spent money four months ago and they never paid the bill. So it says ad account disabled. You still owe $1300. With this, they now have enough debt to go after you. So when you put your bank account in Facebook you're basically saying hey listen here, I'm putting all cards on the, on the table. Like this is like know people's bank accounts are more sacred to people than their freaking houses. You know, like if you have your bank account, I can now hit up your bank and put a lien on your account because you don't want to pay me. I could block all these things of yours. So like it's, I think it's more intentional for them to know that they're, they're not going to be dealing with all this like debt collection and they're going to try to consolidate their, their payroll.
- [15:13]
A
Yeah, no, that makes a lot of sense for someone listening to this as a business owner. Or maybe they're, they're just now starting their brand and they have a backend offer. Do you think it's better to go organic or to go paid?
- [15:26]
B
So with, with back end offers, the biggest thing for me is that we like to validate offers organically when we're first starting out. Because it's easy to sell people who are warm, right? They're like layups. But if you want to have scalability, you want to have paid traffic to validate the offer at scale. Someone who doesn't know rich or someone who does know rich are two blue different people. But can we sell that offer without them knowing who you are? So is it. It's the rapport building, the nurture, the the, the social proof. Like the sales systems in place, the people you have in place, are they a players, are they ah, like are they training all these things? I will always go paid to valid an offer because if I can't sell it to cold, then I'm only held to what I can sell.
- [16:07]
A
War.
- [16:07]
B
And it's not about spending a ton of money. Like if you have good organic, you can run small ads that just simply retarget all your organic. You can spend a couple hundred bucks a day and scoop up all the people who don't have a top of mind, right? If we look at a funnel, we go from top of funnel, middle funnel, bottom funnel. Organic people are stuck between the middle and the bottom, right? And all those people that you hit up on your stories or you send to your email list, those people are bottom of funnel, ready to buy. It's that five minute copy you talked about before. But the people who are middle of funnel, they might just meet a little bit of a push, like maybe a carousel of testimonial videos in front of them or like a podcast clip of you and maybe one of your students or whatever that is. Like those things will push them over the edge and make the sales cycle shorter. So like I'll always combine paid with organic. But if I want to scale to like seven, eight figures, like I need paid to be that like leading motivator. If I don't know if my offer converts yet, I just want market validation. Like I want to know that my offer can be sold to somebody who doesn't know me as well.
- [17:03]
A
So right now we're like 100% organic with everything that we're doing right now. But you know, last, last year and the year before we did, we did do a little bit of paid here and there. One of the paid things I did was running a. We went pretty hard in the paint on this funnel last year, but we were running paid ads on Meta to a weekly webinar on boutique hotel investing to basically warm up and sell our back end offer, which was the boutique hotel Investing community where we help, you know, short term rental investors, Airbnb investors, get in, buy their first hotel and then ultimately buy second hotel and scale from there. Now, that offer, very important to get them onto a webinar and like, warm them up. Very, very important. Because there's a lot of intricacies that go into buying a boutique hotel. You got to go through case studies and show them the why and do some Q and A. Right. It's a longer sales cycle than some of these other offers. So that one we went pretty hard in the paint on. But I'm curious for you, because we did test this with the warm. How do you know if, like, when you test it with the warm, and then how do you know? Okay, this is something that we can scale via paid, or this is something we should probably tweak a few more times before we, we go paid.
- [18:13]
B
So if I'm on warm traffic and I'm closing like, well over 50, 60% of my calls, then I'll go trap, like, pay, pay traffic. I basically just take the conversion rate and I just cut it into a third and then add more optimizations to it. So, like, if I get a 60% close rate on the phone, I take that number divided by three, I'm like, all right, I would have a 20% close rate on cold. Is that still profitable? Well, what's my cost per call? What's my show rates? And then I start filling up constraints from there. Make the offer better for cold, and then I can get it to 25 to 30%, which is scalable when with lower show rates on book call funnels. So I just simply cut it into three. And then from there I'm like, hey, is this good? If it's anything below like 18%, I probably won't run it unless it's like a crazy high offer. If it's like a $40,000 offer and you're on 18 close rates on the phone, like you're chilling. But if you're selling a 6k offer on 18 close rates, that's tough. Like, that's not going to be profitable. Plus, you got to pay out commissions and you're paying for the ad spend, and then not every call shows up. So, like, whatever the constraints are, then I would fix those too.
- [19:16]
A
Okay. And then, you know, for these folks that are looking to hire their first person, right? Because I think in the beginning you do all this, the setting, you do the sales yourself, the closing. But then as you start to scale, you're going to start to bring on Some team members. Do you think it's important to bring on a setter first or a closer first?
- [19:33]
B
So if your offer is less than 5k, then I would bring on a setter first because I can just sell one to many and sell it on a webinar without a call. So if my offer is less than 5k, I go to a setter first. Set. That setter can warm people up in the DMs first. And then if I were to take calls and I was a solopreneur, then I'll be able to take calls that are layups and not waste my time. But if I'm going like straight cold traffic to a $5,000 or more offer, then I'm going to need to find a salesperson. I have to, because then I'm going to be having to have a longer sales cycle. Like, it might take me longer to close a lead than normal. Even if I put a setter in there, I still got to take the calls. I still got to nurture them. But at least through like a setter on a 5k or less offer, I could even sell that through DM without a phone call. So like, that's where I just use like that, that roadmap of like 5k or less. Go set. Or 5k or more. Go, go closer.
- [20:25]
A
Yeah, that's really good. And so do you. Do you believe in getting on sales calls versus selling in the DM at a certain price point?
- [20:32]
B
Yeah. I mean, dms, like, it depends on how much credibility you have. Like, if you got 5, 000 followers, you're not on a lot of podcasts, you don't speak on stages. No one knows who you are. You're not in masterminds. Like, it's tough to sell and offer because you don't have association with anybody. Like, you got a big personal brand, I got a personal brand. People be like, hey, I've seen you on blah blah, blah pod. Like, I know like, and trust. It's easier to sell through a payment link in dm. But if I don't know who you are, people are going to have what we call buying questions. They just want clarity and reassurance that you're not a scammer. That's really what they want. They're like, hey, like, your offer is great, but like, I just don't know who the hell you are yet. You're not that popular. And that's where the trust recession comes into play, which is people just don't trust nobody anymore. People haven't burned Too many times. And they're like, all right, well, this guy's got this offer. This guy's got this offer. Like, how do I know which one's better? And it's like, that's why I run webinars.
- [21:22]
A
So, yeah, what do you think? It builds more trust at scale for. For creators out there starting a podcast or. Or writing a book.
- [21:30]
B
I would say the podcast for sure. Because if you want, like, let's be real. If people buy a book, what percentage of them actually read it? Maybe 8 to 10% actually finish the book. If I go on a podcast, which has higher watch times, and you watch 60 Minutes of Me instead, I have more trust and credibility built with you than just you going through my book, right? So, like, that's the way that I look at it, is the more screen time I have on you, the more you think about me in the back of your mind. Like, I've done so many podcasts to this. To this day in my life where I'm just like, if you haven't seen my stuff, like, you're just not on Instagram. There's just no shot. Like, everybody has seen some video of yours. Everybody's seen some video of mine. Like, you have to have enough frequency and touch points. So, like, you probably remember this stat that was like, two years ago, three years ago. It was like this whole thing of, I need 27 touch points to close every lead. Dude, that number is a lot higher now because of the trust shit. Like, yeah, touch points are like, either 27 minutes of a video, 27 minutes on a phone call. Like, it could be multiple integers of, like, what 27 means. But what I'm seeing now more than ever is people are shopping around more than ever. People are watching more podcasts more than ever. They want to get to know the person that they're actually buying from first because they're tired of being burned. Because the. The. The. The freaking entry point in the online space, dude. You just need a pulse, man. You need a pulse, and you go on a free YouTube video, and all of a sudden you can just start selling random stuff, or you take someone's program. Like, dude, I've had people take my stuff, buy it, and then repurpose it and sell their own on it. And I'm like, bro, that's wild.
- [23:08]
A
That's crazy.
- [23:09]
B
Like, I had my. My. My 27 kit, and someone took it and then made it their own name, and I bought. I'm like, bro, this is my freaking Google Doc. This is the same. You just Literally remade my loom videos. You remade my Google Doc like, it's wild. So, like, anybody can sell online now, so no one knows who the hell to trust. And you can go to how many DMS I get a day of like, these weird people who are like, oh, buy followers, buy whatever. And I'm like, what the hell is going on? You could go online right now within 10 minutes and go buy 10,000 followers. You could go make a bunch of posts. Like, you could pay your way to looking like an expert, but not really be one.
- [23:44]
A
Yeah. And you can also ruin your account by doing that. Yeah, yeah, yeah. I always say, like, you know, I, I, I always say if you're going to pay for all the stuff and, and do it that way, it's like, cool. You're going to look cool, but you're not going to have a real organic following. It's like, do you want a real organic following with, like, loyal people that are actually going to convert and support you to the end, or are you looking for something that's just gonna look good on, on paper? Okay, so question for you. You've worked with Andy Elliott, Carlton, Dennis Pace, Morby, Justin Waller, Ryan Pineda. What's the one skill, you know, skill set or character trait that all these individuals share?
- [24:23]
B
Speed, for sure.
- [24:25]
A
Speed.
- [24:25]
B
Yeah, speed. Yeah. Just the way, like, how fast they move on decisions. Feel like that dictates a lot of their success, like, on the same way, too. I just like to move with speed. A lot of people like to think about or like, you know, like, comb things over or whatever. And I'm like, what are we waiting for? You know, like, I'm getting to the age where I got to start thinking about, like, do I want a family? Where am I going to actually, like, live forever? And all these things. And I'm starting to, like, really care about my time a lot more because I'm like, you know, when I was 21, 22, like, you know, time was, the time was nothing. I was just like, oh, like, I'm in La La Land. Like, I could just screw around. But now I'm like, almost at 30, and I'm like, damn. Like, I gotta be a little bit more intentional. And I feel like speed is everything. Like, if it was this thing where a really cool example of this was I saw her mosey on a video and he was like, yeah, dude, we post 450 pieces of content a week. And I was like, dude, how the hell do you do that? That's 64 pieces of content a day. Like, how is that even happening? And then I sat there and I broke it down. I was like, all right, 64 pieces of content a day. That means you got to post 16 new videos a day across four platforms. 16 videos is about one video every hour and a half. It's exactly that. Every hour and a half, you got to post a video that is doable. But we look at the number, and we're like, how does that happen? It happens with. How fast do we find, you know, enough video editors to do this? How fast do we get scripts? How fast do we get on podcasts? How fast do we do all these things? And that's why, like, I wind up getting integrated with you because of last week. I do this thing every two years where I basically just go on a bunch of podcasts. Like, I'll just. I'll leave home for months, and I'll just go on the road, and I'll just do podcast, podcast, podcast, hotel, fly, podcast, podcast, podcast. And I'm trying to do, like, 90 and 90 days, basically. And that's kind of like my plan. And if I do 90 podcasts, I will have enough content to basically post 16 times a day for about, like, eight months straight without me doing anything else. So I could, like, chill for eight months, then go back on the road again, do it again. And it's all about, like, how fast do we make choices on that? And I, you know, hired a PR firm. PR firm's now pitching me to podcast. I got two firms actually doing at the same time. And then every time I go on a podcast, a really cool hack that I do is. And I. I basically did it with you is I message the person I'm gonna have a podcast with, and I'm like, hey, while I'm here, do you know anybody else who has one? And that turns into, like, triple the amount. So, like, you know, today I. I have four. I got one from you, and then one from them, and then one from the third person. And then I have one tomorrow morning maybe just hasn't been solidified yet. And then I have three on Friday in Dallas, and then I have two. I have two in Austin right before a wedding that I'm going to in Austin. I'm trying. I do this. I basically call it, like, the whole group chat angle, but I go from one podcast and then I basically get three more out of it. And it's just through, like, association. And, yeah, like, dude, it's just. It's just the speed and how we make choices. I see a lot of business owners that have constraints and they take forever to make a choice on how to solve the constraint or what's the solution that's required of them. And it's usually around money. It's about taking three steps back to take four steps forward. And most of them don't want to make that choice. Like, every, every choice in life is hard. It just matters how hard you want your life to be.
- [27:44]
A
That's so good, man. Yeah, I tell business owners all the time, I'm like, dude, if you don't have time to start a podcast, at a minimum, you should be going and guesting on other people's podcasts because a great way to promote your stuff. And, and the podcast host always gives an opportunity to plug your stuff at the end of the show. And in addition to that, if you ask the host for all the raw files, you can now chop up all these short form clips, which is going to be great clips. And you get a lot of reps of, like, speaking, talking and, and that. That pays dividends in the long run. You're going to go on 90 episodes. You have 90 conversations in the next 90 days. And, like, your speaking skills will level up as a function of it. And for anyone listening to this, I'm like, if you haven't gone on any podcast, the lever that would be pulled by going on 90 and 90 days, I mean, you would go from level three in speaking skills to like level seven, literally 90 days.
- [28:33]
B
Yeah, I do it too, because I like the connections. I make a lot of cool connections. Also, it's the awareness part. And then on top of it, too, like, when you're talking about the speaking. I also run my, you know, like my free events. I just became a better speaker. I have to go on more podcasts. It's the best way to get rid of the whole camera shy thing.
- [28:50]
A
Yes.
- [28:50]
B
The fastest way to get rid of
- [28:51]
A
it podcast, just get the reps in the app bats. And I always say podcasting doesn't come natural. It's about the reps and it's about the at bats. It's like anything in life. And you know, for me, man, Tuesdays, I line up two or three episodes and then I. I do my community calls in the afternoon. If I do a webinar, it's Tuesday night. So that's potentially five to six speaking engagements every single Tuesday. And like, I don't have the choice to not show up on a Tuesday. Like, it's happening no matter what. And that compounded over 52 weeks in a year. You know, two years, three years, four years. Time is a lot of growth in terms of communication, you know what I mean? Okay, so you say a couple of things. You put out a lot of good content on Instagram, and I'm going to call some of this stuff out. I want you to elaborate on some of these videos. So you say Andy Elliott is lying to you. What do you mean by that?
- [29:39]
B
Biggest thing with a lot of these guys online is that a lot of them have a message and they're not always willing to stand by it all the time. Right? You know, like, there's videos that, you know, he makes where he's like, oh, you know, and this is like my biggest problem, okay? When you use, like, faith to sell people, right? Two years ago, he wasn't into the whole God thing. It was never a thing. Now it's about God. I don't like that. Okay? Your relationship with Jesus is a private relationship. You don't have to go online and use it to sell people. So people who use that. I don't like it at all. I hate it, actually. I think it's terrible. So that. That's the first piece. Second piece is, like, when you make a video or piece of content, you have to stand by it. Like, when I say the gym sucks and I don't go to the gym, I literally do not go to the gym. I think it's the dumbest thing ever. Like, I. I still don't get it. This very day. He's like, oh, dude, if you don't have a six pack, you're not gonna work for me. There was, like five people who were fat there when I went to the office. And, you know, like, they sell a lot of stuff that's like what we would call air, okay? And I was sitting down with him one day. We were. We were in the office, and like, he's like, this is all I want to sell. And he writes this word on the board and it says air.
- [30:53]
A
Damn.
- [30:54]
B
And I'm like. And he. Because he was auditing my business because we were into a partnership together, okay? He's like, yeah, dude, like, I would love for you to fulfill for our marketing clients. But, dude, like, I'm not in the business of people in fulfillment. I just want to sell air. And he circled it and I was like, okay, do I want to sell air? No, I don't want to sell air. I want to sell, like, actually something tangible that has a result value. Like, we see all these people that go to these events that, like, sell air and they're all excited but then as soon as they leave, they get unmotivated again. It, it's cool to be motivated, but it even sucks more to not do anything about it. So it's like, I don't know, dude. I just think that most of the stuff that he puts out, like I went behind the scenes, he screwed a lot of people over, put them into weird contracts that took money from them. There was this guy who was running a software company and he basically took like eight to $10,000 a month from him. He went on YouTube, made a whole video about it, it was like called Shiftly or whatever. And you know, they never made the story post. They never did all these things that they promised and they then they took, you know, percentage of the business and all this stuff. And I was like, dude, like wants a criminal always another right? Always. And it just like, it just rubbed me the wrong way, dude. And like I really thought he was a really swell guy. I was like, this is great, like great culture, great events, dude, no problems. But then I started seeing the people who were buying his stuff and then they were getting referred to us and we cut off that partnership because the clients that he has are idiots. They're all meatheads, they're only gym goers. They should spend less time on the bench press and more time on the brain press because they're just idiots, dude. They come in all roid headed and it's just like I didn't like it. Like you know, we had, and this was where I, I really drew the line was we had this one guy, he owned an RV service repair business or whatever. He was like this big bulked up dude, like whatever, he was a bodybuilder, I don't care, but bodybuilder. And basically I have women inside of my company. This guy gets on the onboarding call, he's like, I don't want a women, I want a man. And I'm like, dude, you're not getting what you want. This is not, you know, this is not fucking Walmart customer service. Like you're, you're going to have to deal with the team member that you have. He's like, I need men to understand me, not a woman. And he was like all roid headed and just mad. I'm like, see, this is an Andy Ellie referral. This guy's an. So like, you know, after we had these clients coming in and most of them are home service, not against home service, but some of them like these blue collar guys, they just don't have any etiquette. So they, you know, they come in, they cause problems, and it's a cultural hit on me. And people who are higher level business owners need to hear me out here, okay? You need to protect your culture more than anything. You want to make seven figures. It's not hard to make seven figures. You don't need culture to make $83,000 a month. You need culture to make a million dollars a month. You cannot do this crap where you're like, oh, yeah, I just want to make seven figures online. I don't care who I step on, who I take advantage of, and like, who I screw over. It's going to come back to bite you in the ass. It always does.
- [33:52]
A
And everything's online these days. I mean, like, I think about everything that I'm doing. Everything's online. Like reviews for the podcast that's all over, Apple podcasts, Spotify reviews for everything we're doing with summer's capital that's all over online. The hotels, all this stuff's online. So it's like, you know, it's in today's age with media. And by the way, 4.8 billion people use social media with a B today. It's, it's very hard to get away with things for very long. And so I'm surprised that, that Annie Elliott's, you know, doing all this on the back end, especially with his brand. Okay, next up. You say the gym is a waste of time. What do you mean by that?
- [34:29]
B
I just, like, I see a lot of my friends who do it and they're business owners and maybe I'm just not around like bigger fish, but like, they're just so distracted in the morning. They wake up early, they get the protein shake ready, they cove out their whole morning just to exercise and go to the gym. And I'm like, bro, I think sleep is more important than the gym, right? And the problem with me going to the gym later at night too is that if I go to the gym later at night, I now have to shower. If I shower at night, I stay up too late. I up my sleep. Right? I don't know about, like, I don't know when you shower. That's a weird question. But like, you know, like, I shower
- [35:09]
A
at 8:30 and I'm in bed by 9.
- [35:11]
B
You're in bed by night, you're able to fall asleep without feeling like, up. Because whenever I shower, dude, because I'll do warm and cold water and like, it just keeps me up for so long. And I'm like, the only way for me to shower is like, near lunch.
- [35:25]
A
Like, here's the thing, if you wake up at 4:45 5 and you go kill the gym and then you go crush your day. And then I do, like, I typically do 4 miles of cardio every single day too.
- [35:35]
B
That's good.
- [35:36]
A
And then by the time I get to 8:30, 9:00 clock at night, I'm freaking exhausted.
- [35:41]
B
Okay.
- [35:41]
A
I fall asleep right away.
- [35:42]
B
Yeah, I like that.
- [35:43]
A
Now here's where, here's where I agree with you. I. If I go to bed late, the key, the key is going to bed on time. So if I go to bed on time, I wake up, I go crush the gym in the morning. I always say, pay yourself first. And then I grab my coffee, I'm on the way to the office and I already got my lift in and it's still relatively early. And I'm usually here like an hour and a half, two hours sometimes before the team gets here. And there's no better feeling now if I'm up late, I don't get to bed on time and I'm up late. I will skip the gym and I'll, I'll do that so I can get another hour or two of sleep and then come in, feel rested. I will never jeopardize my sleep.
- [36:18]
B
Yeah. Yeah. Like, the sleep thing is so important for me. And like, also it's like, you know, there's, there's guys. And this is more about like the gym bro stuff is if we're only going to work on exercising and not exercising our mind, it just doesn't really help us that much. You know, it's just like, it's this thing where. Look at the. Dude, look at the average parking lot of a gym, huh? It's not that crazy, right? So now there's income qualifiers on where you go to the gym. The only gym I ever go to is like Equinox, because there's an income qualifier there. Like, you need money to go to Equinox, you can't go to Equinox. And you, you. It just doesn't make sense.
- [36:56]
A
Yeah, it's fun. It's funny you say that because we got. My girlfriend, I got a couple of gym memberships. But Equinox is a new gym here. They just opened one up down the street. And we'll go there on the weekends. And I was there this past weekend, this guy walked up to me after my workout and he was like, hey, man, I listen to your podcast. I was like, what do you do? And he goes, I own nine gas stations here in San Diego.
- [37:14]
B
That's it.
- [37:14]
A
And we also own the real estate and we do some development as well. And so to your point, you know, you go to the gym like Equinox. It is great networking and you will meet, you know, higher caliber people for sure. But I know what you're talking about. You go to most gyms, the parking lots are like, you know, not the nicest cars, if you would put nicely. Okay, so next up, you say poor people shouldn't have kids. What do you mean when you say that?
- [37:39]
B
I think a lot of people put themselves in these situations because of the way that they were brought up. I have friends who I'm not friends with anymore who are younger and you know, like, they just couldn't keep up with the energy and the results that I was getting, so I had to kind of cut them off. And I see a lot of people go through this shit even to this very day. There's that finance show. You see a lot of clips on TikTok. This guy interviews people and breaks down their debt and their bills and all this. And you'll see people who are like hundreds of thousands in debt and they could barely afford where they live and then they're having children. I think the worst, the worst way to bring a kid up is by being poor. Yeah, you put them in this place of like motivation, but you can't give the kid what the kid needs. Like, let's be real, man, it's more competitive than ever to make money. That you got to be a real savage to go out there and like make work. And if you're gonna put your kids in, in a, in an unadverted situation to actually win, like, it's just tough for me to see, like, I see people in like these, you know, broken down town homes and they got like two kids in the front yard and they barely, like, they barely have like clothes that don't have rips in them. And then I see people who are like going out to eat and they, it's just like, dude, it's crazy, man. Like, I'm only gonna have kids when I know that, like I'm set and like retired. And that was the whole point of me starting this whole journey early on in my life is like, if I'm gonna have kids, I don't want to be working in. The whole point of having kids is to keep your last name going, is to have generational wealth and to love them. That's the whole point of having children. When I was a kid, you know, I didn't, I didn't see my parents that much. And that was tough on me because they were too busy working to keep the lights on. And I didn't have like the biggest connection with my parents until I was making money.
- [39:23]
A
Yeah. Yeah.
- [39:24]
B
I had a bigger connection with them when I was actually able to fly them in and like go on trips and travel. And we couldn't do that when we were kids, man. Everything was a budget. Everything was like a, we don't have money. Everything was a, you can't get new sneakers right now. We're behind you can't get more minutes on your phone bill. We can't afford it. Like, everything was always a money thing. And I think a lot of people put themselves in situations because the way we do one thing is the way we do another. A lot of pregnancies are not planned. Believe it or not. They're. They're not. And those people are usually the brokest. We can't manage our money, we can't manage our pull out game. It's the same thing. And I see this all across the board and I'm like, dude, plan your life with not just your spouse, but with the children you want to have. And I feel like most of us are forced into having kids because it's like, it's just a thing that society told us to do, you know, have a big family, have a really nice home. Like all these things that you're, that you're told to do. And I just think that most people, if you don't have your money, right. Don't have kids because you're not smart in the first place. How are you going to teach a kid how to fend for themselves if you can't fend for yourself? And then you're barely making ends meet, putting them in a bad spot. I think it's just crazy. I think it's wild.
- [40:35]
A
Can't manage the money, can't manage the pull out game. Yeah. Okay, so do you believe that money solves all problems?
- [40:43]
B
I would say most, but there's a lot of internal healing that most people haven't done yet. That's like an inner peace thing. So like, if I, if I have childhood traumas around not getting enough love, or if I have childhood traumas around money or whatever the case may be, then like, if my childhood traumas are around money, I believe money will solve most problems until I realize that it's a combination of money and love. Right. So like, we only feel like we only recognize Our next problem, once we solve one, it's kind of like in a business, you know, like you might have a lead problem, you solve it and then what's your next problem? It's the sales problem, your rep socks. And then after that you have a fulfillment problem. Now it's leadership. And then after that it's like, you know, something like the CRM problem, whatever. There's always a new problem that gets revealed once we solve one. So, like, you know, when I was younger, I was around poorness, so I assumed that money would solve all my problems. But I wasn't good at giving love or showing emotions. Then I got into two relationships. They both failed. The one I'm in now is my best ever. But like, these other two relationships didn't go well because it wasn't their fault. I had money, but I wasn't able to showcase my emotions. And that was the part that I had to learn the hard way, you know, and then like, you know, when I was losing those emotions, what did I attach myself to? I attached myself to items. So I started, you know, like, dude, there was this weird period in my life. The it was like 2022 where I was like, oh, well, these women didn't work out. Wasn't. It wasn't my fault. So I'm just gonna go buy a ton of that. I don't need to make myself feel happy. So I went on like this whole car run and bought a bunch of cars and big ass crib and all the stupid and, you know, since then, obviously got rid of most of that crap. But like, I was looking for the external factor of why I couldn't showcase my emotions. So I would say like 90% of your problems can be solved with money, but the other 10% will hold the 90% together for sure.
- [42:33]
A
That's really good. Jason Wojo, I appreciate you coming on, man. Where can the listeners get in touch with you if they want to learn more and drop this free webinar kit that you're going to be offering to the audience?
- [42:42]
B
Yeah. So they go on Instagram at the Jason Wojo. If they go to my Instagram and D me the word rich, I will send them over my free webinar kit. I usually sell it for like 27 bucks. I'll give it to people for free as long as they watch the pod.
- [42:53]
A
I love it. He is Jason Wojo. My man. Good luck with the 9090 podcast in 90 days tour. Dude, that's amazing. I'm Rich Numbers listeners. Thanks for tuning in. We'll See you guys on the next one.
- [43:03]
B
Pe. Oh.