Coffeez with Joe Shalaby - How Jason Wojo Runs Ads That Print $140 million/Year | Coffeez for Closers with Joe Shalaby

Episode Date: May 9, 2025

In this episode of Coffeez, we chat with Jason Wojciechowicz, the mastermind behind Wojo Media. At just 25, Jason has helped over 1,300 businesses scale to six figures and beyond, generating over $125 million in online sales. He breaks down his four-pillar approach to digital marketing success: crafting irresistible offers, creating high-converting sales pages, executing omnipresent ad strategies, and leveraging data-driven decision-making. Get ready to take notes as Jason shares the secrets to building a profitable online business in today's digital landscape.Still stuck at 150 bps?Top producers at E Mortgage Capital are earning more per deal—with faster closings, better tech, and no junk fees.👉 Learn more: https://joinemortgagecapital.comAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

Some people talk about marketing. And then there's Jason Wojo. For seven years straight, I've posted like an addict on all platforms. At just 19, he was running socials for barbershops. By 25, he'd help scale over 1,300 businesses. Like right now, we're not in like an economic recession. We're in a trust recession. His agency?

Over $140 million in online revenue. Like, I have a lot of nice cars. Get out of that world because it's just like full of shit. From zero calls on his calendar to a pipeline full of cash flow, Jason cracked the code on ads, content, storytelling, and scale, but without selling his soul to the vanity game. In this episode, we talk about how to actually grow a business, not just look like one. We cover lead gen, funnel psychology, team structure, and why Just Get Me Leads is the surest sign you're not ready to win. If I just stick around long enough, I'm going to get it wet. This one's for the builders, the marketers, the quiet killers, and any way.

chasing legacy over life. Welcome to coffees. Quick break, thinking of going independent, don't do it alone. At eMorgage Capital, our hybrid broker-banker model gives you real support, instant lead access, 160 plus lenders, and nationwide reach in 46 states. No hidden fees, no fluff, just a platform built for LOs who want freedom with firepower. Visit joinemortgagecapital.com your business your way. Jason, what's your morning routine as a young man here these days? Oh, man. My morning routine, I always like to wake up around like 6.30, 645, and I like to take a drive in the morning. I feel like the best time I have is sometimes when I am alone and I get to think and I have like my ideas. So I'll always just get up, do my teeth, all that fun jazz,

get dressed. And I just take like a drive for 30 minutes, 45 minutes. I let the wind hit my face. I just get to think about the day. Some people jump up too soon in their morning routine, and I'm just like, I feel like you get to action too quick. You don't get to process anything. And then I get to decide what my day is going to look like, because I don't really set my calendar anymore. My calendar gets blocked.

I see a lot of entrepreneurs that have like this big stacked calendar, and they're like, oh, yeah, I got a lot of meetings, got all that things on. I'm like, I have zero calls on my calendar at all times. I always put, like, the big blue blocks every single day, and now I just do like podcasts I'll be speaking events I just focus on things that are like really revenue driven but like as far as the morning I get my coffee from Dunkin' Donuts I drive around 45 minutes and then I come back

and then I usually will like listen to some music for a little bit I kind of just take a little walk too and then I'll go back in the house by like 745 8 o'clock and then I work on the most important things for like the first hour and a half of the day now you're a young guy what age were you when you you started in ads? I was 19. Yeah, I was 19, going on 20.

And I was just doing stuff for local businesses, like barbershops, restaurants, just social media management. Like, nothing to have to do with ads. I learned the organic piece first, and then business owners started saying to me, hey, do you run ads? Hey, I just want more leads. Like, can you help us do that? And then I had to learn ads.

And then I was selling the service back to them. Now, what's your opinion on an organic, strategy versus a paid strategy. And what can get you to notoriety faster? So I look at organic as like a supplement. So like if you run ads, like your offer needs to be good. Your sales process has to be even better. Like the marketing on the front end people are like right now, we're not in like an economic

recession. We're in a trust recession. It's harder people to really trust people. So it's like, all right, I run pay traffic. I get a lot of clicks. I get a lot of leads. They're going to go to your page to check out your organic. Am I posting every day?

Is it someone I can trust? What's their tonality? like what's the posture? Is this somebody that I can actually give my money to and do business with? So I look at organic as a supplement. Because if your organic is like non-existent, your paid ads will suffer. And I just see it night and day difference. Like when you're running pay traffic and doing really well, it's usually a reflection of how transparent

and how well your organic is doing as well. Because people like, if I look at a Facebook ad right now, I'll see a thousand clicks. Right. Let's just say we have a thousand clicks. Okay. About 400 of those clicks are people clicking your. profile picture first, then going back to the ad if they like your organic. So like 40% of your traffic is looking at organic first to then decide, hey, do I want to go to their landing page

and make a decision, make a payment, buy an event ticket, opt in for a webinar, whatever it is, then they'll make that choice. I never thought of it like that. Now, you know, you've scaled the documentation here says 1,300 businesses. Now, what's the common thread that you you see amongst all those and you know what really have you seen as the most effective strategy to scaling amongst those 1300 companies so the it's always about the four key parts that we find in a business so one is their offer is like really good right when when you have a business that is doing let's say you know one to five million a year okay one to five million a year is a business that is considered a small business, but like it's not something that is what we call

scalable yet. Okay. So like one to five million to me is a business that is decent organically, takes care of their customers, has a decent team, they get a lot of referrals, like they're able to build that network through through that piece. And then I look at a business that has what we call a scalable offer, something that will get them from five to 50 million. Like five to 50 million, you just pour gas on the fire with pay traffic and you can scale a business, which is paid ads and then with that supplement organic like I'm talking about. And then, you know, if they have a good offer, okay, you have a great offer. Next piece is your funnels, your landing pages, your copy, the content.

Like now that they know you have a good offer, can you actually close them on the next page? So you could have a great offer and then they go to the next page and there's incongruency. There's no storytelling, known factuations. The sales process is wrong. The funnel's wrong for the wrong prospect. How the, you know, prospect even learns about the product is different. Like let's say you run a landing page with just text and an opt-in. Okay, but your prospect might want to learn through a quiz funnel.

They might want to come to a webinar instead. They might want to go to a local event first to see you in person to buy something higher ticket. They might want another type of version of a sales process, which we're going to the third piece, which is the sales. Okay, you could have a great offer, great landing page. But then we look at your sales team, what your leadership look like? What kind of KPIs are you tracking? What KPIs are you spending more money on based on what's a winner and what's not? And then the fourth part is usually leadership.

Like leadership really dictates how everybody follows your offer, your sales process, your fulfillment, you know, the customer journey, all of that. If I look at your leadership and I see that there's faults or a lack of commitment or a lack of hierarchy, there's no employee maturity model. There's none of these things in the business. It makes it harder for them to actually scale and grow, even if their offer is great. Wow. Now, I've noticed something on like your specific content strategy.

you run paid ads on all your postings. That's why I'll see like, you know, you go to zero to 100, get a lot of reshares, get a lot of, you know, and I've never ran paid ads on my own content strategy. It's always been like organic. But then again, the only way I'm able to get organic reach is because I do entertainment. You're straight doing marketing content. So you have to run paid ads, right? So that's where the drop off is.

My question for you is like, Can a normal non-business owner use paid ad strategy to grow their own following like you did? Yeah. Or, you know, because you did it with an offering. How can someone do it without an offering? So without an offering, that's usually going to be like, like you were talking about entertainment. So if I was doing entertainment posts, I would have to be spending money on advertising with the intention that I'm doing other things on the side that make me money, like brand deals or affiliates or partnerships in some capacity. because if I'm just a personality, I have to make money through other means.

So like if you're entertainment, but you show something in the video that's entertaining, you're like, hey, go buy the links in my bio. Now you're just getting a bunch of funneled buyers and you're getting a piece of the pie. So that'll probably be through like affiliates or there's like artists or comedians. Right. So like they'll run traffic and they want to sell tickets to their event. So I mean, it's usually like lower hanging fruit purchases. But like with my stuff like yeah, I mean when it's educational, you can just pump money behind it.

I just retarget 50% of the views. So like those 100,000 views per video, okay, if I get 20,000 of them to go past 50% of the watch time or 75% of the watch time, I'll retarget them to an educational value post that will then get them to then take an action, book a call, join my school group or something that shows not buyer intent, but like intent to engage, intent to move into the next process of the customer journey. So that's just how I want to lead them that way. because if you just go straight like pressure click to a book call really quickly like it's harder to close them because they're not nurtured as much so when I pump all the posts I'm able to retarget them 50% of the views and now they are someone who said oh yeah I've seen your stuff I've watched your videos like I'm ready to become a buyer instead of I don't know who the hell you are I saw this post I'm new to this there's two different avatars that I'm trying to click with and I think the way you're marketing is like you're like a celebrity to entrepreneur because every entrepreneur knows who you are. And I think you've done that by design. Like, how have you been able to penetrate the entrepreneur market?

Like, every entrepreneur is familiar with Jason Wojo. So is that, like, just through, you know, the look-like audiences that you're emulating on Facebook, Instagram. Is that the strategy? Yeah. I mean, there's more to it. So, like, for seven years straight, I posted, like, an ad. on all platforms. So that's like...

When you say all platforms, because I'm on all platforms, that's like TikTok, Facebook, IG, LinkedIn, we post, but like we just take what's on threads. If you know what threads is, it's like the Instagram,

Twitter, that we then just take the post and then copy and paste it to LinkedIn. Or we take long form YouTube videos and then transcribe them and turn those into thread, Twitter, and LinkedIn posts.

But like the strategy for us for years was just, I was always under this like one quote that I've always lived by, which is if I just stick around long enough, I'm going to get it when. I just post so many times that you can't leave the feed without seeing me. And then on top of it, we just run pay traffic.

So, like, it's not only organic that built the name and the brand, but, like, we spend a lot of money on ads every day, probably more than the average individual. So, like, we just spend so much to where I'm trying to, you know, funnel people into the school group. I'm trying to funnel people into, you know, the book of call funnel, low ticket funnels, webinars, like, we run so much traffic. We get hundreds of leads a day. And I'm just looking to run the traffic to break even.

I don't run a business to make money on the front end. Most businesses do that. I mean, I play the Lifetime Value game. That's the one KPI that I've always driven in the business because lifetime value will save a business regardless of what state it's in. Yeah, that's just the same play we have right now. What I've identified is that, like, from a personal perspective, like, if I ran paid ads personally, that would destroy my organic engagement. That would. So you'd have to be reliant.

Now the algorithm is like, I got you. Well, it actually won't. It won't? No, it won't. No. That, the whole, if you spend money on ads or organic goes down, that's a whole facade. Oh, really? A whole facade.

People will use that angle because they're scared to lose the organic stuff that they're doing. But paid ads is like putting fire on, it's like putting gasoline on a fire. You already have the fire. It's the organic. It's the brand. It's the messaging. It's what you do. and then you just put gas on it, which is, hey, let's throw some money every day on Facebook

and Instagram all those platforms and then just like make the fire bigger. It's kind of like what they say when someone makes money. If they were an asshole before, they're going to be one once they make money. The money is going to show you the true colors who the individual is. So if you have a good offer, good business, good organic, and then we just pour gas on it with paid ads, it will show the true colors of what the market thinks. The acid really big difference between organic and paid. Organic, you can sell as much as you want.

Like, I can go on live right now and I could probably sell 10, 20, 30 grand of just like coaching, done for you services. But if I go on paid ads, I now have to have like a really good funnel and a good ad and good messaging because the cold market is what's going to tell me what works and what doesn't. But organic will always buy for me because they know like and trust me. So that's where the two differ. But like, yeah, dude, paid ads, it's just an amplifier. Yeah. Yeah, I mean, that's what I've heard. People have said that, especially with YouTube.

I tried it on TikTok. It didn't impact my TikTok. I've been terrified to try it on Instagram. I wouldn't do the boost post. I would go in the back end. You just go back-end ads manager and run like conversion campaigns so it doesn't mess with your front end. Like, that's what I do.

I don't run the boost posts or run engagement. I only will take the post and run it as a conversion campaign. So it's going for a lead, for a purchase, or something that has buyer intent. I see. Now, your agency boasts like you've done over $140 million in online sales. At what point did revenue growth start to feel like a numbers game rather than like a mission-driven endeavor? I think it was more of a numbers game when I had a bigger team.

How big is your team now? 58. So a team of 58, when we went past like 40, 35 team members, that's when it started to become like a numbers. numbers game. Because like as we scaled like yeah margins drop but then we had to focus on more product market fit, more lifetime value, raising

prices, having better salespeople, sales manager in place, all these things had to be incorporated. But like the whole numbers game thing is like I didn't want it to be a game. I wanted to be like a slot machine. Like even if I even if I had a hundred visitors a day versus a thousand visitors a day

I want to make sure that when I to chiching the slot machine that the amount would be about the same. I don't want to have the law of diminishing returns. Unfortunately when you're hiring a bigger sales team, you're going to take on people who are not as great. You're going to have these outliers that fall within the cracks. So it's like

I just think once the team was bigger, I had to play with the numbers more so that I wasn't screwing stuff up as the margins fall. I see. Now one thing I really like is that you were actually in entrepreneurs 30 under 30. Now, how do you transform like those accolades into like tangible clients?

What's the strategy there? It's just like running ads behind it? Yeah, we use them in ads. Like when I'm, when I have, I have certain ads for each part of the funnel. So it'll be like top of funnel, middle of funnel, bottom of funnel ads are all retargeting. So that's where I'll start talking about those things in the ads. Top of funnel is like, hey, here's who I am and what we do. Middle of funnel is like here's why running ads are important. And bottom of funnel is like, here's like, here's. Here's why you should work with us. We have this result, this case study, this accolade, et cetera. So I can just, like, get them to the bottom. Because at the top, they don't really care about that as much because then it's just me, me, me.

Like, I'm just talking about me. But the ad's supposed to be about why you get a benefit or a result. So I wanted to be about the prospect. But yeah, of course we use it. We have badges on the landing pages. You know, we use it in our pitch deck. You know, we use it for like, we run a lot of events. So we put a menu in front of everybody where we talk about accolades and the price points

and all that. So, like, we use it. It's just not something that we use first. Yeah. Because then it makes us look like egotistical and weird. So, yeah, it's like, yeah. I've always wondered how to use that in a funnel strategy, like all the accolades we get. Like, all these awards we're getting all the time.

We got like dozens and dozens of awards, tons of awards we get over here. Well, you don't have to say in the video. Like, the way that we use it now is we just have it in the background. So, like, you've probably seen those ClickFunnels awards that people get for, like, making X amount of money or whatever. you could just like if I were shooting an ad right now like I would put a click funnels award behind me and other click funnels award here and then the ink 5,000 and then like the 30 30 30 thing underneath me like that's what I would have in an ad

I wouldn't say it out loud though I would intrinsically let the prospect decide oh I know what that is because here's the thing if they know what those things are they're going to buy something like if they understand the validity of it but if I have to explain it then I'm like I'm looking like I'm trying too hard it's like a needy it's like a needy feel yeah so if i just have the awards behind me i let the prospects sit there and go okay that makes sense i i know what that is so you're doing a lot of podcasts right now and you're going to you're going to do four podcasts what do you think the value is of podcasting for your business especially you're meeting all these entrepreneurs who need your

services i'm sure besides actually the the relationship so the crazy thing is is i never pitch or anything to anybody when i come to podcasts i don't and the funniest thing about it is that I'll do like maybe like four to eight a month, give or take. Like I'll do two travel weekends or two travel weeks or whatever. But like they'll wind up asking me if I can do it. I don't actually like do anything marketing wise. It's like really weird, bro. It's interesting.

I don't use it to generate income or anything. I use it to network and like meet the next person. And that's how I really got a lot more views over the last two, three years and really sort of having bigger networks and like starting a network with real business owners. Yeah. Not just like, you know, not to be that guy, but a lot of these coaches on the internet, like they're not networks. They're just clowns. Like it's like it's not a, they're not real business owners.

Yeah, we have a saying here, those who can do, those who can't coach. Yeah. So it's like now I'm just, I just do podcasts for content for collaboration posts because it helps out both pages. And then the third would be just like, hey, if I can help in any way, then I can help. If I can't help, no harm, no foul, I still get content. So it's like, oh, it's a win-win. For you, like, you're going into, and you're talking to entrepreneurs, because most of the people who have podcasts and have the leisure of podcasting are successful entrepreneurs, I would say.

Yeah. So just the one-on-one you get with me or you're doing Alberts or all these and whoever else you're doing while you're in SoCal, which has just mega, and you're doing days right after. It's like you racked it up, you know, like maximizing. And everybody's a successful entrepreneur. So it's a great way for you in your business, I'm sure. But a lot of people undervalue what a podcast can do for a business. You know, I've used it, and I feel like it's catapulted all my networks, my relationships,

my friendships, my, and for me, my personal growth. Like, I'm over here, I'm asking you questions that directly impact my business and my strategy. So, you know, it's a win-win for me. Now, what I find fascinating is, like, you've developed, like, a key method on focusing. on like strategic business aspects. Now, which are these clients, which clients most often under, you know, most clients often underestimate it, but how does that really impact their success, like the different aspects of marketing strategy?

When they underestimate it, they typically become impatient because they don't understand how much work it is. So they just look at ads and advertising as, yeah, like, I want to spend money. I want to get clicks. I want to make money. And I'm like, dude, there's so many more things to this puzzle. Yeah. And they don't want to understand that because Facebook, in the beginning of Facebook's time,

they made the barrier to entry so low. You got a credit card, you want to spend five bucks a day, come join us. Little did Facebook realize they were misleading people in the wrong fashion. Because what would have the people that we talked to say? I spent a lot of my ads. I did it on my own. It didn't work. I'm like, well, yeah, because they made the barrier entry so low.

Like, in my opinion, what they should. be doing is they should be validating like your taxes LLC information all this stuff I know that might seem small to bigger entrepreneurs who are listening to this because it's like oh yeah you're supposed to have that but like dude they let people who are low hanging fruit solopreneurs in their garage take a credit card and spend 10 bucks 20 bucks a day 50 bucks a day and it's just like it becomes this thing where people start throwing the word saturated around because there's no barrier entry so like when they underestimate it now they get impatient because they're like oh ads don't work. This other person I hired didn't work. And I'm like, dude, your landing page or offer all these

things. Oh no, just get me the leads. I'll close them. I love those people. They're like, just send me leads and I'll close them. I'm like, when you say that, we know you can't close the door. Like, we know you're not good at sales because it comes down to the, like the actual sales process, your lead nurture. Like, what's your, what does your like ascension model look like? What are all these things in the business that actually matter that drive the business forward? And you don't know it. You're like, that stuff's not important right now. I just need. need leads. I need to make money. And I'm like, bro, you don't, you're not a real business. It's crazy. And they just skipped all the steps and they don't understand how many layers

there are. I mean, you're a brilliant marketer. You know, that's what you are. And there's so many components to attaining that. And people, they see Jason Wojurer, they're probably thinking just Jason's running my ads. Like, they don't know that you got 60 people underneath you, like, that you're directing, you know, like creating strategies and really brainstorming with. And I'm, I'm assuming you're all decentralized. And they're a U.S. based or overseas or how many people? So I would say about 85% of our staff is the U.S., and then 15% is going to be international. Yeah.

Because those are like developers and graphic design. Like for me to find graphic design in the U.S. and do developers in the U.S. would just be too overpriced. Yeah. For the amount of workload that we need, it's just too expensive. So who's in the U.S. that you hire? Like marketing managers, media buyers. The reason why we don't do overseas as much anymore is because the clients don't like it.

Yeah, they care about results, but if I put a client paying five, six, seven thousand a month and they go on a call with somebody who is like in India or in Pakistan, they automatically are just like, I don't trust them. I want to refund. Like they just don't like it. The professionalism is like not there. So all the marketing managers and the media buyers and the copywriters that we hire now, they're all US. Leadership is US. Yeah, it's more expensive, but it gives off a better tone. Like, when they get on the calls, I can't have people who are international ascending clients or upselling things to them.

Like, someone who's getting paid $3 an hour in Pakistan is not going to send a client from a package to, hey, we have this too. Hey, we have mastermind of woldo. Hey, we got this. They're not going to trust the person. They're like, I could just get somebody on Fiverr myself. So that's where we started to see that. And that was four years ago. I had VAs like four years ago.

And the business was stuck at 200 grand a month. And I was like, I'm stuck in 200 grand a month because I'm so bottom-leck because I can't trust these $3 an hour VAs. It just doesn't work. So all the people online who are pushing this VA stuff. Like some things, yes, like video editing, fine, VA it. Graph of Design, VA, social media management, VA it. Developers, VA, website building, yeah, you could VA it. But like, when you have client-facing people in the U.S.

where I'm talking to like real franchises and business owners, they're already pissed. They're like, no, I don't want that. So, yeah. Who are some of the biggest companies you've worked for? Guaranteed Rate, Harley Davidson. Are you working with the CMOs directly, or how are you working with these firms? I'm literally just in a group chat with, it's just, we call it the GR leadership chat. It's just like this WhatsApp group where I'm just with a bunch of like, yeah, we got CFO, CMO,

director of brokers, director of brokerage, like all these like directors and directors and corporate titles and I'm just like okay this is what we're doing I mean it's it's weird going to that corporate realm the funniest thing about that was that I closed that deal because I gave them one tip and they like spent a lot of money on like the hockey logos to like be behind the hockey ring and the baseball and I got introduced to them by one of my good friends Jen Bison she's like a really big mortgage lender um she was my client for about four years until she took everything in house that's like the biggest way that I'll lose deals is they decide to go in-house

do you think you outperform in-house if I'm doing it one-to-one that's like my private offer that I do like Albert's on he's like bro I had 40 30 grand a month in marketing people and you replace that for half the cost

and I'm like yep that's what I do so that's the private offer is I'll just do one-on-one I do all your shit one-on-one and you don't have to have anybody in house no health insurance know all this other payroll taxes and stuff and I will outperform the team because I do it one to one.

And that's what most people buy is that one-on-one. Director roles for sure. If it's just paid traffic, if your business is heavy, heavy pay traffic, then that would make sense. But you have all these other things going on. So that may, yeah.

Yeah, we got three, so we got three brands, just shall be e-mortgage capital, coffees for closers. And then we got 10 pages for each brand, you know, so you're going to need those in-person roles for sure. So I've, like, I met with my team today. I'm like, I've outsourced my personal brand to like just, you know, video editors and videographers and guys who post for me.

And like, now we're just trying to get our hands on the pod, the company. I mean, even with the company, you know, strategizing, entertaining content to get picked up by the algorithm organically is its own thing. I mean, it's good stuff and it'll get people to stop the scroll. Yeah. Yeah, and that's all we're doing. So our whole thing for our growth strategy is just awareness. We want impressions, millions and millions of impressions. And that's what we drive every day through, like, our reach.

I bet. But we're all ears. Everybody who's listening to this call, markets. If they're not marketing, they shouldn't be, I mean, if they shouldn't be listening to this. Because this is an entrepreneur podcast, you know, like an entrepreneurs need to market. It's in our DNA. It's imperative to our growth. Now, a couple last questions now.

You've been involved in both content, creation, and distribution. How do you see the balance between these two evolving in the next five years? I would say more than ever because of AI, storytelling is going to play a very important role on how we distribute content. Storytelling is going to be like the benchmark on how you emotionally connect with your audience because people don't know what's artificial AI and what's like real now. it's just weird imbalance so like storytelling two is going to be and I know a lot of people say this

but it's going to be more important than ever which is showcasing client results in testimonials more than ever because people don't know what's fabricated and what's real anymore yeah so like storytelling case studies content the way you distribute it

but regardless of how good your content is like is your product actually good because you could have all the great content in the world but when people get led into the business, like, is the product good and is it product market fit? And I feel like those are the three most important things. Like when you're talking about, you know, like the office-like content, like that content's

going to do really, really good. But how we lead the click afterwards through storytelling and through the brand and the messaging is going to matter a lot more. So what's some good storytelling strategies a business can implement? Biggest things with stories are ever since we were children, we always like stories. like you got to look at it like you're sitting at the table with your friends right and you knew that your friend went on a date last night you have to start stories with things that have to pull them in so like if I said to you dude you're not going to believe would me and her did last night

you're going to go like well dude tell me more but if I just tell you in the beginning I'm like hey dude me and her went out last night and blah blah blah blah blah I told you already what what happened which means that there's no curiosity and the The biggest tip is branching curiosity. The way that you start your video ad, the way that you start your landing page, where you start X story has to pull them in in some weird manner. Now, it could be, you know, it could be the curiosity hook. It could be a value hook or it could be a controversial hook.

So like for you when you said, hey, talking about the Fed is boring, well, it doesn't have to be boring. If you said something like, hey, this, like if you had an ad where you had a piece of paper and the phone, is going over like the table and you're like, I found this weird like line in the Fed that like they're literally taking your money out of your mortgage. Like you don't even know what it is yet. Like if you started an ad with that, you get people to watch. Like how were they screwing with my mortgage rate? Like a big thing with VA loans is the like veterans assume that the VA sets the rate. It's false. Right. So like that was a good hook that I used for a while for like VA loans and really pushing that.

So like that whole angle of, hey, if you're a veteran, like the VA is scamming you. Let me show you. Like, that's a good hook. That will get curiosity. And veterans are now going to be like, fuck, like, they're taking my money. I fall for this country.

Why are they doing this? So, like, that storytelling will then allow them to, you know, obviously group more people in. But it's all about curiosity. That's really at the end of the day. As far as where the avatar is, point A and where you want to take them point B. Like, for example, if I was

teaching somebody how to build a marketing company. My story would be based on how I got started. And then where I am now, where you want to be, but I'm going to allow you to shortcut all of the shit that I went through so you don't have to go through it anymore. So like that's the story, is I'm taking you from point A and where I was to point B to where you want to be. And then the whole story between that is all the pitfalls, trials and errors that I learned from so that you don't have to go through the same thing. And that's how I would sell that. Is now I did this for seven years, you could do it in one. And here's how. And I did all this stuff and spent all this money so that you only have to spend X.

Like that's just like bridging the gap storytelling. Other stories are going to be based on customer stories. Because the way I was looking at it is this. Like let's say you are running an ad and someone comments on your ad. And they say, well, let's say you're talking about how you're going to get them a better rate on their mortgage. Right. Someone might make a comment saying, oh, well, you know, maybe they don't believe a certain claim or they ask an important question about

the mortgage that you didn't answer in the ad. Likelihood is that if one person commented it, another 10,000 people who watched are thinking the same thing, but that person was bold enough to ask. So now that comment is actually the hook for a new story. And you just keep running that content to people. So people comment on my eyes and say, well, how fast are my ads going to be up and running? Well, ta-da, there's an ad that I then. then hit that ad width that then retargets all the views that then answers that question.

And it's like FAQs. I look at FAQs as a different story every time. Wow. Man, like you've really mastered this game. Like, you really have. It should gets me nerdy. Yeah, you are the ad nerd, like the king of ads, you know, like, which is a huge compliment. You know, it's a testament to where you've allocated your brilliance, you know.

and you're one of the most brilliant advertisers in the game, if not, I don't even know who's comparable to you. Probably say Russell Brunson. Russell Brunson is big. One of my good friends, Eddie Malufe is good too. Yeah, yeah, Eddie Maloof also. So there's only like three of you. Yeah, probably like five the most.

Yeah. It's very like small at the top. Like we all talk. Yeah, yeah. I have a friend Daniel Walton who followed Russell Brunson, who's around your age as well. He's running a lot of our ad strategy. he's on go high level retargeting and he's a brilliant guy too but I'm sure he's very familiar

with you okay so a couple last questions just because I don't know what you it's it involves goals now I don't know if you have kids or not and you're not married you're still single you're just geeking out by yourself so so what's a personal goal that you have for yourself and a goal that you have for your business personal goal for myself this is going to be an interesting one, but I think that it is time for me to get out of like the internet marketing world and like find my piece and other things. Um, like, I'm susceptible to it, but I got hooked into like nice things. Like I have a lot of nice cars and all this other nice stuff that's external. I think it's time for me to like get out of that world because it's just like, quote unquote, it's just like

full of shit. It's just stupid. Yeah. So I'm starting to get rid of like my cars one by one. I'm investing more money into like my knowledge, my network, my house. I'm a big home body. That's how I'm finding my piece currently. I really value like my time alone. A lot of people always feel like they got to be around people all the time. Like social. Like I get it.

Networking's important. You know, who you know is a huge determination of where you go. But I'm just like investing more of my time, money, and energy into things that like really truly make me happy. So like trimming those things down and. losing them as like the identity piece like like i'm not naive enough to know that a lot of the brand that i've had in the first four years was built because i was the mclaren guy like i had two mclaren's and i posted them all the time and i had the videos and all this stuff is so cool but like

it's really not it's stupid like it's a liability it's a waste of a four thousand dollar month car payment it's like it just stacks and it becomes a job to have cars it's just like i feel like i'm taking care of kids every couple weeks. I got four kids. It's much different. And just so you know to that point, kids are very expensive, paying bills for dance and jiu-jitsu and, you know, I got like baseball and football and soccer. It's like thousands.

It's more expensive than car payments. Oh, yeah. And then the business goal would be, I want to be able to be around 25 to 50 million a year. That'd probably be it. Right now we're at like 12 to 17. So it's like, it's not bad, but it's like I want to be around 25. How much of that, do you guys, that's gross? Then like, what do you get the net at that?

Probably like 23 to 25%. I'll probably keep. And then I'm starting to do real estate and stuff. I'm starting to learn like taxes and I don't know. I'm just so young and naive to stuff in the beginning. Yeah, they don't buy cars, buy units. Yeah. So I got two town homes.

I bought two town homes. I'm starting to get off the ground with the stuff and like seller financing deals. And like, dude, I've learned everything the hard way, which is a good and a bad thing. Yeah, it's okay. Lessons are expensive. Yeah. The first house I bought, like, I didn't really care of them much about credit. And then I got my mortgage rate back.

And then I refinanced it months ago. And I was like, damn, what a stupid choice that was. I should have just like did this and this and this. and I learned all those bad lessons. Just you being here, gets you exposed. I did this for Ike at Ike Sandwiches. I said, Ike, I'll give you free mortgages for life, for free sandwiches for life, you know. But let us you know that he's going to feed my whole office.

He's like, deal. We made that deal two days ago. Now it's like a thousand bucks a week in sandwiches going to the office. I'll do the same deal for you for ads. I love it. But you could be flipping. No, no, free mortgages for free ads. Oh, free mortgages.

Oh, geez. How many mortgages? Damn. You need to put all your money in mortgages. That's what you should be doing. All that money? I had a bank statement. You should have like 100 properties.

By the time you're like 40, that should be your goal. Not all this other stuff. Yeah, dude, the cars are like the dumbest thing you can buy. The brakes, the tires, the gas. All that is just a waste. I have a decent car right now. I'm getting rid of it. I just, I want like the, like, I want zero car responsibility.

Plus, I don't even know how to drive nice cars. This one nice car I got, like, I just destroyed it. I don't know what I'm going to do when I turned that thing in. They just devalue so much. It's so bad. I had the McLaren. The McLaren keep value somewhat. Yeah.

I lost like 25 brand on that one. I got a Bentley-Betega. That was the worst decision ever. Because the Bentley-Betega lost. How many cars do you have? Four. Yeah, you should have one, and then a bunch of houses. I lost 75 grand in that car.

Then I got an Ashen Martin. I lost like 13 grand, 14 grand on that one. And then I got a slingshot, that three-wheeler. Have you ever seen those things? Yeah. I got one of those. I mean, that was a cheap thing. It was like 18,000 or whatever.

I don't care about that. Yeah. But like huge liability. Yeah, yeah. No, no. I'm more into like golf carts and e-bikes. Those are more fun. Last question.

Because you're young guy. When you're in front of the pearly gates, what do you think God's going to tell you? I feel like he will say you tried your best with people, but you could have done better. I like it. I feel like that would be the thing that he would say to me. There's times where I'm like not good with people, and I know that that's like my biggest struggle, for sure. We all try, man.

We just got to keep on trying. Yeah. Keep on getting better. That's definitely. Put away all the foolish, childish stuff. Put away the vanity. Put away all that stuff. That means nothing.

All right. Well, God bless you, man. I hope you hit all your goals. If people want to connect to you, how do they find you? Thank you. They can go on Instagram at the Jason Wojo. And if they want to check out our marketing company, they can go to the Wojo Media.com. Let's go.

Jason, the man, the myth, the legend, Jason Wojo himself. Thank you guys for tuning in. We'll see you next time.