Automating Your Money Raising with Jason Wright

Speaker 1: [0:02] Welcome to the Collecting Keys Real Estate Investing Podcast with your host, Mike DeHaan and Dan Austin. From wins, losses, horror stories, and tactics for optimizing your business, Mike and Dan take a real uncensored deep dive into the ins and outs of running a full time real estate investment and wholesaling business.

Mike DeHaan: [0:26] What's going on, guys? On this episode of the collecting keys podcast, we have Jason Wright from intentionallyinspirational.com. And Jason Wright has built a really awesome system to help people automate their money raising process. I feel like the stuff he talks about in here is super relevant for so many investors because, realistically, if you want to scale, you got to start using other people's money, you got to have some private investors behind you in some way or another. You see a lot of influencers talk about this on Instagram about how you can do no money down investing by using other people's money. But how exactly do you find that? How do you market that to people? How do you find people that actually want to invest with you? Jason Wright has kind of cracked that system. And he does so in a way that I think is super unique. And as you go through, you can sort of listen to different tools and strategies that he has, and also how he can help you build out this automated marketing system yourself to find money. So make sure you listen to the end as he really dives into the different offerings that he has. Overall, we had a great conversation with Jason. I think you guys will really get a lot of value here. If you enjoy our podcast, please go leave us a five star review wherever you listen to podcast and share it with anyone who you think might find this interesting.

Mike DeHaan: [1:37] I'm sure you know some other investors need to raise money. So go ahead and share it with them. That would be great. Besides that, guys, go ahead and follow me on Instagram at mikes underscore investing follow Dan at investor man Dan, and you can check out our website at clickingkeyspodcast.com. Go ahead and sign up for our newsletter on there. We have some really awesome things we're going to be announcing for you soon. So anyways, guys, thanks so much, and enjoy this conversation with Jason Wright. We are welcomed by Jason Wright, who... I guess, what's your what's your business actually called? You probably should have clarified this before we hopped on. I kinda know what you do, but, yeah, go for it.

Jason Wright: [2:10] The business is called intentionally inspirational.

Mike DeHaan: [2:13] Mhmm. K. Intentionally inspirational. And from what we've sort of gleaned chat with you, it is your process for raising money, and you have a kind of an automated way that you've built out that sort of tried and tested to help convert better on that problem that so many of us real estate investors have, which is, you know, finding capital, how do we raise it. Especially these days, I feel like so many different, you know, podcasting out there always talk about, you know, just use other people's money to invest. This is how you can do it with no money. What what the fuck does it actually mean? Right? That's kind of the big question. And you seem to

Dan Austin: [2:47] You gotta find the people with the money.

Mike DeHaan: [2:49] You have to find the people. And not only that, but you have to have a process of, you know, building trust and closing these people and that whole thing. There's a whole sales process. And it seems like you have kind of cracked that a little bit. Is that right?

Jason Wright: [3:01] Al clarified a bit. So I am an active campaign specific and I help capital raisers with three big things. Thing one is nurturing new potential investors into their list. Because what most people do is nothing, right? You join their list, you get their ebook and nothing happens, so they have a deal. It's kind of like meeting a new neighbor and saying hi once, never talking to them again, and saying, Hey, can I borrow your truck? You know, six months later, a little awkward. So we help with that. We do help with the capital raising piece from an automation standpoint. Most people's process is very, very manual with that, right? Very basic. The final thing is we help people keep in touch with their current investors using automated task reminders and things like that. So from a really high level, that's kind of our micro niche and what we do.

Mike DeHaan: [3:45] Perfect. I love it.

Dan Austin: [3:46] Yeah. So is it all within the confines of ActiveCampaign within that box or is it like touch other systems?

Jason Wright: [3:52] We definitely hook up to other systems. So like the front end, the landing page builders, the websites, webinar platforms, portals, whatever, but all the magic happens in ActiveCampaign. Gotcha.

Dan Austin: [4:01] I'm excited to dive in because ActiveCampaign is a pain in my ass as I've tried to learn it. And so I wanna Yeah.

Jason Wright: [4:09] Yeah. We use it for you.

Mike DeHaan: [4:11] Yeah. Yeah. Exactly. Yeah. But, yeah, we use it for our dispo process, so we can definitely dive into that. But awesome. So that's kinda what you do. What's sort of your background? Kinda how did you get into this, you know, current business that you have? Obviously, you were an investor before I take it. Like, what's your sort of backstory again to this?

Jason Wright: [4:30] You would be wrong, my friend. It's an interesting story.

Mike DeHaan: [4:32] I wouldn't be wrong.

Jason Wright: [4:33] Yeah. You're you're hearing intentionally inspirational going, why the hell did you do that? I don't get it. So I've had this business seven years. When I originally started, I decided that I hated my life working for other people. I worked for a guy that was worth about $300,000,000, built his company for nothing, but he was a terrible human being. Right? Okay. I was like, if this terrible human being without much education or real skills, in my opinion, can do this, surely I can work from home and at least pay my bills. So we're gonna do it. I started the company intentionally inspirational thinking that I was gonna build a company and do motivational speaking. Well, quickly, after starting that, was like, nobody knows who I am. There's no money in this. So I started blogging, talking about quitting the nine to five, even though I hadn't done so myself and started learning some marketing to expand the reach of the blog, right? Upwork was the place that I discovered back in the day was writing blogs and copy for other people, making little money. Then I kept noticing, hey, that ClickFunnels thing I learned, other people are looking for help with that and it pays a little better. So that's how I got started into marketing generally was just seeing the opportunity saying, Hey Mike, hey Dan, I don't know what I'm doing, but I promise you I'll figure it out and I'll get it done. And people are like, okay. So I looked at it as on the job training. For a couple of years I did that.

Jason Wright: [5:52] And as we actually discovered there's a real full time business here, we niche down and focused on funnels. So front and back end traffic, all of that. And then, more recently we said, we're going go super niche. We're going go back into the funnel only, which is ActiveCampaign. What happens after people join your list? And I'm only working with capital raisers from now on because there's nobody else doing this that's like me and uses ActiveCampaign exclusively. So I created my own little micro mention, here we are. It's been the best decision in my professional life, by the way.

Mike DeHaan: [6:24] Nice. That's great. Now I love that. That's entrepreneurship at its core, right? You identified a problem and you figured out a way to solve that problem. Yep. And what you did that I love so many people don't do. And we talked about this with, you know, our people in our our instant investor program, which is our group coaching program quite a lot is, you have so many people who they know their problems there, but they're like, I need to figure out how to solve it first before I approach people. You kinda did the opposite, it sounds like, where you said, I know you have this problem. I don't know how to do it either. Throw me a bone and I will do it. So you at least don't have to do the work. And that is super awesome.

Jason Wright: [6:56] I love that. Yeah. This is my obsession back in the day when I discovered what Upwork was and I was like, man, there's nobody making big money. Once I learned that there was an invitation only side to Upwork, and then I learned that getting top rated was the way to do it. I just became obsessed with the five star review. Like, you hire me, I'm getting a five star review and you let me know when I've earned it. Like, I'm not gonna stop until I get it. And I ended up getting like a 100 of them and it made it a really consistent lead source. I don't use it at all now, but it was the thing that my wife had seen enough and she goes, all right, quit your job. There's enough here. Let's see what you can do. It So was, so we got rolling.

Mike DeHaan: [7:35] Sweet. I like it. And so you've, you know, obviously scaled it a bit since then.

Jason Wright: [7:40] Yeah.

Mike DeHaan: [7:41] So mostly with capital raises, this is exclusively like real estate capital raisers or do you... Are you working with people that are doing like private equity or like other sort of fundraising as well?

Jason Wright: [7:51] Yeah, mostly, like most of the people I work with are syndicators, you know, retail investors, that type of thing. But what's interesting, and this is kind of the path of the business in general, I've talked to some people in some different angles that are like, would this model work for this? So I'm always willing to pivot when something makes sense. So, you know, some of the people do, a lot of people do syndications, some do funds, some do fund of funds, but those retail investors are what most people are after. I have talked to some people that do work exclusively with family offices and institutional investors, institutional investors as well. So we'll see where that goes, but there's definitely a need. So I say, how does it work now? And I'm like, oh my God, you're even further behind than the other group. So we'll see what happens.

Dan Austin: [8:33] Yeah. Interesting. I

Mike DeHaan: [8:35] mean, it's definitely super, yeah, super interesting sort of niche because, you know, there's... It's one of those few things that I don't think has a good process around it that's, you know, sort of spouted everywhere quite yet. Yep. Because, like, the people that are good at raising money, you know, especially look at the real estate space, either have a really large social following, you know, on social media or things like that, or they have a lot of connections.

Jason Wright: [8:58] Yep.

Mike DeHaan: [8:59] And sort of being able to bridge that gap between those two. Because, obviously, making a lot of connections takes a lot of work. Building a large social following takes a hell of a lot of work.

Jason Wright: [9:07] Oh, yeah.

Mike DeHaan: [9:08] And so it leaves, like, you know, guys like us or, like, so many people out there who have opportunities. Like, we have the ability to offer people great returns, but how do we get in front of those people to really, like, present those opportunities and, you know, convince them that they should choose us over someone like Brandon Turner from BiggerPockets with his 250,000 Instagram followers or whatever he has.

Jason Wright: [9:29] Yep. That was funny. I was actually talking to another guy just right before this call about this. And I said, it's funny because I'm actually, I'm gonna be a limited partner in my first deal. And it's like, now that I'm in that seat going, okay, how do you make this decision? I don't know what all the numbers and all this stuff means at a high level like you guys, but I know who I trust and who I resonate with personally. So a lot of times people are like, man, I'm new. How do I compete with the big boys? Well, if the big boys aren't as personable as you or aren't as vulnerable, you're gonna... There's gonna be people that they repel and you attract. So we are all special in that way. And that's one of the biggest pieces of head scratch that people struggle with. Oh, nobody's gonna wanna invest with me. Well, not with that attitude or not,

Dan Austin: [10:11] you know? Absolutely.

Jason Wright: [10:13] Be yourself and put it out there and don't be surprised when other people find you and come to you.

Mike DeHaan: [10:18] Yeah. It is tricky from, you know, the fundraiser side because if you look at most funds, you're being a limited partner. You look at most people that are doing LPGP deals or they have preferred funds. They have any of those sort of things. The numbers are kind of the same. Yeah. Across all the deals. You know? And they're like that because it's a perfectly competitive market. Right? Everyone knows... I mean, from the fundraiser side, you wanna pay out as little as you possibly can to still be able to get the deal done. And then from the, investor side, you wanna be able to make as much as you can while limiting your risk. Yep. Right? So it kind of makes it so everything's the same. So I guess, you know, going forward to sort of what you're doing, how... Like, what does your process look like? So, you know, let's say Dan and I, we wanna raise some money. We contact you and we're like, we need to learn your process. What does that look like? How do we get started? What's sort of the expectations?

Jason Wright: [11:09] Yeah. I mean, the... From the capital raising, perspective, I mean, the first thing that that people need that some people don't realize is you have to have, like, an inbound flow into your email list, right? You have to always be getting new people into your world and always trying to nurture those people and kind of warm them up for the next deal. From the marketing automation piece, you know, I look at a capital raise as a couple of different steps, right? Announcing the deal is really big. Most people just like one or two emails and that's it. But even teasing that a deal's coming is really smart. Using email and text both is really smart. Email deliverability is always going to be a problem. There's nothing worse from investors like, never even knew there was a deal. I never even got an email. I missed out. So we're subscribed. So using email and text, if you like to push people to a webinar or a prerecorded video beyond just a pitch deck, and that's a great idea, You can nurture to that. And once people take that action, you stop talking about it. And then after you present the info in that way, start to nurture for those soft commitments right away, right? You can use automation to supplement what you're already doing because what I found is touch points lead to conversions, right? And it doesn't matter if it's for a raise or a new investor or even with what I do, it's not about being annoying. It's not about being aggressive.

Jason Wright: [12:23] It's about reminding people that this thing exists. Think about how many communications we get on our phone a day. It's insane, right? You may have the best intention in the world to invest. Something happens and you get pulled in a different direction than you, by the time you remember, maybe have missed your shot. So it's automating those steps from announcing the deal, the soft commit, you know, uploading docs, wiring paper, you know, wiring money, that type of thing. So there's just not a lot of people automating any of that right now. And without those tools, you don't have visibility. It depends on your portal, but you don't have visibility to where that money might be hung up, right? If nobody stops committing, what's the reason? Are people not aware of the deal? Are they not getting questioned in? Or what's the problem? It can give So you some visibility to those areas that you don't have it. Some feedback I got in Miami on a trip I was on recently as these guys that are using the two way texting that we do, there's like, man, it's a, there's no greater feeling than getting soft commitments through text or getting stuff done or new people signed up. It's just so much easier than email. It really is. Yeah.

Dan Austin: [13:27] So you're saying the tech, using the texting is a lot easier than email?

Jason Wright: [13:32] Yeah, but you gotta use both. You know, email will always be that foundation in our lifetimes, but, and I always tell people with texting, don't ever cold text anybody. It's creepy, it's weird, it's a bad But if you've spoken to somebody at least one time, or if they're one of your current investors, it's a great idea.

Mike DeHaan: [13:49] Yeah. It's interesting. Yeah. Because I mean, what you're describing isn't that different than what we do, like with sellers with our off market wholesale business. Yep. You know, you sort of build that brand. So we usually announce that the brand with direct mail outreach. Right? Then And we'll follow-up with some different texting campaigns, and we'll send more direct mail. And then we'll have, you know, different, like retargeting when people go to our website and they start to get retargeted on their social media and through Google. And the next thing you know, you're kind of everywhere, and you're constantly reminding them that we wanna buy their property. So what you're describing is essentially the same thing, but from a fundraising side. Right? But you have the automations built out, which is the tricky part of it. But point out, I say that's one of the tricky parts. But, you know, you... And I use that to ActiveCampaign. You have some Zapier integrations. You have all that sort of stuff figured out. What about the actual content portion of it? Because I think that's sort of what makes you stand out from being... You know, the the automations help with the internal process, but in terms of actually selling it and the content, do you guys do stuff with that as well? You mentioned before we hopped on that you had some... A free tool about creating videos

Jason Wright: [14:53] Yeah.

Mike DeHaan: [14:53] For raising capital and all that sort of stuff. I think that's really important. So what does that look like with you?

Jason Wright: [14:58] Yeah, so that's a... So I have a lead magnet that teaches you guys how to build better lead magnets. It's called getmorepassiveinvestors.com. And one of the big pain points I hear all the time is I don't know how to get people into my list, period. And using an ebook that you didn't write and putting your logo on it is not a good idea. Everybody in this space is doing the same damn thing, right? So I tell people, I think I do it in this video based little program here. I could sell this thing for hundreds of dollars, but it's legitimately free and it's really good because I know that video shortens that know, like and trust period big time. Not a lot of people are doing it, but it teaches you to approach your lead magnets. Like if you were to walk up to a stranger and say, here's what I've got, would you buy this for $50 or more? Right? If the answer is no, you think it's that exciting? I mean, would you opt in your own lead magnet? A lot of people wouldn't because there's nothing special about them. So just an interesting way to use video. I'm a big Loom guy, right? Screen share videos make about 2,000 a year. Great for training the team, great for answering questions, great for marketing, great for sales. Just a phenomenal use of my time. And it's not, there's nothing special about me.

Jason Wright: [16:07] It's just video is that powerful. When you're talking

Dan Austin: [16:10] about like lead magnets, so let's step back that far. So if you're making the content to hopefully build out that big wide funnel to grab How are you getting in front of those folks? Do you talk about that through some of your coaching or is that just something that's natural we're gonna have to get out there and do as people looking to raise money?

Jason Wright: [16:30] Yeah, so I like the question. The way that I always approach a funnel is back end, front end, and traffic. That's just based on my experience as an entrepreneur. So what you're talking about there is traffic and people get paralyzed with this, right? Right. In this world, the most important social channel in my opinion is going to be LinkedIn. LinkedIn is a monster. If you're getting, I've talked to, you know, 150 capital raisers this year. LinkedIn is a monster. Facebook's important. If you like video, YouTube's very powerful as well. So, people are like, I don't know what to talk about or what to post. And like Mike said earlier, it does require a lot more effort than people think to get that momentum to social. I think the big mistake is people think that just because it's online, it's easy, still requires work, still requires dedication, but those platforms are definitely something you gotta pay attention to for

Dan Austin: [17:21] sure. Interesting.

Mike DeHaan: [17:22] Yeah. I mean, LinkedIn. I mean, you're saying that I shouldn't be like dancing on TikTok to raise

Jason Wright: [17:27] 500 think thousand TikTok dollars is a great platform. In a different industry, I've got a buddy that's, he does online coaching for fitness. Right? Yeah. It's all online and he does, just phenomenal revenue and TikTok and Instagram is everything. It's all organic and he's got hundreds and hundreds of thousands of followers. So there's value there because people like video, it's engaging, it's a little quirky and fun, but it still works. So

Mike DeHaan: [17:53] Yeah. I think you gotta look at the user base, though. Right? Fitness makes sense. It's a lot of younger people, especially if he's a... If he's, like, you know, like a sexy, like, fit dude. Like, you're gonna get a lot of followers.

Dan Austin: [18:02] Right? Right.

Mike DeHaan: [18:03] I mean, that... That's what that's what crush is on on TikTok.

Dan Austin: [18:06] Well, think my opinion with it, though, is, if like, you're going to use it as a business... If you're gonna use the platform as a business or as a as a lead trap, like, you know, the girl on their dancing is always gonna have more followers than you. But it's just like YouTube, same thing. Mister Beast is massive. What's he doing? He's selling, like, hamburgers at Walmart or whatever. Like, that's stick. Like, if you're capital raising, you don't wanna sell 10,000,000 hamburgers at Walmart or whatever he's doing. You you wanna find some quality folks to give you their money and invest. Don't need it all. You just need to capture the 1%.

Jason Wright: [18:35] Yep. Yeah. Like I typically will post very similar content to LinkedIn and Facebook. What I've noticed, though, I feel like LinkedIn's algorithm is a lot more favorable for organic traffic than Facebook. You know, Facebook is all pay to play. I mean, LinkedIn's got that element, but I still feel like some people can get some really good organic reach with LinkedIn, which is great. Yeah, that makes sense. You were asking me earlier, Mike, about the content for raises. So it varies greatly on, you know, whoever's doing the raise. Obviously, you're gonna have the numbers and stuff people look for, but I saw an approach yesterday I thought was really interesting. So the guy I was working with sends out, doesn't give people much notice, but he sends out an announcement for a new deal and gives a forty eight hour preferential window for past investors. Like, hey, this is open now. Here's what we're raising. Obviously, you can oversubscribe it. Gives them two days to invest before it gets opened up to the rest of the list and the rest of the market because it's a five zero six. I thought that was really cool. It's like, it's not salesy, it's real urgency. It's like, hey, this is a courtesy we're doing. And that content was really different than I've seen other people do. It was really well put together.

Jason Wright: [19:44] Was like, man, this is good stuff. Yeah. I think anything

Mike DeHaan: [19:47] you can do to be creative like that is huge. One thing... I mean, like, even people doing, like, sponsored content or things like that with

Jason Wright: [19:54] Yep.

Mike DeHaan: [19:55] Influencers are starting to see a little bit on the rise with some of these big real estate people. You gotta find a way to stick out. And, Dan, I think I think there's what we need to do. We need to find, like, the top, like, OnlyFans chick and, like, I pay her to, like, show our our our fund on there. I feel like that that That's...

Dan Austin: [20:11] Yeah. Yeah. You could... Like, we could do that.

Mike DeHaan: [20:14] You know, I mean, some people are getting, Ryan Pineda or, like, these other big influencers. We should just get the top OnlyFans group.

Dan Austin: [20:19] No. Get somebody that's got the larger... The biggest lead trap out there. Yeah. Nice. I love it. Yeah. I keep wanting to step back because I wanna... I'm being selfish here in how we do this, but also just for our audience to understand, like, how can they apply this to their systems for a lot of folks. They're of like, you know, they're trying to run a business like Mike and I do, which does does require money. If you want to scale, you need to use other people's money. But even beyond that, you can apply this system to anything. Like Mike was saying earlier, you know, this is how we, you know, market our properties to other investors. Use... We do use ActiveCampaign, we try to use lead funnels, we build an email list, we build a text list, we're doing all these sorts of things, but the biggest part about that is growing that audience. And like you... I think you used the term traffic. Yeah. Within automations that you're that you're talking about here, is there ways that you can help automate some of that so that it's constantly kind of like mining for new emails, mining for new clients, mining for new investors?

Jason Wright: [21:17] So interesting. When you say mining for emails, my mind goes to like scrape a list or something like that. And I don't know if that's what you meant.

Dan Austin: [21:23] No, no. Yeah. I'm just thinking, because it does take a lot of... Like, you got... Like a lot of our list that we use, mean, was physical handshakes of meeting people, right? We have a thousand people on that list. Yep. How do you do that in the virtual space where I'm saying mining, but it's like, how do you get out there in front of folks in a more of an automated fashion? Because again, you can throw up... Here's a good example. I see some, capital raisers out there. They put some really basic, like, infographic posts out there and they're not doing it. They get three likes, which are all three of their staff members. And it's like, why are you even bothering doing it? It's like, they're just obligated to, like, post it. Right? How do you get beyond that? But also if you're not a content creator for your full time job, like that's a challenge.

Jason Wright: [22:06] I think one of the best shortcuts for good relevant traffic, and I talked... I have a success story to share you or share this... Share with you about this too, is getting on other people's podcasts as guests, as long as their audience is relevant. So I had a conversation with a former client face to face three days ago, and he said, You're not gonna believe this, man. He said, A while back, I got on another podcast, did our thing. And, he said, I got a 100 new email subscribers from that podcast because I had a clean URL to talk about like mine. Right? Get more passiveinvestors.com. It's palatable. It's designed that way for a reason. And he said 80 of those people became actual investors. Wow.

Dan Austin: [22:49] That's a high percentage.

Jason Wright: [22:51] I said, so let me guess. And he's got a VA. I said, let me guess, so and so's part of her weekly duties getting you on podcasts. He's like, hell yeah, that is. So like, if you don't have time to run a podcast, right, get on somebody else's show. You know how it is. I used to have a podcast, right? Finding guests, eventually you get to a point where like, shit, we need more guests, right? Get on somebody's podcast, give them value, but make sure their audience is relevant to what you're doing. It's a great use of your time. And people get to, especially with you guys sharing the video piece, people get to see you and hear you, man, that shortcuts some things. But that's why I'm always like, you can have a lead magnet on your website, but having its own custom domain is always a better option because you're gonna get better conversions, right? Either opt in or leave. And then if you make it with a palatable custom domain, not a sub domain, it's easy to share face to face podcasts, webinars, etcetera. Right? There's some thoughts for you. Was gonna tell you earlier, Mike, your idea or what you guys are doing with direct mail mixed with automation, beautiful, love it.

Mike DeHaan: [23:55] Yeah.

Jason Wright: [23:56] So many people in direct mail, but the guys that are coming back and doing a hybrid model, I always hear great success reported.

Mike DeHaan: [24:04] Yeah. And I guess we haven't done that in a server fundraising. That's what we do to find all the properties that we acquired. Yep. So, yeah, we have a pretty big system built out where we where

Jason Wright: [24:12] we do all that sort

Mike DeHaan: [24:13] of stuff, but cool. Right on. So one thing I wanted to look at really quick, you know, because this is, like, sort of a a real estate business podcast. So what you're offering is super cool. I wanna take us a quick glimpse into, like, the entrepreneurial side of it from your perspective.

Jason Wright: [24:26] Sure.

Mike DeHaan: [24:26] I think that'd be super helpful to a lot of people that we know, you know, especially that listen to this and that, work with us in our our group coaching is they're always trying to figure out how to build, like, the business model and the process for what they're doing. So you said you you started with Upwork, and I imagine that was you doing it yourself. What does that look like now and sort of how have you structured everything?

Jason Wright: [24:46] Sure. So now about 98% of our fulfillment on our projects, I don't do. My US based team does. Nice. Now that process took two years to build. Right? So was like, how do I... So here's the the realization. This is just straight up entrepreneurship stuff here, which you like. There's about three years in a row where my revenue was within about $10,000 in this three years. I'm like, I know what... I was like, what's the problem? For me, I was like, I can't do this anymore. Like, it can't be Jason. So even though I can build you anything you can think of, I can't sell custom work. I can't scale it. This is not scalable with funnel building. So the front end, I stopped doing the design work because I can't take army wives and stay at home moms, most of my team, and say, I'm gonna teach, become a designer, design's subjective anyway. I may say, Mike, this looks great. You might say, sucks, start over. Just wasted a ton of time, Right? So I was like, I'm cutting that out of the business. I'm not doing it. I can't teach effective paid traffic strategies to people that don't want to learn it or don't care. So I was like, the back end, I can make screen share videos. I can teach you step by step how to do stuff, help you understand why. And it took me two years to get the first person to go, okay, I understand what we're doing. Right? So since you know it, can we teach a third person? So once we've built that out, there's myself and three other people on our client facing team, we call it the client success team.

Jason Wright: [26:11] So I sell, they fulfill. If they need a high level strategy or some crazy custom stuff, I can do it. It's like 5% of people. So we can handle probably 10 times the volume of revenue that we're doing now, which is phenomenal, no more scaling problem. And if we get bigger, I know what pieces to fill in and say, these videos are here for you and these three people can help you and they want to. But it took me like twenty two months to get that first person to go, okay, now I got this. So people say, why don't you add a HubSpot? No, I have to become an expert and teach that? Hell no. You wanna work with us? Here's our lane. Otherwise, wish you luck, I'll work with somebody else. It's not because I'm rude because I know what's scalable and what makes sense.

Mike DeHaan: [26:57] That's your US based staff. Do you have any virtuals to do admin work or is it literally just the Well,

Jason Wright: [27:02] everybody's virtual. No one's in Indiana with me.

Mike DeHaan: [27:06] Yeah, I guess I mean like overseas VAs. We see a lot of people for

Jason Wright: [27:09] The only overseas we have is a guy in The UK that helps with their blogs, but we don't have everybody else in The US. Nice. So me and my wife and six others. Wow, nice.

Dan Austin: [27:20] Yeah. Cool. I like what you're doing. It sounds like from kinda what I'm hearing, you've brought this up a couple times, it's like, you're just like niching down and getting rid of anything that's not scalable or that you can easily teach. Just get rid of it, put your blinders on because it's so easy to build a business and try to capture all the edge cases. And as Mike and I know, like it's impossible to build a process around all the edge cases. Like you just can't. Can't do it. So what you're saying is you're like, cut those out. Let's niche down to a very target audience. Let's niche down to a very targeted system. And it sounds like you're finding a lot of success that way.

Jason Wright: [27:52] Yeah, and this is what I... I went through this for years myself, right? The easiest way for me to talk to people is based on my experience. No theory here, no bullshit, I don't care anybody else doing. It's just my experience, but I remember going, I have to pick a niche, I don't know what it is, Right? And people struggle with that. And I tell people, if you can broadly figure out the niche, as you start to work with people and listen and pay attention, you'll find the smaller niche within the niche. It's a journey, right? It's not like a destination. So ours has changed and pivoted. I would have never guessed two years ago that I'd be working with capital raisers specifically. I had worked with a few, but if you said, what's a capital raiser? Like, I don't know, I have no idea.

Mike DeHaan: [28:31] So

Jason Wright: [28:32] yeah, so just be willing to just don't be married to your ideas, right? For me to say, I'm gonna start this world class motivational speaking company, maybe it circles back someday, but maybe not. That's not the business model now. The business model now is really simple. I actually had a guy a couple months ago said, I want you to build my website. And I was like, I'll build websites for people. He's like, no, I really want you to

Mike DeHaan: [28:54] do it.

Jason Wright: [28:54] He goes, name your price, I'll pay you anything you want. I was like, no. He goes, I don't understand. And I said, because if you pull me there, everything else that I'm doing goes to shit and I hate my life. Working crazy hours. Yep. Right? And it's not worth it. It's not worth the bait. So no, and he was just like, okay. So, but it's, yeah, if you stay in that lane and you keep it simple and you cut out all the shit you hate, you have your time back, right? Could travel all over the damn place. My neighbors think I sell drugs. Basketball shorts, he's all over the place. I'm like, what's this guy doing? And it's a beautiful thing, but it's now that I look at the business versus what it was three years ago, it's so simple now. It's such a simple funnel. And it's like, we just keep doing the same thing, the same thing, same thing.

Mike DeHaan: [29:44] Nice. Yeah, that's a good spot to be for sure. And I think that's a good lesson as well for people who were starting anything new

Jason Wright: [29:50] Yeah.

Mike DeHaan: [29:51] Or, like, are trying to scale anything is... I mean, we even see that with, like, people that are in our group or even other people just that we know in the space is, like, they, like, flip a couple houses. And then they're like, oh, well, now that I've done that, I'm thinking, like, go completely different direction. They're like, now I'm gonna try and be a syndicator. And they're like, okay. I syndicated for, a tiny property. Now I'm gonna go and try to be a lender. And, you know, we have we have a handful of different business that we run, but most of our stuff, know, same sort of thing to you. We spent years. We got things on mostly autopilot where we kinda just have to nurture it and keep it going to moving forward, and that's what allows you to do it. And so, like, I mean, most entrepreneurs or people that are trying to build a business, like, what you described there, someone said, oh, I want you to build a website. I guarantee you that 90% of, like, more amateur entrepreneurs should have been like, cool. I guess we're a web design company now. And they go and they'd, like, find a guy. They'd, like, bring on the thing. You know?

Dan Austin: [30:42] We have a web design department. Yeah.

Mike DeHaan: [30:45] And it would just turn into a freaking nightmare, right? But I mean, that's also why most people don't get anywhere and build out a system like you have.

Jason Wright: [30:53] You know, it's interesting on that note, you guys may know this, but I heard this statistic one time and it blew my mind and I thought about it. I go, no, I can see that. Most entrepreneurs will never make a $100 in revenue ever. Wow. Will quit before they get there.

Mike DeHaan: [31:09] Yeah. Wow. I see that.

Dan Austin: [31:10] Yeah. I believe it though, because it's like, it's hard to... It really is like what you're talking about, Jason, is not easy to do, but like, it's hard to focus on the right things because as an entrepreneur, especially as a new business owner, you have a 100 things you can focus on. Yeah. And the revenue producing items, you might have like five ways to produce revenue. If you pick the wrong one, there you go. So you gotta make sure you pick the right one, be iterative and have like the wherewithal to get past all the roadblocks.

Jason Wright: [31:35] Yeah, I remember feeling guilty saying, I don't wanna focus on the money because I want it to be about whatever, like the mission, right? But then when my wife was like, how are we making money? And I had spent two and a half years focused on my brand and my colors and my logo. I was like, I have no idea. I don't know. I can't even afford it. And then I heard another saying somewhere that said, revenue solves all problems in business. And I go, why am gonna focus on revenue? And then I, as I started to make that shift, I mean, it led to a very different experience. So it's important stuff to take in. Yeah, money does matter. And revenue can hide a lot of poor operations or poor things in the

Dan Austin: [32:13] in the background, but that's okay. You're still making money.

Jason Wright: [32:15] Yeah. Exactly. The machine needs fuel. Right? Otherwise, it doesn't go anywhere. So...

Mike DeHaan: [32:20] Yeah. And and, you know, even though people say they don't care about money or that money doesn't buy happiness, I mean, I don't know, man. Money can buy you a jet ski. You ever seen, like, an unhappy person on a jet ski before? Yeah. Exactly. Like...

Jason Wright: [32:31] I also like three meals a day in a hot water. You were taking a cold shower? That sucks.

Mike DeHaan: [32:35] Exactly. Yeah. Right. Exactly. Yeah. But, yeah, I I I stole that joke from a stand up comedian. So just in case anyone calls me out on that, that's from, know, Tosh who made that in the past.

Jason Wright: [32:44] That's true.

Mike DeHaan: [32:45] Yeah. He's he's he's like money buys a jet ski, man. I've never seen an unhappy person on jet ski before.

Jason Wright: [32:50] I know.

Dan Austin: [32:50] You're right.

Jason Wright: [32:51] You're absolutely right.

Mike DeHaan: [32:52] It's true. Well, sounds like you got a pretty sweet operation built out. So I guess what's what's next for you? Like, where are you sort of headed with what you're what you've built?

Jason Wright: [33:02] Yeah. So we're gonna keep doing what's working on the client side of the business. But recently, said, you know what, I'm gonna leverage this success and go after other people like me, you know, high ticket coaches, agencies, high ticket service providers. And I'm putting together a coaching program to teach them how to build infinite scale, same way we have, right? Six things that I've done. So I'm go back and target Jason, right, from three years ago and leverage that success. So it gives us some task variety in a very dynamic different piece, but I already know it's gonna work. I know it's gonna work and it's gonna be successful. We're also creating some courses for ActiveCampaign. ActiveCampaign has the resources, but nobody ever seems to benefit from them. They're like, yeah, I've seen the videos, the whatnot, I still don't know what I'm doing.

Mike DeHaan: [33:44] Why is that so true? Like, honestly, though. Because they

Jason Wright: [33:47] have the wrong people creating their stuff. It's like the people creating it. You're like, this guy hates his life. This guy's gonna jump in front of a bus today. So we're gonna take this stuff that we know people need and sell, we're gonna courses and that the people that wanna DIY and create that income stream as well. So the nice thing is I've done that in the past and failed so many times with coaching programs and courses, but my clarity around it, and I'm in a place where I've given myself permission and said, you're worthy, you're ready, let's roll. So that's like the next eighteen months what we're focused on is all that stuff.

Mike DeHaan: [34:19] Cool, love it. Awesome, I like it. Sweet, well, coming up on time here. So we just have a couple wrap up questions that we like to ask. Sure. We'll alter them a little bit because they're typically the real estate focus, but you're obviously more focused on your entrepreneurial side. So first off, though, what do you think is your secret sauce that allows you to be so competitive in what you're doing or that's allowed you to build up as you have done?

Jason Wright: [34:41] Yeah. So our secret sauce is just the way we connect with people and we take care of people, right? We offer a couple of lifetime guarantees to all of our clients, and you're just not gonna find that, right? So many people are just like, we get paid, here's your thing, good luck. And we're like, we get paid, here's your thing. And if you have questions forever, or if anything breaks, reach out to us, we got your back. And it just makes a big difference. It creates a ton of loyalty, ton of referrals. So just our ability to authentically connect with people, deliver more than we promise, just the basic stuff that seems to be nonexistent anymore.

Mike DeHaan: [35:14] Oh, yeah. I mean, customer service that matters a It's shockingly hard to find.

Jason Wright: [35:20] Yeah.

Mike DeHaan: [35:20] Perfect. Well, that makes sense. And so our second question that we normally ask is what is your craziest real estate story? You know, you're not a super active investor, she might not have that. So what if you ask what is your craziest, like, business or sales related story?

Jason Wright: [35:35] Oh, man. So I guess good stuff, bad stuff, whatever I want to up with.

Mike DeHaan: [35:41] I mean, it can be anything in between. Like like like we had some guy came on a little while and he talked about his crazy story was when he walked in on a contractor who was shitting into a paint can... Like a paint tray because he didn't wanna use the bathroom.

Dan Austin: [35:55] About that one. You know?

Mike DeHaan: [35:57] So it can be that not normal? No. So, you know, like like this, we've had stories like that. We had another guy who talked about... He was a, he had, like, a fund that he ran, and he had an investor that had... Did a 10 31 into their fund with, like, a $4,000,000 profit.

Jason Wright: [36:13] Yeah.

Mike DeHaan: [36:14] And then he bought the same property back with the fund from the from the buyer who went bankrupt at less than he sold it for.

Dan Austin: [36:21] It's like that was his his

Mike DeHaan: [36:22] crazy positive story. It's so weird. So whatever you got, if you if you have one.

Jason Wright: [36:27] Okay. So I was working with this guy one time and still in the Upwork days, and he seemed really nice. Right? This guy seemed really nice. He was willing to pay me a ton of money an hour. It was the weirdest thing because with Upwork, generally there's at least a conversation, right? And then like somebody who could send you a contract, but never spoke to this guy, never spoke to him once, never heard of him. And at the time business was not going well. So like telling my wife, like, I don't know how we're gonna pay this mortgage. Like, I have no idea. I can't figure it out. We used do that all the time. First three years are nothing but struggle. And I get this contract through Upwork, sight on scene, and I think it was like $150 an hour. And I was like, Oh, what's I can do that. So I was like, I turn it on and it gives me access to ActiveCampaign and the contract, and I start doing this stuff. And after like a couple of months, it's like, hey, this has kinda got to stabilize. Like, we're we're doing okay. But it's so weird, I never spoke to this guy. So I finally talked to him. He seems nice. He puts together this three year contract worth a ton of money for the business, right? And we signed up and things were fine for like two months. So then he comes back and he's like, I can't afford to pay this anymore. So violates his own contract.

Jason Wright: [37:40] He's like, we're going to step it down and cut back the responsibilities. And this guy would violate and change the stuff all the time. Right? So stopped working for him. And like... And it was it was his... By his choosing, like a year later, he's like, you owe me all this money. And I was like, what do mean I owe you money? What are you talking about? This guy just went completely off the rocker and said, like, I violated the contract. And I'm like, are you on drugs? Like, what are you talking about right now? So we went through all this stuff and he was like, I'm going to see you in all this stuff. And then I like got an attorney involved and then he... The guy just like walked away. Like, I don't know the whole thing was a game. It was the weirdest scenario, but nothing ever happened. But it's the weirdest scenario I'd ever seen. I actually got an email from about a year ago and he asked me a question and I was like, he's just trying to see if I'll respond. I didn't respond, but Wow. When we were going west two years ago, or no, this year, we went through a state which I won't name. And I see the sign of the town that I know the guy lives in. I was like, we should go pay so and so a door to door visit. We're not doing it. And I was like, I can find his address again.

Jason Wright: [38:48] We didn't do it, but it was just a really weird situation. And I was like, I'm not doing contracts with people just ever again. But the whole thing was just really weird.

Mike DeHaan: [38:58] Lot of red flags there. Probably trying to find some way to extort something from you.

Jason Wright: [39:03] I don't know, But here's what's funny. I found out after the fact that his father had been to prison for white collar crimes for like I four was like, oh, this is the family way. Yeah, exactly. Wow. Yeah.

Dan Austin: [39:17] Well, did you at least make decent money from him?

Jason Wright: [39:20] I did for a while, but then it just got... He just kept coming. Because he's like... And it was weird because, like, him and his wife were, like, on a Slack workspace with us, but he wouldn't allow her to work in his office. So she would send us messages and we would talk to him and it's like... She would be like, I'm scared. Like, I'm like, I don't know. Am I

Dan Austin: [39:39] supposed to do?

Jason Wright: [39:39] Like, it was really weird. The whole thing

Mike DeHaan: [39:42] I'm scared?

Jason Wright: [39:44] I'll do the in our business of, like, three or four first names if we mentioned. Like, my wife and my team get chills, and his is one them.

Dan Austin: [39:51] Oh, jeez. Fascinating.

Jason Wright: [39:53] Yeah. Crazy people out there.

Mike DeHaan: [39:56] Oh, yeah. You get involved in those relationship deals. That's fine. We had a solid like that a while back that we were in the house and Dan got a call one day from I shouldn't even know about this. It's horrible. She's in the closet. And she was like, you need you need to save me. She is... There was a lesbian couple. She's like, my my wife is holding me hostage and forcing me to sell the house. And we were like, what? And then we, you know, got this whole thing involved, found that she was, like, faking it, and she was trying to get out of the deal and, like, all this

Jason Wright: [40:23] weird stuff. Weird. Too much drama.

Dan Austin: [40:25] Yeah. Way too much.

Mike DeHaan: [40:26] Oh, that's that's cool. So... Awesome. So last question for you. What's the best way for people to connect with you? And what is, I guess, the, main offering you can give to our listenership if they wanna... Like, know what to expect when they reach out to you?

Jason Wright: [40:41] Yeah. The main, website's intentionallyinspirational.com. Main value I can provide is probably that lead magnet there. And it's on the website. You'll see it at the top, but get more passiveinvestors.com. Again, it's focused on teaching you to build lead magnets that have actual value, right? Not something you can knock out in five minutes, but it's video based. And I think you'll find it wildly, wildly valuable, honestly. There you go.

Mike DeHaan: [41:05] Right on. I like it. So guys, if you guys have any interest in that, go and check out Jason. And, what's it? One more time. Intentionally inspirational.com.

Jason Wright: [41:16] Inspirational.com.

Mike DeHaan: [41:17] Perfect. And he can help you figure out how to automate your raises. And besides that, Dan, any last things from you?

Jason Wright: [41:24] No. I love it.

Dan Austin: [41:24] Love meeting you. Really appreciate it and learned a lot from you today, Jason.

Jason Wright: [41:28] Perfect. Awesome. With the laughs as well. Thank you, guys.

Mike DeHaan: [41:30] Yeah. Yeah. Awesome. Well, thanks so much, Jason. Really appreciate it. And everybody, thanks for listening. Go ahead and leave us a five star review. I'm ready listen to your podcast. Subscribe and share it with all of your friends who are trying to figure out how to raise money, but don't know how to help do it. They should reach out to Jason. You can help them out. So awesome. Thanks so much, everybody. Thanks for listening, everybody. Please make sure you subscribe and leave us a five star review wherever you listen to your podcast. Also, please make sure you go and you share this with other people within your network. We are really trying to grow this thing, and the best way for us to do so is by you telling other people to come and check us out. You can also follow us on Instagram. I am at Mike underscore invest. Dan is at investor man. Dan, you can follow the podcast at collecting keys podcast. And if you wanna learn how to make real money as a real estate investor or you want to grow your already existing real estate investing business, please go and check out instantinvestorprogram.com and book a call with either Dan or myself, and we will see if you'll be a good fit. Thanks for listening everybody, and talk to you next

Speaker 1: [42:35] podcasts, and check us out at collectingkeyspodcast.com for tips and guides on starting your own real estate investment and wholesaling business.