2194 - Catching Leads with Automated Marketing Tactics with Intentionally Inspirational's Jason Wright

0:05Hey there, thoughtful listener. Are you looking for introductions to partners, investors, influencers, influencers, influencers, and clients? Well, I've had private conversations with over 2 ,000 leaders asking them where their best business comes from. I've got a free video you can watch with no opt-in required where I'll share the exact steps necessary to be 100 % inbound in your industry over the next six to eight months with no spam, no ads, and no sales. What I teach has worked for me for over 15 years and has helped me create eight figures in revenue for my own companies. Just head to upmyinfluence.com and watch my free class on how to create endless high ticket sales appointments.

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1:05With us right now, it is Jason Wright. Jason, you are the founder and CEO of Intentionally Inspirational. Your website is intentionallyinspirational.com. Jason, it's great to have you. Thanks for having me here, Josh. Glad to be here. And you are just up north of the border in Georgia from me down in Orlando. But Jason, before we get going talking about the work that you do with Intentionally Inspirational. What are you currently doing for fun these days? Or what are you into these days? Well, as you probably know, pool season has arrived. So we have a pool and we're outside messing with that every day.

1:44And great fishing is here this time of year. Wait, what kind of fishing? Great fishing. What's that? Oh, just going out to fish. Yeah, really, really good fishing. Redfish are biting, the trout are biting. So enjoying all that uh we've got great water waterways here intercoastal and then um just got on a new hunting lease so that'll be great for fall so as you see i like the outdoors quite a bit so yeah well you're in a great place for it um so when you're fishing um can you kind of describe um because there's a lot of um what do they call it like it's not brackish like what's you know where you've got salt water and fresh water and then there's kind of like a where they kind of combined can you for someone who doesn't live in your area or live on the coast do you mind explain like how that impacts fishing yeah it's really interesting so i'm originally from indiana so all i know is freshwater but down here been down here about two years it is brackish water um so you'll have your uh your salt water come in with the tides into freshwater and it mixes but all the fish there are saltwater fish so pretty interesting uh once you get hooked on the saltwater stuff they're so much stronger they're so good to eat just a lot of fun so fishing is excellent in this area and that's kind of a surprise i didn't even know it was that good but it's really really fun you don't have to go far from shore you do want to get in the boat if you can uh water very calm but i haven't been out yet and not caught fish so it's a it's a wow yeah do you have you have you gone out deep sea i haven't um big deep man big water big waves not really my cup of tea i do have a friend here that's got a boat and all he does is deep sea and wow that's about 60 miles out and i was like i don't know if that sounds like fun at all or not so i haven't done yet so if you're doing like 15 20 miles that that's not considered deep sea yet i mean you're mostly just after your redfish and snapper that sort of thing yeah what we're really doing is uh inshore so we're usually we can seashore we're in the creeks and the rivers we're usually within the shore.

3:49So we don't go out far at all, but the fishing is, it's almost like freshwater. It's calm waters. You don't have to go far and it's a lot of action. So. Yeah. Well, I think you've inspired my next little kind of three-day vacation, three-day weekend vacation activity. Jason, let's talk about Intentionally Inspirational. Tell me what you do. It's automated marketing. Yeah. So we really focus on the lead gen side for business owners and the lead nurture. That's the simplest way I describe it. So, you know, in the lead gen webinars, Facebook ads, things like that, the lead nurture, it's your CRM, your marketing automation.

4:29You know, when we got started, it was all about active campaign and HubSpot. Now the big rage is go high level, but I've been doing this about 10 years. So it's all really the same fundamentally. There's little nuances and differences, but those are the type of things we help with. Yeah. Well, okay. Well, spend a little bit more time for those of us who don't kind of obsess on that world. What is, what's going, you'd mentioned go high level. We've been using high level for a couple of years. And it's not, you know, just beyond even platforms. What are the major trends that you're seeing? because I'll share my bias is that I think that the lead gen world has been badly abused.

5:12And I think a lot of what I would call the lead gen locus have ruined a lot of good systems and platforms for those of us who just want to be able to do a good job and connect with great clients. You're in the trenches on that. Do you mind maybe sharing a little bit of, you know, kind of a state of the union? Yeah, it's an interesting way you phrased all that. Yeah, I mean, high level, it kind of started back with the ClickFunnels, but really the perceived barrier for entry is so low that you have all these quote unquote expert marketers popping up everywhere. And they're just kind of creating the hell for everybody who's really doing it at a high level.

5:52So most new clients you talk to, you can hear the pain and the abuse in their voice. They've been through some bad experiences and just getting their trust that I'll listen to you before you even get going is usually where it starts. But, you know, the fundamentals of getting in front of new audiences and bring them in the world, that hasn't changed. The tools have changed. It is harder than it used to be. I find this last year to be pretty difficult, to be honest with you. And I think a lot of it's what you said. There's just a lot of confusion. Everybody seems to be doing the same thing. So it can be very, very frustrating for clients and for agency owners like me as well.

6:31Yeah, I think, you know, for me, you know, and again, I'm just kind of coming from my world too, is that, you know, for your newer buyers, fine. I mean, you know, if you're selling low ticket, I think, I don't think there's been a lot of damage to that world where I particularly see it, you know, again, obviously coming from my side of what I do is in the higher ticket account based relationship oriented B2B sales. it's really challenging to get someone like me to pay attention to a dm or an inbox um i just i have layers of insulation and team members that know that my job is to stay focused i totally try not to distract me with with uh you know just opportunities or offers and it's really i'll just share this jason i think it's a pity um but unfortunately it's like my i feel like my time has been abused too many times that now I'm just become too gun shy.

7:26And so how do you, and again, I don't know if you have any thoughts on that, but, but I guess what I'm really looking for is, you know, how do you solve for that? Or do you do much work in the kind of the larger account base where you're talking like five figure on up ALVs? Yeah. It's interesting because I'll say that I'm the same way as you. Like if you're going to come to me with a picture and offer, you know, professionally, you're dead to me on arrival. Like I don't, it's got to be an idea. I've got to connect with something you're doing and go, man, I like the way Josh rolls. Let me see what Josh is up to.

8:01And that's the way that I have to sell as well. I'm not a shove it in your face guy. I'm like, can I get your ear? Can I teach you something? Can we talk about something? And if so, if that goes well, that's generally where people are like, yeah, what are you into? What are you doing? Tell me more. And that's the way that you got to keep it. So you're right, man. Successful people don't want to be pitched. They don't have time for it. They get it every day, all day long. You know, the LinkedIn messages, the Facebook messages, it never stops. And it never works on me. It just irritates me. So I've got to keep that in mind when I put my marketing hat on and go, I don't want to be anything like these people.

8:36And I'm not naturally, so it makes it easier to stay true for that reason. Yeah. All right. Well, what do we do instead? Yeah, I mean, like, what am I focused on? No, no, no, no. What do we do instead, if our goal is to attract a lot of relationships? And again, normally, we would look at lead gen as the solution of that. Yeah, lead gen, you know, you've got kind of your two ways, you've got your paid, and I'm really going back really, to webinars, because the most fun I've ever had, the most success I've ever had has been getting on a stage or getting in front of a captive audience that is generally interested in what I've got to say and just being myself, just being unapologetically authentic.

9:19And that's comfortable for me. It's comfortable to consume. And like I said, if what I'm doing is resonating, conversations come from there. So I think it's just getting back to that one to many authentic teaching type of approach. I really love it. It's really my favorite thing in business. And we're focused on webinars because that is a great way to do it. I can use paid ads, get people to webinars, and then educate and say, here's what we're doing. And if you want to do it, you can take it and run. And if you want help, let's talk about it. But just using ads to try to push people into funnels who don't know you, good luck in 2020.

10:01Well, it's refreshing to hear you say that. Jason, and it's really great timing that we're talking about this right now, because I'm actually looking at changing up a couple of things in my webinar. primarily for the call to action. Would you mind maybe just giving us a few top tips of what makes for a really great webinar, not just webinar performance, but a webinar system? Yeah, it's an interesting question. I'm about to do a webinar this week and I'll just tell you that kind of the premise is like, you know, build better webinars that don't suck is like really the premise because you've attended a bunch and you maybe have thrown some, they weren't really that fun.

10:41They weren't fun to do and nobody, you know, people check out pretty quickly. So I think you need to approach it as if it is going to be an interactive experience from beginning to end. Not let's wait an hour and then you can ask me questions at the end. Nobody wants to wait. I don't want to wait. So I don't want to make people wait. So I think it's got to be very interactive. It's got to be very straightforward. If you have a pitch, tell them right away. Say, hey, at the end, if you want to work with us on what we're doing and accelerate this, it's going to be an option, but you don't have to.

11:07So I just think being authentic with it, focusing on things that really matter, you can actually use AI, Grok3 specifically, to research what people are interested in now, which is very fascinating to me. It's not like chat GPT where it's delayed. It's like, what are people searching for and needing now? And that can help you find niches within topics that are really interesting. But system-wise, I'll just tell you, I like Facebook ads to Demio. Demio is a platform I like. It integrates beautifully with ActiveCampaign in the Facebook pixel. And then I can do all my follow-ups afterwards as well.

11:45But it's just a really user-friendly system. It's a great experience for the audience. And yeah. Wait, I'm sorry, Chase, what was that platform? Demio, D-E-M-I-O. Oh, uh-huh. So what does it do that a standard webinar platform that doesn't do? I've got it pulled up here and I'm looking at it. Yeah, it integrates directly with ActiveCampaign. And that's why I originally found it. But people can attend from mobile or from desktop. They don't have to have Zoom downloaded or anything like that. It's just a really nice experience. And they're just like a marketing platform built for marketers by marketers.

12:23So I've just enjoyed the use of it. I'm going to ask you a controversial question. For a webinar, would you ever advise someone offer a webinar with no opt-in on the front end? Oh, I hate that. You're talking about when you get a notification and somebody schedule you for a webinar that you didn't even like opt-in to? No, no, no. So let's say, for example, like, let's say you have a class coming, right? And you're like, hey, it's going to be or like, for example, so right now, so this is this is something that we debated, because we have a webinar on our website right now. So it's attraction mastery workshop.

12:58And I kind of talk about, you know, high level, you know, it's about an hour and 15 minutes long, which may be way too long. I don't know. But but I tell people, I said, listen, it's not even gated. If you want to just go and watch it, I'll never know you're there. If you just want to go and lurk on me, I see you grimacing right now. And I know. And so part of my thinking was like to reduce the friction and just think, listen, they're an adult. If they like what I have to offer, they'll take the next step. If they don't like what I have to offer, they'll check out anyway. And it's like, what's the point in trying to nag them if they really weren't that committed?

13:32Yeah, no, I totally see your point. I think you have some good things there. But where my mind went when I grimaced was low barrier, low quality. I would rather have the smaller room of the people that know what we're doing there. And it's like, if you want to opt in, let's go. And if not, no problem. So I'm always going to go over quality over quantity. That's just hard. Yeah. Well, and again, I think normally I'm just thinking of people that stumble upon my website. Like they're searching for me or they're actively out there. Now, yes, if I were putting money behind it, oh, hell yeah. No, no, no, no, no.

14:13I'm going to track that along the way, I would imagine. Do you see paid ads working well to webinars right now? Yeah, pretty well. You've really got to be smart about your audience. You've got to know the audience and kind of the things they're looking for. Like I said, Grok can really help you get narrow with that. But you've got to have that dialed in really well. The ads themselves can be fairly simple as far as single image ads. The creative, you know, I'm just a nice guy. I'm a no BS, no fluff, no fake it till you make it kind of guy. And the people that resonate with me really embrace those things.

14:48And they really are like passionate about it. And the people that don't, I just never hear from them anyway. But yeah, I'm finding success with it. Yeah. Just so you know, too, if you click on the search button or if you do the deep research, just for friends that use ChatGPT, if you use either deep research or you activate the search button in ChatGPT, it will get that information in real time. In particular, deep research is pretty good at that. So most of your AI platforms will do real time data gathering. Now, in the past, it wasn't as much so there. Um, tell me Jason about the work, like where do you come in with your clients?

15:33Yeah, I mean, I'll tell you that the lead gen is an easier place to start a relationship because everybody understands what lead gen is. And they understand that I need leads on my calendar and, you know, my CRM to maybe grow the business. So the Facebook ad packages are easier to sell. Uh, I think the, the CRM stuff is, uh, extremely important, but it's just a harder sell, especially because there's so many people doing go high level white, you know, agencies, white level agencies. So they've really, really diluted that. But some people that just want social media brand awareness type stuff, we do some stuff with that as well.

16:10But yeah, lead gen seems to be the easiest place to start. Sometimes consulting, you know, I like it, but for somebody new, that's generally where they come in. Yeah. Well, and what does, what does that lead gen package look like? Yeah. So you give them four months, Facebook ads will obviously set everything, hook it up. We generally run people to a tight form because there's some problems inherently with Facebook forums with lead quality and bots and things like that. So setting up the pixel, all that. And we give them really clear expectations like, Hey, we're trying to get qualified leads into your funnel.

16:43We get calls booked. Great. If you get business or you raise capital out of it, great. Those should not be the expectations. You just got to be really clear about that with people. Anytime I hear, oh, this guy guaranteed me so much. I'm like, good luck. I don't know how you guarantee stuff in marketing. I have no idea how you do it. We don't do that. I don't want to have that conversation. Yeah. I mean, otherwise, I mean, you could do that if you're looking to invest in, you know, in other companies, if you're, if you're taking it from investors. Yeah, because there's, yeah, yeah. I agree with you.

17:13Those offers, I would, I would urge caution on that. Because that is someone who is claiming to guarantee things that are just completely outside of their control. You don't have any, you don't have any control over what your client says on a sales call. If they stink it up, you know, yeah, it's, I've, I've talked to many people who have tried that and, and have lived to tell the tale, hopefully, thankfully, but no longer do that. Jason, so we've been sharing your website is intentionally inspirational professional.com. Do you mind sharing? I know you've got a few resources. You've got a newsletter and you've got a community.

17:51Do you mind maybe just sharing a little bit about like how you serve folks or how you connect or like the value you bring to others? Yeah, I mean, I think the things that kind of make us different, you know, our client facing team is U.S. based. It's something that I'm really passionate about. We do have a team in the Philippines as well. And I'm all for the worldwide workforce, but the U.S. based team is really nice. Everybody's taught by me, So I am the expert of my own business, which I say that because there's so many agency owners that have no idea how to do any of the things they sell. And it's a problem.

18:24It creates a horrible client experience eventually. We're really focused on education. Like, I want you to have the light bulb moment and understand what you've paid for and how it works. And when you get wins, I want you to recognize that and where they come from. So that educational experience, that goal to build a lifetime customer, it's really the simple things that you can't teach, either do or you don't, that we take seriously. We try to under-promise and over-deliver. And when it works well, it's awesome. And there's, you know, clients I've been working with since I started this thing almost 10 years ago.

18:55Yeah, yeah. Congratulations on coming up on your 10th year, by the way. Jason Wright, your website is intentionallyinspirational.com. Jason, thank you so much for the conversation. Thank you, man. I appreciate it.

19:36we are empowering one another as thoughtful leaders. And as I mentioned at the beginning of this program, if you're looking for introductions to partners, investors, influencers, and clients, I have had private conversations with over 2000 leaders, asking them where their best business comes from. I've got a free video that you can watch right now with no opt-in or email required, where I'm going to share the exact steps necessary to be 100 % inbound in your industry over the next six to eight months with no spam, no ads, and no sales. What I teach has worked for me for more than 15 years and has helped me create eight figures in revenue for my own companies.

20:18Just head to upmyinfluence.com and watch my free class on how to create endless high-ticket sales appointments. Make sure to hit subscribe so that tomorrow morning, that's right, seven days a week, you are going to be inspired and motivated to succeed. I promise to bring positivity and inspiration to you for around 15 minutes every single day. Thanks for listening and thank you for being a part of the Thoughtful Entrepreneur Movement.