David:

[0:00] Hello, my friends. Today we have with us Jason Webb. He is the owner of The Profitable Salesman. Jason has worked in sales and marketing his entire adult career. And as a serial entrepreneur, he has started a number of businesses, one of which he's really excited about and has just recently started. And we're going to talk about that a little bit in today's podcast. Lead generation is his niche. If this has been a sticking point for your business, Jason is the one to talk to. Let's hear what Jason has to say. Welcome, Jason, to our podcast. I'm glad to have you on here.

Jason:

[0:40] I appreciate it, David. Thank you so much for having me.

David:

[0:42] Yeah. And for our listeners, can you give us a brief history of how you got started in this business and where it is now?

Jason:

[0:49] Yeah, definitely. I've been a serial entrepreneur all my life, David. It is as you know, we've had a few conversations, I built multiple businesses in my twenties, my thirties, I got into the commercial tire world, building that out and building the company out for the sales aspect, lead generation side, you know, top salesman of the year, my third year into the company, I built the company, built multiple different stores up last year, director of sales into that industry, different company. We did over a hundred million last year where I had 42 salesmen under me, 200 total, total employees under, and we just grew it tremendously well. And my heart was, you know, building that out, but really coaching and helping people. And so, what, what got me started with the profitable salesman is all of those aspects of coaching and business building that I'd done for years with, for everybody else.

Jason:

[1:36] You know, I did have my companies in my early twenties. I went through some, some failed businesses, failed marriage, failed, failed a lot of things before I had God. And then I, you know, I found God, found my relationship there and it changed my life. But then I had started working for a company, but in that company, I still got to, to kind of pull up my entrepreneurial roots and building the other businesses, the other stores, multiple different locations, you know, state. And so I really wanted to get back into that. And that's where I started the profitable salesman. And I've been doing that now for, for, I guess about a few years now,

Jason:

[2:07] Man, time goes fast, doesn't it? I’ve been building that and coaching and consulting businesses and clients, salesmen, lead generation and helping build their businesses, but it's all faith-led and just following what God's calling me to do.

David:

[2:21] Okay. Very good. And so, lead generation and marketing sales, is that your, your niche then?

Jason:

[2:27] That's my niche. That's, that's my stick. You know, everything that I've done in all of my businesses, that's, that's been my go-to that that's what I've been really good at is finding out who your ideal client is, what your offer is, how do we get it in front of those people? And I go about it multiple different ways. You know, I have a Facebook group that you're a part of, and everybody else can check that out as well. But that Facebook group, I grew to 4,000 members within eight months, just finding different ways to get in front of people. And that was all organically done. And so doing that, you know, led me to other opportunities. You know, I'm actually the vice president of global sales with Abundant TV now. Abundant TV is the fastest growing Christian streaming service in the world. So, starting that out, now I'm doing this and my show on there is getting, you know, between 40,000 to 60,000 viewers a week on our show. We're getting, you know, half a million viewers a day throughout the network.

Jason:

[3:18] But just that lead generation, getting in front of people, I love that challenge. It's so fun figuring out how to get your message in front of people.

David:

[3:29] Okay. So, is there a trick or steps you go to for a new business to get that in front of people kind of thing? Because I know that is a struggle for some people. It's like, I know my ideal client, but where are they at? How do they find them?

Jason:

[3:47] Yeah. You know, most of our clients, we think we know who that ideal client is, but the journey starts with really diving that in. So, we might have that ideal client where we, where we think about it is what we, what we know it is, but how I dive into it is we really, really get to know them. We want to intimately know who our ideal client is. And once we have that, then we can find out where they're hanging out on social media, which social media platform they're at. You know, how do we, we get in front of them? Is it geographical? Is it through different groups? Is it through different activities? Like what are their likes? What are their interests? Once we know all that stuff, now we know how to get in front of them because we know where they hang out. When I was building my brick and mortar businesses, you didn't go to, you know, a restaurant to find somebody that's driving a truck, right? They're on the road. You got to know where your people hang out, where they sit, and that's where we're going to go to. And it's kind of biblically speaking, when you think about Jesus, you know, he came to where we're at. Right. And so that's what we want to do as a business too, we want to go to where they're at. Sure. That makes sense.

David:

[4:49] Yeah, no, that absolutely makes sense. And I know Jesus, he went to the synagogues cause that's where people who already feared God met. And then he brought some new revelation to him that, Hey, I'm the Messiah here. And yeah, that didn't go too well all the time. But yeah, no, that's, that's really good. Yeah. So, the question is, how do you get to know your ideal client? If you don't know where he's at, what's the step before that? How do you get to know them? You said get to know them intimately. How do you get to know them intimately at that point?

Jason:

[5:24] More often than not, your ideal client is a past version of yourself because you're trying to fix your old problems that you already have the solutions to. And to be honest with you, that's a good way to go about it. Because you've already been, you know, where they're at and where they want to go. And so, you know, them, the client knows them intimately because it was a past version of themselves. So, we really dive that in. It's a lot, it's a lot of psychological discussions within that. You know, like me, my ideal clients at one point were, you know, a single father before God, you know, having out, having to think outside the box in terms of making things work. It's definitely changed in that aspect. But it's still a past version of myself. It's just, you know, as we get older, it changes. And so, 9 times out of 10, that's the person that we're trying to find is the old version of yourself.

David:

[6:15] Interesting. And you know yourself better than anybody else. So that should be fairly easy, but, and so have you found that when people write down that ideal client avatar of themselves, they're actually able to find other people like that.

Jason:

[6:30] Yes, and you think about it this way, David, you know, us as humans, we like to be around people that are like us. It just makes us feel comfortable. It makes conversations easy. The flow of it all works well. And so, we'd like to be around people like us. And so, you know, as we dive into that with each individual client and customer you know, we have somebody that comes into the fold that says, well, this is my ideal client. This is what we're doing. This is what we're selling. And I'm, and, and I sit back and think, and I'm like, do you really know who this ideal client is? Because a lot of the times we'll throw out a product thinking, oh, this is a great product. Well, would you buy that? And most times, a lot of times they'll say no. Well, why would you sell it? Like, how do you believe in the product? What's a great product, but how do you know how to market this now? How do you know how to get it in front of the right people? If you don't even know if you would buy it, you know, if this case, so we need to really find it's, it's, it's a past version of yourself that you're, you're fixing a problem, that, that there is a problem. First off, we got to figure that out. We got to dive into that. And then once we get all that together, that offer piece, we find out who that ideal client is and then we can move forward.

David:

[7:36] That is a great question. Will you buy this? Yeah, it really is. Or would you have bought this 10 years ago? That may be a good question to ask.

Jason:

[7:45] Yeah.

Jason:

[7:46] And we get that a lot in the MLM space because they're sold a version of something that's saying, oh, well, the market, they have this, or they need this. Or we see it a lot in the MLM world because there's multiple ones out there. And I sit there and talk with them and I'm like, well, would you buy this product? Is this a necessity for you? Well, no, I'm just trying to make money off of it. Okay, then you're going to have a hard time selling it.

David:

[8:10] Yeah. I've been reading a book by Peter Drucker called The Essential Drucker. And he talks about two essential purposes of businesses. And one is innovation. You must bring some innovation to society, whether it's price, doing it better or something completely brand new. You have to have some innovation or why are you here? Why do you exist?

Jason:

[8:38] Yeah, exactly. Yeah, no, I agree with that wholeheartedly. And, you know, there has to be some form of that. And the innovation might not be something that's an exact, like, game changer within the industry. But the innovation might be reaching somebody that has not been reached on that. That might be the innovation as well. Because you could be selling the same product. Like in the Amazon world, we work a lot with Amazon. Amazon, you know, there's, there's millions and millions of products on there, but what was a game changer of that? It has got to reach more people. It became more accessible to people. And so, we have to think of that too. That innovation might just be that.

David:

[9:14] Sure. Very good. You mentioned before you were not a Christian and now you're a Christian. How has becoming a Christian and putting God in your life, how has that changed the way you market lead generation, the way you do business?

Jason:

[9:31] Well, everything I do in my life and my business is led by God. Where my journey started, I know we kind of have a short time, but I can tell you about a brief journey with me. You know, I mean, I grew up fairly poor. I love my parents, they are fantastic. They're great parents. They're still married. They just passed 50 years. But my dad was a truck driver. My mom was a mechanic. My mom was a teacher. They also had side jobs where my dad was a mechanic. My mom was a bookkeeper. And so, they always had side jobs to just make ends meet and making things happen. But we grew up in a very rural or not rural, but very blue collar, poor area. I never knew that I missed anything or anything until I grew up and got older. But I knew I did not want to live in that space. And so, I was the first person in my family to go to college. I played football. It afforded me the opportunity to do that. And so, I got to go to college where, you know, my parents didn't even graduate high school. So, my sister was the first person in the entire family to graduate high school. Okay. I kind of took it a step further. So, then I started the business in my early twenties, you know, thinking we grew up with faith, but we didn't go to church. We, you know, we believe in God, but it wasn't a relationship with God. And so got into my, my college years, you know, here I am the quarterback, the lead, you know, all of these things. And I lived it all up. I was very much a center.

Jason:

[10:50] And every, I just felt that emptiness the entire time. And it was just something that I just, I didn't know what I was missing. And so, after college, I started my business. You know, I had a marketing company putting billboards in the back of semi-trailers. We patented; we went to the United States Postal Service. It was a very grand idea, a very big thing. We almost had a $300 million valuation, and we lost it all. Started a real estate company. 2008 came around. We lost all of this. And then at that point, I also became a single father. I had two young daughters. I had them 90% of the time. Their mom had some issues, and I had to figure this out. And so, I'm going through divorce, bankruptcy, legal issues with the business, and I just didn't know what to do or where to turn. And so, the whole story of me coming to God, that's pretty incredible. That's for a longer podcast so we can do some other point. But I came to God, and I just gave it up to God and said, God, what I'm doing isn't working. I need something different, and I need you. If you're real, show yourself. And he did. And it completely changed my life. And that was in my late 20s. So, I found God about 15 years ago. I was dating myself a little bit.

David:

[12:06] Yeah, that's fine.

Jason:

[12:07] Found God. And through that journey, through my thirties, everything in my life completely changed. I can't explain that. You understand, and believers understand that nothing in my life has ever been the same. And I love it. And how I built everything out, even in the tire world, it is still a very blue-collar world.

Jason:

[12:31] Enemy has taken hold very much. So there, there were a lot of people that I worked with that, you know, that were formerly incarcerated or drug addicts, like it was just the whole gamut of people. And I got to preach and pray to a lot of men, and it was just incredible. Being kind of a light in that world. And I just kept having that pull to bring more in ministry, to bring more God into more people. And so that's where I started building things online because I wanted to be able to reach more people. I had a small reach, and it's afforded me that opportunity to do that through my group with the multiple members, with the TV stations, media stations.

Jason:

[13:09] Like I get to tell my story, I get to talk about Jesus, and I get to do that every single day. And I love it. And, and I lead with Jesus and everything I do. You know, every morning I have a board meeting with my boss and that's the man upstairs. And it's a prayer meeting. It's steady, it's structure. And it's really just finding out what he wants me to do with his business because it's his, and we're just being stewards of it. So, I just, I lead with that. All of my discussions are with that. My prayers. It's just everything. My focus is Him. My marriage now, our focus is Him. And it couldn't be any better. We've been married eight years, and it's just incredible. Are there times of strife and toughness? Yes, there is, of course, in business, life, everywhere. But when we know that He's at the center and the focus, it takes that out, right?

David:

[14:01] Sure. Yep. Perspective is a big thing. Seeing life in perspective, whether you see life from your perspective or from God's perspective. Yeah, it's a big change, huge change. Very good. So, as you've coached a lot of businesses and they're wanting to, and maybe you've already answered this, and they're wanting to reach your ideal client, what is the number one mistake that you have seen that they are making that they're not getting what they want?

Jason:

[14:30] Putting in the work, you know, once we find this and find the ideal client, we think it's still going to be a magic pill that we can take and everything's just going to be great and everything's going to be grand. And are there those times that that does happen? Yes. But 99% of those cases that you see success, successful people that role is because they want to, they still put the work in, they understand there's going to be failures that there's, it's not going to be perfect to every situation. In reality, as entrepreneurs, you're going to fail 90% of the time. You have to pick yourself up for that one, that 10% of the time, 1 out of 10, that you're going to succeed. And you have to keep taking chances. You have to do educated chances at this because we can't, we can't just throw everything out there, but you have to take educated chances, and you still have to strive for success. You think of, you know, I just did a story because I do some men's group stuff. And there's a man there.

Jason:

[15:27] He has no arms and no legs. He was born this way and yet he is the second highest paid speaker in the world. He has not let his disabilities change anything in his life because he sees that every setback is a learning opportunity to move forward. And he's successful in business speaking, just an incredible individual, but we have to take the lessons that we learn or the, the, the failures that we have and change that. It's not a failure. It's a lesson learned; you know what not to do again.

David:

[16:01] Yep. And that's what somebody also said. When helping people with business, sometimes it's not, oh, here's what to do. But here's the mistakes I made. Don't do that. Because sometimes what you're doing today is so grand that we just kind of like, I can't do that. But if you say, oh, don't make these mistakes, that's the landmines and the pitfalls. Oh, we won't do that. That's a good idea. Very good.

Jason:

[16:26] I highly, highly, highly recommend a coach, a mentor, somebody that is where you want to be. That has gone through what you don't want to go through. So that way you can learn from them.

David:

[16:38] Yep. Yeah. Very good. Yeah. So, what's next for you? Do you have anything new on the horizon here with a profitable businessman?

Jason:

[16:46] Yeah, I do. I actually just started another company, as you know, serial entrepreneur, a company called my lead co M Y L E A D C O my lead company. You know, being a lead generation company, I wanted to be able to help clients build out their prospecting model, their lead generation model, and basically where my team and me, we actually manage that for them through multiple different social media platforms, but we kind of take the charge on that for them because as I was telling you about the coaching pieces, being able to tell people how to do it and what to do, sometimes that doesn't always translate, and there's issues here and there, and I'm just like, look, how can we help people more? Let's solve this problem. Let's just do it for them.

David:

[17:28] Sure. Yep. And I've seen on your site, it's done for you kind of thing. And it reminds me of the marketing and advertising done for you. We can do this lead generation somewhat for you as well.

Jason:

[17:41] Yes, yes. Very good.

David:

[17:42] Yeah, definitely. Very good. Um, so we are about out of time, but how can people learn more about you or where can they find you?

Jason:

[17:49] There's a couple of different ways. Um, the profitable salesman.com is, is the main website that you can jump on. You can see the link for our Facebook group there, which everybody's free to join on that. It's the profitable Christian business owner community. As you can see, the, the, the profitable is, is kind of my moniker. And then my new company is my lead co and you can check that out at my lead co.com. Super simple.

David:

[18:09] Okay. Very good. Good. Well, thank you, Jason, for your time tonight and have a good day. And I hope your new business goes well.

Jason:

[18:19] I really appreciate it, David. And definitely praying for your success and the show and the audience will feel the airs and just hear what we need, what God wants them to hear. So, it's been incredible being on the show with you. So, thank you so much.

David:

[18:31] Well, there you have it. Our conversation with Jason Webb from The Profitable Salesman. One of the things I have taken away from this interview is the impact following God has had on Jason's life. The change from hopelessness to purposeful was very evident. As one of my sons have said, life without God is meaningless. I believe Jason would also say that business without God is meaningless as well. Oh, and one more question for you to ponder. How do you conduct yourself to honor God in your business? That's all for now. And remember that that time has limits. Only one thing is needful. Do that one thing.