How to Build Unstoppable Ads: The Rainmaker Method with Ashley Brock

Do you feel like advertising is a little bit secretive and you just want somebody just laid out for me step by step. Just tell me what to do. I know advertising works. I don't know how to do it. Can somebody just come in and be my like, Jimmy Cricket? My Sherpa, the person who's going to come alongside me and say, "Don't do this. Oh, do this and do it like that." I am so excited to bring you somebody who people say, "I talk fast." And then when the two of us get together, people are like going to listen to this on point five speed. But it's going to blow your mind right now in the next, I don't know, 58 minutes will be a new pathway for you to expand your business. For you not just to get clients, but for you to hand pick your ideal client. For you to know what to say, when to say. How to say it? So it's no longer a guessing game. And if you could just trust the process. If you could just follow the recipe, what we're going to be doing is expanding your horizons and potential. I can be more excited to bring no other than Ashley Brock to the Jasmine Starshow. Ashley, welcome. Thank you. I'm so excited to be here. Okay, good. You're not going to give me the full light. I know. I really am. I mean, you are, but we're going to do that again because we are like, we're reviving before the podcast starts. And all of a sudden, she's like, "Welcome to Channel 9 News. I'm so happy to be here." No, no, no. I'm excited. I'm excited. I'm a little bit. Thank you. Okay. So you and I have had conversations. We mostly knew each other on social media, except when I hugged you, I said, "Oh my gosh, it's so good to see you because I feel like we've known each other for a long time." I do too. And that's just what the internet does. Yeah. So we had the opportunity to talk via Zoom. I, we really vibed with each other. I started paying attention. A lot of attention to what it was you were doing. I started consuming your content and I'm like, "Okay, there's something about the way that you lay it out." I was like, "My audience, the people who listen, my friends, our folks around this table, we're like, just lay it out for us. Then we get to assess, is this an alignment for me? What am I going to do with it? Half of us will try to do it on our own and then figure out, "Okay, like the best is the best because they're the best. They're willing to do the work." And then other of us will stay a little bit interested. So when you and I started talking about this framework, I just said, "Okay, we'll get to your origin story. We're going to get to why you're the master blaster from Lancaster. We're going to get to why you're all the special secret sauce. But first and foremost, I want to serve from a place of power. And when you broke down this Rainmaker method, I said, "Well, I'm with my people because it takes a Rainmaker to know a Rainmaker. That's right. And we all want to be Rainmakers. So we're going to get into that right now, but there's somebody who's listening and they're debating. They're on YouTube. They're listening to Spotify and they're like, "I'm not really about ads. I've tried it. They don't work." Talk to us at the end of the episode. What do they know? What do they have? What do they love with? Tell us. Sell us a sizzle baby. They know for sure that what they are saying is either the right thing or the wrong thing. And I think so many people, they want to be like, "Oh, I have the perfect message. This is it. But they don't know what it takes to actually have it. Maybe they think they feel an alignment with it. But this is a framework that, beyond a shadow of a doubt, you will say, "This will change my communication and it'll change it maybe for your ads." But also for your organic posts, your landing page, because with ads, it's more than just the ads. That's why that event in February is called more than ads because so many people, they just focus on the ad. But if you bring someone to a place like a landing page that's confusing, ads are like turning up the music on a bad song. It's just louder, not better. We have to make sure the place we're sending them to is good and this messaging just applies to all of it. Okay, good. So I'm gonna pause and I'll bring this a little bit really high level. Our job as an entrepreneur is to get more people to pay attention to what it is that you do and you sell. And I don't care if you believe it or not. I believe that I've created the show because I'm here to empower people to know that their offer is something special, unique, and it is needed. And so then I thought that the synergy that we could create together is if you believe that your offer is all that and can change people lives and can improve and get them a result that they want, then all Ashley is gonna say is her philosophy and her approach is how do we get more and how do we get deep and how do we do it in the right way and how do we do it step by step. That's why she's here. So at the end of it, we're gonna know is your messaging working? Yep. Who it's for? And it's not just for ads. We're talking about the messaging has to be continuous throughout everything. Yep. All right. Let's dive in. We're gonna get into the origin story of it like now. We're gonna start here. We are gonna make it rain. That's why it's called the rain make a framework. Okay, so that's how you can remember it. So the R is resonance and relevance. So the way I like to think about it is you want what you're saying to resonate, don't you? Like you want someone to be like, "Mm. That is exactly where I am." And so there's really three main places that people are that you can like resonate or relate to. Okay. One of the things that you had said that I really loved you said is it relevant to the problem. Mm-hmm. I love that. When I was going through your rain makeer method, I thought to myself, "I'm a consumer. And as I'm scrolling, is it relevant to a problem I have?" That's right. And I thought that was really powerful. Sorry. Go on. No, I love it. That's right. Okay. So what you said is problem. So there's problem aware. People who already know I have a problem. So let's use burnout as an example. I think I know I've experienced that before. I don't know if you have, but it's been a challenge. And so I wasn't a Nile. Like you know how you're like, "I don't have that." That is when someone who is symptom aware, not problem aware. So think about it. There is problem aware, symptom aware, and there is solution aware. So symptom would mean they don't even know that they have a problem. There's just, there's something bothering them or like it's hard for them. And they can't even see. Okay. That I have a problem. Problem aware is I know I need to lose weight. Correct. There is my pants feel a little tighter. That's it. Okay. Yep. And then solution aware is this person is a nutrition and dietician that I want to work with as a personal trainer. Okay. So and honestly there's kind of a four step. So there's the symptom. I don't know what the deal is. There's a problem. I know I have it. There's solution aware. And then there's your solution aware. Oh, I got it. You know, I got it. I got it. Because with ads, like the goal is that they're finding you for your specific solution. And I think the mistake that people make with their messaging is they're assuming. Of course you know the problem. Of course you know you're not great at social media content. Of course you know you're not great at ads, but people don't actually know. And so what I found is if you can help someone realize that their symptoms are a problem, they'll trust you better with the solution. That's so good. Yeah. That's so good. So I have always looked at when I was first starting or I had a smaller audience. Getting them to believe that my solution was a solution aka my offer. It was a lot harder because they're like we don't know you from we don't know you from Adam. Yes. But if I was good at articulating a struggle point or something they wanted resolved, they were more likely to be with Majerini and then say, you know what, you are the person who I want to help sell the problem. That's our for rainmaker, that's relevancy or resonant. That's it. Okay. And the next one is A. And jazz and something that you may or may not know is that I love to rhyme. And I'm going to talk about why that matters so much in a minute. But A is articulation. So what I like to say is articulation leads to the elevation of your communication. Because it's not just what you say, it's how you say it. And so often I've seen ads from people or even their posts on social media or an email. And I'm like, what you're saying are the words, but how you're saying it. That is what's going to change the game from someone saying, Oh, this is someone I want to listen to. Like you speak with such conviction and just the energy that you bring when you click record, that's why people are listening. So I think articulation is overlooked. People are like, what are the words? I'm like, but how are you saying it? Okay. So oftentimes I like to push back not because I'm not a believer, but because I like to make it bulletproof. Let's do it. There are people who look at me and say, that will never be me. I can't bring that. Or that's not even who I am. So when somebody hears that they immediately disqualify, but I know you, if somebody doesn't have the same level of energy, you're not saying you got to be a certain way. But for somebody who doesn't identify with high energy or vivacious, what are you actually saying? I'm saying people will buy from you because it's you no matter who you are. So articulation is an standard. It's subjective. It's like I'm vibing with this person the way that because I rub a lot of people the wrong way. Fair. Okay. I do too. Okay. I love when people skip my ads, especially on YouTube. I'm like, great. You'll hate my training. You're right. Right. Okay. So it's not about an energy level. It's a high energy level. It's just about an energy level that's resonant with that person. How you're saying what you're saying. Okay. Like all it is, sometimes people will send me an ad and they were so nervous. And it's just because, of course, you're going to be nervous the first time you record. And I was like, you were yet the same tone the whole time. Yes. And I was like, and I know, especially when I know the person, I'm like, I know that's not how you actually speak. I can tell that how they're articulating is not how they actually articulate in person. So it's like the coach and me saying, you're not articulating your message well. The message is right. Let's just say it. And the articulation, you know how they say, like if you're speaking on stage, where heavy your makeup gets the lighting. Yes. I think about that with articulation too. I'm like, if you feel like you're a 10, it's probably a 6. So I just try to bring out some sort of passion, whatever that looks like for you. You know, maybe it's fun. Maybe it's, I don't know. So my dad's a pastor in East LA. And I think that the way that I speak is only because every Sunday I sat, I mean, the church didn't even have pews. They had like fold out chairs. Yes. Because every Sunday, I'm sitting in a fold out and I'm just listening and you don't even realize what's happening, but the way that the kidnets goes and then the long pause and then you wait for forgiveness. Yes. You know, I think I just inherited that. So people like your articulation, I was like, well, thanks dad. I was like sitting there with the local revelation. Oh, no. That's how it works. Like you grab the more you hang around a person or a theme of course you're going to pick up on some of it and just say thanks dad. Thanks dad. Thanks dad. Yeah. Okay. So relevancy, articulation, not what you say, but how you say it. And it doesn't have to be high energy. It has to be a vibe that's going to attract the person you want to work with. That's right. I. I is identifiability. I know that's a long word, but really it's just like identify who you're speaking to and just say that. Okay. And I have a good thing that's coming on the other side of this one too is once you realize who you're speaking to. So for ads, of course, it's like, hey, business owner or hey, local service space brick and mortar business owner, whatever that specificity is. So even if it's like, hey, course creator on your way to six figures, like just being very specific. So Stacy, this actually kind of ties to another example. One of the ads that we were talking about. Well, you look context for people who are watching and listening. Yes. Stacy Toshell. Yes. Brilliant. - Absolutely. - Mutual friend of ours, yep. - Brilliant mind. So when. Ashley just tossed Stacy, we had to add context because any woman born between, I don't know, 19, 18, 19, 18, 17, is like, they're talking about me. - Jeff, that was identifiability. All the Stacy's out there if you ever business. This is for you, okay? You're gonna love it. But yes, there's Stacy's incredible. And one of the things that she found is in some of her ads, that first sentence of like the credibility makes with who it's for, that's some of the best performing ones. - Okay, but break it down, like give it, like give it to me an example. - Okay, so let's give an example. Say you are. - So Stacy would be cool if we used her as an example. - Of course she would. - Yeah, you're welcome for the same thing. - Okay, so talked about like what was there, what was missing, and then how it was amplified. - So for identification. - Okay, so one of her best performing ads has kind of one of the other letters we're gonna talk about in a minute, which is credibility. - Okay. - And it's just saying, here's exactly why you can listen to me. And so she had that and it's like, hey, I have this eight figure business. And if you are specifically struggling with, maybe you feel like the ultimate decisions in your company all rely upon you. Maybe you feel like you are the system itself. That is specificity and you're like, oh my gosh, I am the system. If I'm not there, there is a problem. And so being able to figure out how not every single person is gonna relate to that message. So when you create an ad, it's like, how can we say the same credibility? Like I have this eight figure business and and have different who's it's for. Like for example, there's this guy, this will tie back to Stacy too. So on Instagram the other day, I had a post that someone saw that someone else liked. And so a friend was like, do you know this guy? And turns out this guy has 1.5 million followers. He was in the NFL. He had this builder channel on YouTube. And I messaged him and I was like, how will I help you with ads and you help me with YouTube organic for just a minute? We had a quick call and he was like, actually you're doing such a good job. But the only thing you're not doing is you're creating content based on what you want to talk about versus who it's for. He was like, actually just do the who first and then make the content and it's the same thing with ads. You could say, hey photographers or hey boutique owners or hey this and have the same rest of the message but the hook is different because you've identified who that is at the beginning. - So what do I hear you say? Clearly identify that target demographic or make tiered levels of ads to go after a demographic if the messaging's all the same on the back and after they add a hook. - Kind of both. You know how people say, have your multiple content buckets. I mean, I feel like you know that. So well, it's like what if you had who buckets? - Got it, you know what I mean? - Yup. - And call that out on your ads. - That's good, that's real good. I feel like 2027, I'm already casting goals for 2027. - Oh, legit. - Okay, I want to go work on that tonight in the hotel. - No, it's like because I know that the foundation, if I just build the foundation without the why, I kind of feel like I'm just shoveling in the sand. - Yes. - But if I know that what I'm shoveling in the sand is the foundation for what's gonna be coming, then I'm like, okay, I'm getting who buckets but we got to build out this system. - So it's fun. - We got to build out the team. And so that is like the thing is like those late nights digging in the sand is because of the buckets in 27. - That is so good. - All right, now I have a project tonight. So when you think about the who, the only other thing that I've noticed that people do with their ads is, you know the five love languages? - Yes. - And it says that you give love, you're supposed to give love how they want to receive it. But sometimes we give love how we want to. - Yep. - Okay, so we're on the same page. So people do that with their ads, they sell how they like to be sold to. So they make ads like an example. So four different buyer types. So you have that and I wanna know which one you are. I think I know, but like let's see. So there's four different buyer types. And so even when you're making your ads if you think about who and how they buy, that can help you too. So the four buyer types, number one analytical. So their data driven, they need proof, details, comparisons, they're kind of slow paced. - Okay. - Two, amiable, their more relationship driven. They need trust, reassurance, social proof. They're slower and more consensus seeking. Number three is expressive. So they are excitement driven. They just need inspiration, big vision, recognition, they're fast, emotional. Here's the dream, go for it. Number four is the driver. So they are more result driven. So they need efficiency, clarity, speed, and they're extremely fast. - Okay, what do you think I have? - I feel like you're three and a half. I feel like you're in between three and four but I lean towards three. - I'm a hard four. - Are you a four? - I think I'm a definitely, 'cause I was, yes, I was like, I think I know that I come across as a certain way online. But like the real real, it's like, I'm a hard four. - Wow. - I'm like, it's 12 out of 10 four. - Wow, okay, so, okay. So my three and a half was, I'm gonna say I'm a three. - Okay. - I'm a pretty solid three. I'm a person, I wanna buy, if someone runs an ad and they won't ask me to buy, it's like, just let me know that I'm seen, like that I'm not just like a number. As long as you know that that's true and you care about me, I'm like, I'm in. - Oh my goodness. - I think it's fascinating because it kind of pushes me off when people are like, we see you. I was like, you don't need to see me. Give me the result. How do you mean me that result? - Yeah. - Because we're good. - So. - I'll go with sales poll and I'm like, I just watch the sales. I was like, this is fantastic. And now I know what you're gonna do. I'm gonna say, so I'm just gonna let you go, but I've already made my decision, and I've put a quality amount to it because I understand value. So we could just get there and I'll decide right now. - Totally. - And the thing is, no. So I make decisions quickly. Like I do want results and I'm very fast, but it's like, I just wanna know that when I buy, it's like, good. Like yes, this can help you. Like I like that validation, but then I make a decision. - You're buyer. - So quick. - What are they? - They're all four, which is why sometimes I will literally make, like I'll do, I just launch an ad yesterday. Day before and it was just a testimonial of me zooming in on a zoom call of just someone saying something about a result. That's the data. I'm like, I just wanna show 'cause my favorite thing, and the guy on YouTube actually told me this, he saw one of my YouTube captions and it said, how we saved six figures in taxes. He said, never do that. He said, say how we saved, you know, $732,362. And so now I'm like, someone on the ad was like, I spent $9,200, whatever, and got a return. So I really do have to make ads for each of them. - So good. - Because you miss out. If you don't. - So good. - I'm obsessed. - Okay. - And in necessity. So my rhyme for the day for in is specificity creates necessity. So just, and actually that specific example I just gave is perfect for it. So this one's really straightforward. Why does it matter to them? And the example would be, let's say, I got, we could pick Stacy's business. Again, Stacy's gonna love us for this. So let's just pretend for Stacy's business. Someone's saying, maybe you're stuck in you wish. You could scale and you don't know the team. She could be like, that's one example. Or she could say, hey, is your director of operations call you at 6.30 p.m. with an urgent decision? And you feel like that's the 17th time she's done that in the last 17 days. And like just building up on that example, that's when someone's gonna sit there and be like, yes, this is happening. And then you got a slack from here and everything's a mess. That's specificity. And instead of being general, like specificity over generality, that's what I lean towards. So that alone, I feel like can help people. - So good. Okay. So you want to know what we're gonna do now? We're gonna pause for an ad's break. No, just kidding. - No, we don't. - We don't want to do that. - I'm gonna do that. - I'm gonna do that. - I'm gonna do that. - Before you hear the rest of us. - But that's actually what I'm gonna do. Okay. - So that's what I want to do. Okay. - No spot cast. We start with the origin story, how you got started. We want to know all that stuff. - Yeah. - We do. But for this one, I wanted to land and immediately give value and immediately position you because I know my listener. And my listener does love the three. She matters. She's definitely driven by the four is what are the results. Because I think that you have a very unique way of giving value, laying it out very clearly. People can follow along with the framework. But before we get to the good goods, we just made it rain. And now we want to turn them into makers. But before we do that, I want to get in to the business of your business. - Yeah. - How did you get started? And why did you choose? I'm gonna serve small business owners with my agency. - Yeah, I can tell you. So I was working with these massive companies. So because right when I started my career in advertising, it was small businesses. And I immediately was like, I don't know what work for these small business owners. Like that was my initial gut reaction out of college. I was like, I want to work with these big companies. Like the ones I see on TV. And what I didn't realize once I actually got to work with those companies, which was still fulfilling when I got, because I got to a place where I was the person who only managed like six figure a day budget. So they were like six figures a day. And there was so much pressure. So I had my son and I was working 24/7 because when you have multiple clients spending six figures a day, they do want hourly updates. So anyway, what I realized that I missed was the human connection and fulfillment I got watching a small business owner win. Like yes, I made some corporate companies some massive money and I'm so proud of that. And also getting to be like the dental office is booked. Like the chiropractor office is full. The course creator actually was able to make the $10,000 a month that you're going for. Just seeing that. Like I don't get to, it's like a selfish thing, but there's this book called unreasonable hospitality and it talks about how it feels so good to help other people. Like I love being able to be like, oh, like Stacy being like, hey, this one changed really helped me with my ads. Like that's fulfilling for me. And so I get to do that every day. So I, okay, we'll pause. Yeah. We have a shout out to Wulgadara. He was on the pod. Yes. We'll be sure to link his episode in the show notes because as Ashley is mentioning unreasonable hospitality, I don't want to gloss over. That gets a whole fundamental shift in the way that we serve people and apart of our business because we derive satisfaction and pride from it. Yeah. And so she just decided to make a call on herself and say, I am good at what I do. I am unfulfilled in this aspect. Yeah. I work with a group of people that fulfill me. Yeah. And so you get to that point. You have a baby. And then what makes you decide I'm going all in on me? So a podcast while I was pushing a stroller down the road. Yeah. Or actually, it was an audiobook, but I was listening to it. I haven't told you the story. No. It's so good. So I was living in an apartment and I, there was a neighborhood behind my house. I'm like, pushing the stroller down the sidewalk. And I'm listening to like my first self-help book. And it was a Rachel Hollis book. And she said, you can want more for yourself for no other reason than because it makes your heart happy. And at that moment, I was working 24/7, feeling completely burnt out. My marriage was absolutely not going well. My relationships were terrible. I was 60 pounds heavier than I was today. I felt like my body, my relationships, my business was all just this mess. And then there's this girl on the phone saying, yeah, you can want more for yourself just because it makes you happy. And I was like, that is such a thought. I honestly felt like you made it to where you wanted to make, be thankful, and you're good. But that podcast literally changed my life and then I started looking up because I was teaching ads before and after work at this place called General Assembly for so long. And those people like Ashley, can I pay you to teach me? I'm like, "What? More than my. " What? And that's where it started. And so I clicked the two moments together and I said, "She said, you can work more for yourself and I have the skill of what if I put it together." And that was like my moment. I was like, "I'm going to teach people something about advertising." Okay. So we hear that and we love it because it is like the hallmark special. Totally. This is big happened. This is small girl, big dreams, stroller. Big dream. You want to pay me? What? I was wild. Okay. So we hear this, but like, let's get to the nitty gritty. Like somebody's going to pay you and then you're like, "This is my business." And then what are the stutter starts unless you just hit the ground and you were on it? No, I actually failed pretty bad. So my first course was called How To Get It. We started with the course. Sure did. Okay. Wow. We went straight to the job. I was like, "Here we go. There was no funnel. I didn't even, like for all my clients, so many of them were so large. Like we weren't building email lists in the entrepreneur world. Like what I learned from corporate versus entrepreneur world is there's like some different link though. Oh yeah. Yeah. So I launched a course called How To Get A Job in Digital Marketing. No one got a job. No one bought it. It was so bad. But one good thing happened. I decided the fact that I'd been 200 hours figuring out what could job he was and doing every free masterclass under the sun. So I was like, "I can't pay for it." Like that was my mindset. It was completely different than it is now. So I get that, you know, do all this. One person buys. And it is my director of operations now. She was like, "Hey, I just want you to know that when this does take off at any point, I just want to be a part of it." Like I would be honored. And so she did not get a job. Not in your first and only customer says, "I want to build with you." Yeah. And I didn't know, there's a story here because she went to high school with me. So you know how when you start your business, like it's just you and like your parents say and basically that. So it was her. So she saw me like showing up and sharing and then she bought it. And the sad thing was she never got a job in digital marketing, but she sure did get a job in a job. Yeah, she did. Yes, that's great. It went. You went. So honestly, I would say only customer. I do believe like seven other people bought it at some point. It was like $179. But nothing came of it. And that was my moment where I'm like, "Well, either this is not going to work or I just need to like take a new direction." And so I was realizing the teaching, the ads was like what I was even better at. I just was like, "Oh, maybe I can help people get a job because I'm in a very well-known agency that people really want to be a part of. Let me just help them hire because I think I'd sat in on some hiring interviews. It wasn't the how to get a job I needed to do. It was the skill that I had acquired for years." Okay, but let's go back to that version of Ashley. Yeah. At this point in time, maybe three, four courses at $179 and you keep on trying. And then what's the gestation period of I launched this course to I think I need to change and then how do you keep going in all of that? Yeah. So six months later, so for the next six months, I'm kind of questioning, am I done with the online course? Like, what am I going to do? And I was like, "No, I think I'm going to create a course that's more in depth because this little mini course was like an hour." Okay. Right? But I wanted to create like a robust puppy. Like I made a long thing. Like a four ads. Four ads training. We let the job. We're going to get a job. Okay. I pivoted. I was like, "We'll stick with advertising because I'm good, but we're not doing how to get a job anymore." So then I just, I start figuring out, "Could you be watching free? How do you use this platform? Just trying to make my own course." Okay. I record some Zoom meetings and then I just turn on some ads and I'm like, "Hey, I'm teaching this. I just want feedback. It's going to be a low price at the beginning." That's kind of what I did. I got 10 people in that. I got a lot of people. I got a lot of people in that. Two hours later, two hours later, I go on this Zoom call for a training and they pitch this program. They call me on the phone. They're like, "Hey, it's $50,000." I'm like, "I'm about to pay $50,000." This is what God was talking about. This is what God was talking about. Okay. They pitch 50 grand. They pitch 50 grand. Yeah. To do a program. Yeah. It's so funny because a week before I felt like God had told me to just have an in-person event. In the next 45 days, He was like, "You need to have an event." In December, this is the trajectory. December 1st, I'm like, "God says, "Let's have an event." I'm like, "All right." December 5th, I get on this training. He's like, "And you should pay $50,000 for this training." I'm like, "Yeah, I'm going to have like 300 people here in 45 days." I have like, you know, 1100 followers on Instagram and the person is across the table. I don't even think they wanted to take my money. She was like, "You're a risk." Yeah. You're a liability. She was like, "Do you have an event planner? Do you have anyone coming?" I was like, "No, but like, it's going to work out." She was like, "Skeptic." Anyway, I was like, "No, this is what I'm supposed to do." So anyway, I had just done the event and then I say, "I'm going to do this training." So I'm over here, like, when that $50,000 situation happened, I knew I was going to have to get some credit cards. Like, I was like, "This is about to be a thing. We're about to have to figure this out." So husband comes home, couldn't wait to tell husband what had happened. So Kyle comes home, he walks in our bathroom. He wasn't in the restroom. People are always like, "What?" He was in the bathroom and I was like, "Hey, I need to talk to you about." Okay. But like, why are people acting like the fool? You think you're not going to be in front of the restroom for your husband? I know. I know. I said that one time and someone's like, "You told him about the $50,000 while I was on the -- "I'm like, "No, sir, but anyway, so I got him." See, that's some rich people stuff because if you live in Southern California, not everybody has a separate commode area. I didn't get a separate commode area until I moved into this house. My husband, when I was in our bathroom, it was just like, "We just can be real close, honey." Like, this is what we do. You talked into the bathroom? Yeah. That is, I'm enlightened now. So yes, I did. Why do you make out with this person? You would, like, come on. So I'm actually changing the story for effect. Like, so he's butt naked and we were in the bathroom. That's right. The team was going, "See you." And it's going, "Oh, honey, should we spend $50,000?" No. So I remember. He grew up in South Georgia. He had never been on an airplane we met. So his family did not grow up with money at all. And I remember walking to him and I was like, "Hey, I really feel like God told me to do something today." And he was like, "What is it?" - You used the God card. - I did, but it was true. - I know, I knew it was like, I was like, I think I need to invest $50,000 today. And he said, "God told you what?" And I was like, "No, I'm serious. Like I really believe it." I told him the story. And he could see how serious I was. And for any, this is the story that I share for anybody who has a spouse that like they really want to be on board with a decision. Maybe they won't be, but they care about them being on board is in that moment I knew that if I had hesitation, it would transfer to him. So I was like, "This is the moment where I'm like, I really do believe that this is what I'm gonna do. Like can we make this happen?" - Did he use your sales tactics from that $4,000 on Kyle? - I was sure that he did. - I was sure that he had. - Absolutely. - He hates it. - Did you just sell his girl me and like, "Yes, but it worked." But it was also true. So he ends up saying, I'm actually, this was his words, he's like, "I'm actually more afraid if we don't do it." And I'm like, "Yeah, honestly me too." So I called Chase Bank, negotiated with his lady, got a couple credit cards. She was like, "You don't qualify for this." I'm like, "But I will, it's gonna work out." - How to six figure day at that of it. Was able to pay off the credit cards, was able to pay off the coaching. And that was the first domino that fell. And I truly believe it was from those skills. And it just working out like it was supposed to be. - That's the end of 2023. - Yeah, no, that was the end of 2023. Yep, and so January of 2024 was my first six figure day. - And so we are now February March of 2026. And so what happened in 24 and 25 that would lead you to build the agency? And can you talk about the structure of your business? - Yeah, yeah. So basically what we do now is we teach a man to fish. So we basically teach people how to do their own advertising. And most people say advertising and they think Facebook and Instagram. But what I did at the agency was Facebook, Instagram, Google, YouTube, TikTok, Pinterest, LinkedIn, and beyond. It's like knowing where to put the allocation of the budget and not just like all in one thing. So that's what we do now. And so what happened, the short story of going from where we were to then is how the six figure day, that same people who, now she's one of my closest friends, I then paid her $125,000, six months later to get to work with her even more closely. 'Cause like it had just paid off again. - A great. - And just like what you should be in my top three to be like as close as possible, like me too. So I called Kyle with that one. And this is the best part. I called Kyle. It was like a middle of a day. I was like, "Hey, baby." He's like, "What did they sell you?" And I was like, "Yep, this is 125." He's like, "It paid off before. You'll make it back again." Like he believed in me so much. It's like paying for teammates expertise. It was just, we did that. So, and that's what led to a $1.4 million dollar day in January of 2025. - And so now the structure of your business, what is the nature of your business? - We have an agency and you have like self-serve and then you have a mastermind. Like what is this? - Basically there's three tiers. - So we have one that's the course. It's like just do it on your own and then you get some feedback from my head coach. Then we have our mastermind, which is only six figure entrepreneurs and above. And then we have my top tier, which is only three million dollar businesses and above. And it's a group of 15 and that one's full. So we basically have three different tiers. - Offers. - Yeah. And so that is your main focus for 20, 26. - Yep, that's it. - And then your vehicle for getting people. So you are doing your own ads on the front end to get them into a what? - So everything that we do is basically, and just like the events that we did, those two events that we did, both of them, which were 300 people that had never known me. Both of those were, there was no, there wasn't even a lead magnet. And it was just straight ads to a channel and people were paying $1,500 for a ticket. Because the structure of the landing page, I gave that credibility. I used some of this messaging. It just went straight there. I didn't have any other steps. It was just go to the event, to show up at the event. I teach you and then I sell the program. It's crazy how so many of my clients have a more robust funnel than like the funnel I did to grow from where we are. - And so your main focus in the business before we get into the maker, because before we get into the maker part, I want people to understand you the maker. So you can figure out how to reign on this front end, because you're talking about the relevance and the articulation and identifiability. But your secret sauce is really understanding how did you make it because you become the vehicle that people then believe. - Totally. - The identifi, this is the structure, this is your credibility. You have a DIY working with the coach. - Yep. - You have a mastermind and then you have the over three million. - Yep. - And then what are the promises? Tear one, you're learning how to set up your ads. - It is all about, that's exactly, it's set up. - Okay. - Like your goal is that you can set up these ads on all these platforms. Tear two is where we kind of lead into a little bit more than just ads. That's why the event we have is called Launch Your Ads Live, where it's entrepreneurs are coming in, they're bringing themselves and their team. So they can bring a couple people from their team and then one setting up a YouTube ad over here, one setting up a Google ad over here and getting feedback. So that's the Launch Your Ads Live. So they get the two in-person events. They get the support from me. 'Cause in the first option, they get support from my head coach. In the middle, they get me, they get my brand lead, they get my setup lead, they get these other LinkedIn experts, the Pinterest ads for in-person events. So that's much more than just ads. And then the top tier is there's more access to me. So we do an audit of your business. We do a one-on-one day together. We have an international trip that's more about scaling your business than just ads, so those are the three tiers that we built out. - This is fantastic. - It's fine. - And so I wanted to make sure that as we get into the rest of it, people understand the heart behind what it is that you do and who you are because it goes back to a lot of the messaging. Who are you speaking to? And I remember listening to you having a conversation, you're just like right now where I am, is I love seeing small business owners when this is who this podcast is for. And so we're gonna finish out the rest of this rainmaker structure so that people leave this podcasting knowing you, knowing your intention and then them trying another own and then following and joining your journey, however they get in their subject. - You're amazing. - I love this. - Okay, okay, okay. So we are relevancy, articulation, identifiability, necessity, and now we're at M. - M, memorability, and I have a great example. So the reason that I rhyme, the reason I use alliterations is so intentional because that's how people remember it. It's actually what the brain needs to latch on to something to say I get this now. And so memorability, this is how you stand out. So I have a perfect example. So we just bought an office building from my office, which is like a big deal. So we got an office building and the person who was doing it, he owns a construction company. And he has a construction company where they focus typically on the basement. So on his Instagram, it said, we renovate your basement. I was like that's not memorable. So I was at once I have something on my brain, I get fixated on it and I'm like, I will solve this. And my brain goes to work, does your brain? - Yes. - Yes. - So I was laying in Hawaii, in Hawaii, on vacation, not supposed to be thinking about ads. And I'm laying there and I made a rhyme and I was like, this is gonna be perfect, he's gonna love this. And so the next morning I said, hey, I have a new tagline for your business so that people couldn't remember. And he was like, hit me. And I said, next time someone says, what do you do? You're gonna say we renovate and elevate your basement to take your bottom level to the next level. And I was like, that's good. - Yeah, I was like, it's so simple. - You don't have to overdo it. It's just like, oh, that it's the bottom level to the end. That's exactly what I want. And just having something that you say, like I love, I know the shirt that we did, like you have this thing that you say, those things that you say, it's how people remember you. - Okay, we have dad context. We have to actually came in, this is not gonna be on the video, but it'll go, definitely go on social. Ashley and her team brought in a t-shirt that says, Rainmaker and I was like, this is so cute. She's bringing me swag. She brought me a bracelet that said, Rainmaker, thought it was so cute, but she's like, look at the sleeve. And then it has her logo and my logo on the sleeve. And I was like, oh my gosh, this is so cute. And then she's like, turning it around. And on the back is her saying that I say, every time I go to the gym, didn't wanna do it, glad I did. And so to me, when Ashley is describing what we say for memorability, she was able to identify something and put it on a sweatshirt as if it was something that I owned. And this is taking the bottom level and turning it to the next level. - That's right. - That's right. - That's right. - Really? - Really? - So somebody's saying, oh my gosh, but I don't have Ashley to be thinking on a beach in Hawaii for me. What do you recommend for people to start doing? - I can just tell you the prop to type in the chat GVT and give it this info. - Well, don't hold down. - Okay, so here's what you're gonna do. You're gonna go in a chat GVT and you're gonna tell chat GVT exactly what you do, who you do it for and why you're better than anybody else that does that. I want you to tell it your tone. So wait, maybe you're very direct. Maybe you're funny. Maybe you have a sense of humor. Like really give it all these details to say, here's who we are, why we're different, why we're better. And then say, I need a short tagline. And like we talked about on Jasmine's podcast, we need it to be memorable. So I really want to use an alliteration or a rhyme so that it sticks with people's brain. Yeah, and so you can even copy and paste some of your texts from maybe a caption that you liked or an email you liked or a bit of your website. So here's an example of my text and then say, help me create a tagline that people can remember specifically for my advertising or marketing. And so it'll give you a bunch and sometimes it'll hit it right off at the beginning because you're telling it, you want an alliteration or a rhyme. So it's gonna use your context of your industry and make it good. That's good. You're right there, we're already hitting the ground running. Yeah, someone's gonna be like, that's right, a avoidance. These are just some things I made up that I think you should avoid. Okay, good. So when people speak about what they do, they're human. So they talk about their thing first. Okay. So it's like, hey, when you enroll or buy social curator, whatever it may be, you get this. And it's like instead, what if it was like, here's the payoff that you get, when you have this? People just put it in the wrong order. And so I would so much rather you say, what is the payoff of what I do and put that first? And then, so that step number one, which ties to step number two, is I do not like when people say if, basically ever. Okay. So I don't say, if you enroll in the mastermind, you get this. I say, when you enroll in the mastermind, I just remove if from my vocabulary pretty much. I also like, doing and instead of butt, which I actually noticed that you do. I don't know if you know that, but you do it often. Instead of saying, "Here's the thing that we're talking about," but it's like, "Yes, this is hard, and it's going to be so worth it." I love saying the "and," and then the other thing that sometimes I think we all do it sometimes, but I really like to know that there is one person that's talking in the camera, and it's one human. So instead of saying, "Hey, everybody, hey, y'all, it's like, hey, are you struggling to get the right people to find your business?" Like, this is what you can do. So I really try to just always know there's one person and speak to that. So avoiding it, like being asumped as assuming they're going to buy saying the payoff first and the program and not using butt, because it's like an negative connotation. I love that. Yeah. That's good. K for knowledge. So K is knowledge what you know about them. So my rhyme for this one is Lingo as Bingo. I have an example. So I have a client who's a speech language pathologist, and her ad, her number one best performing ad, is just pink. And it just said, "SLPs, are you tired of soap notes?" And I don't know about Jasmine, but I know when I read that, I was like, "Do you have a typo in your ad?" Christina, I'm like, "What's a soap?" And why are we talking about soap? I was like, I was really confused. But that's the Lingo. Is she saying speech language pathologist? Are you tired of using soap notes? The soap notes are this like thing that they have to do. And so it actually hit because the Lingo is Bingo because it tells them that you know what you're talking about. You're an insider. That's right. That's it. So knowledge is really simple. It's just like, let them know that you know the Lingo. Okay. So relevancy, articulation, identifiability, necessity, memorability, avoiding knowledge, eat for energy. That's right. So energy is, it's so hard because it's similar to articulation. But I feel like articulating is taking what you're communicating and adding some, of your personality to it. Energy is like really how you're showing up overall. So I had a batch day where my poor videographer, I was in the middle of reading the teleprompter and I just started crying. He was like, "He's never seen it. So one of the songs that he knows I like to pump up to before we do a batch recording day is unstoppable." So he just walks over to the phone and just turns on and stop. And he's like, "I'm unstoppable." And I'm like, "He feels very unstoppable right now." I was just having a really bad day because I did not protect my energy that day. I was tired. I didn't get enough sleep. I decided to respond to client and team messages in the middle of batch day. I was doing all that. Oh, bad. There's no judgment. There's no judgment. Do you know that right before I came in here, I was like, "I open my laptop." I was like, "Are you going to do this?" Yeah. Oh, no. You will not do this. You got to preserve. Oh, yes. You do. Because your brain will get slightly-- Absolutely. And I have really learned that. So I even with my workouts on batch days now, I won't do a weightlifting workout. I will just walk with my vest. I will do maybe a couple pushups in the stretch, but load is load, whether it's mental or physical. And so I preserve my energy. So that when you're seeing that, that person is just like, "You can tell they're feeling good." Like they're energy's there. Okay, but somebody once told me how you make content is how people feel content. Absolutely. But don't you think it puts us at a disadvantage on the batch day when you're looking at this and you're like, "I ain't got it today." And this light 12 pieces right here. What do you do? I mean, I really did call that day early. I had paid him. I had blocked the day. It was a mess. But I was just like, I-- people will watch this and be like, "Something's wrong with her." She's agitated. She's frustrating. So I really did stop the day that day. And it really helped me because I feel like I wasted a lot of time and energy and money on everybody's part. And I was like, I will take care of my energy now. I think the challenge that my clients, I see, make or anybody that's making an ad is they will try to do it in between a bunch of things. So just get yourself into the flow and protect yourself so that you're not doing a rushed ad or a stressed ad. Okay. So can I add something? And then you can tell me I'm wrong. Tell me. I mean, I love when people tell me I'm wrong. I do it too. Okay. Okay. So when it comes to energy, I don't have-- most of the time, I don't have the hotspot or the wherewithal or the cajon is to look at my videographer and just say, "Today is not the day." So instead of going down and beating myself into submission, I will think of somebody beyond me. So it seems like for the past few years when things have gotten really hard and it's just not the day to create content. I know it's not the day. And then I just think about my daughter. And I'm just like, "Who do you want her to be? How do you want to show up?" And when you look at her, when she's having a really hard day, you would say, "I know what that feels like and here's a few things." And I just figured that when I started putting myself out of the way and be like, "You put her first." I was like, "Dang, I'll have 1700 bad days for you to have one good hour." And that was like an energy shift for me. So people can hate that too. But-- I don't hate it. I think that is utter mental strength. And I think sometimes we have that ability to turn it around. In that day, I couldn't-- I'm just like-- I should have. But that-- But that-- But honestly, if you just prepare yourself to have an automatic replacement thought, that really can't-- you can't actually turn things around. So I'm gonna try that next time. I'm like, "Next time you're about to go downhill, we're gonna have a good time." We're gonna put that music on and you're gonna think about your baby boys. And you're gonna think about, "I'm gonna be in Hawaii." That's it. I'm gonna show them what that-- what's that? That is it. Okay, that leads us to our-- let's close this rainmaker on out. That's it. Our is reputation. So it's why they'll believe you over anybody else. So just like that example, I gave at the beginning, the moment that Stacey said, "Hey, I have an eight-figure business and automatically someone's going to say I'm gonna trust you." So I'll tell you the rhyme I have for this one, I feel like I have a rhyme on everyone, is credibility does not negate humility. I think people are like, I don't-- I feel like-- people always say that. They're like, "Astral, I don't want to say that in my ad. I feel braggie." I'm like, "The reason that they will watch your ad is because they trust you." This example, so I was at a mastermind in my sales coach, he's no friend. I wanted me to teach something because I had a really good launch using the frameworks that they had said and she's like, "Can you teach the mastermind?" Well, not many of them knew me. So I'd go up to the front of the mastermind and some of them were texting and she stops it. She's like, "Ashley, Ashley, she's like, please stop." She's like, "Hey, everybody, will you listen to Ashley real quick?" Ashley, we tell everybody why they should listen. She was like, "Well, this is my third million dollar launch in a row." And everybody was like, "Okay, but I felt guilty being-- I really did. I was like, I don't-- I don't want to say that I had something that they didn't have. So I'm like, "I'm just gonna do like this." And she was like, "No, that's the reason they're gonna listen." Just say that. And so now, it's something I've ever come as humility is not negated by communicating your credibility. So I even today saw one of your ads and I'm like, "I want to put a little nugget at the beginning." I really do. Okay. Well, what nugget would you put? I was straight at the screen shot of the ad. I had an idea for you. I was like, "I just want you to be able to say-- because people that don't know you, they're like, "Man, she's beautiful. She's so hardworking." And then they click on the profile and they trust you. But what if they don't? I go to the brand new. I'm like, "I just want to-- Oh, people just tell me right now. Let's bring it out." Okay, so let's talk about some stats. What stats would you be most proud of for the class that you're selling right now? You have a-- Is it a master class? Yeah, it's a free master class. Okay. So tell me what are some stats that would relate to the content that you're gonna teach in the master class? Like stats, like what do you mean? Like maybe-- So what are the topics that you're teaching within master class? Okay, so how marketing is changed in 2026 and how we play within the new rules of marketing? Okay. So they're gonna come. Yeah. And they're gonna learn the four best things that they could do for their marketing in their business. Okay, great. So for example, I have been doing ads for a decade. How long have you been killing it with social media? Easily a decade. Okay. So that's great. So for over a decade, you've grown to hundreds of thousands of followers, maybe a million across all your platforms. Yeah. Right? Over-- That needs to be said more in your ads. You say that at the beginning and more people will watch-- Can I tell you my limiting belief? Tell me. Is that like-- So oftentimes I'll get introduced as an influencer and every single time I will say, no, I'm an entrepreneur with influence. So what I don't want to come across as is my advocation for, oh, you're gonna become an influencer and like, no, you're gonna become an entrepreneur who's like a bad student who knows how to sell. Yeah. It's on the back of all this other stuff, but I don't want to post her because then I also think that somebody's like, well, I'm not gonna get millions of followers on the platform. So like, why would I come to this class? Okay. So here's what I would say. Yeah. Rip me anyone. Yeah. So let me ask you this before I tell you that. Why do you think people are gonna say that? Because that's a lot at times what it has been said. Okay. Okay. Then who's she's an influencer? I was like, "Skirt." No, son. Okay. I don't get paid to talk about somebody else's product. Yeah. So we're gonna say this then. Okay. So you have strong conviction for what you've done. I love this. We are the same when we're like, no, this is what we do. Okay. So I would say, I'm an entrepreneur that's grown my business to over a million followers across platforms. I've been doing social media for over decade. And there's no-- you can figure out the way, but there's no one that has x, y, and z. This teaching social media the way that we're teaching it for 2026. Like you're building that credibility from your beginning and saying entrepreneur and obviously because you're messaging is you're targeting, the algorithm's gonna pick up on, oh, she's saying entrepreneur not influencer creators. So it's gonna be likely to show two more influencers. Okay. Good. Yeah. So you're staying a vanite in Newport. And so I want you by the pool tomorrow. And then I want you to wake up and be like, Jasmine, I got your ride. I got your jingles. I got your ride. I got your ride. Love you so much. Trisha ad script. Thank you. You know, thank you. I love that. I hear that. Yeah. I hear it. And you know, it's like you will either fight for your limitations or you're going to find a reason. Yeah. So I just have to go back and be like, what is the reason in my willing to try it? And there there are very few people. You amongst them that is be willing to do whatever it takes to test to see if we get a different result. Might as well. Yeah. What if more-- oh god, I couldn't even imagine with you. I mean, you've worked so hard for this credibility. You gotta say it. I know. Yeah. I know. Okay. That's my biggest takeaway. That is my biggest takeaway. I've so got-- and there's more coming tomorrow too. There is. There is. I know. Like some people who are not watching. I've invited her to my mastermind. And I've invited Jasmine to my mastermind. Yeah. We all hear like masterminding, cross pollinating. And I think that that's so much of the synergy that you and I would be able to create. Because I believe that marketing and branding is like a tenant. And then what you do on top of that is you expand it. That's right. And so like Batman, and Robin over here trying to blow up your businesses in all of the best ways. - That's right. - Just like Kappao. So we want people going to win with paid ads. - Yes. - Podcasts? - Yes. - We want them listening to all of your free content. I know you do behind the scenes content. I know you share the tea on what you've investments you've made and how you're applying it to your business. And so there's a lot of goods there. And so we're gonna get them to your podcasts. They're gonna go deep with you. You are on all social platforms. You are going to see one of our ads, I guarantee it. - Oh yeah. - Is that the one I came across there? - 100%. - 100%. - That's the goal. - And that's the goal. And you are the goal. And this is credibility. And I want to say thank you because you are highly relevant. Your articulation is on point. You have identified who you are for. You have become a necessity in my business life. And now in my mastermind, you are highly memorable, especially when you bring in gifts for people to have. You avoid by teaching us what not to say. You are highly knowledgeable. Your energy is a 12 out of 10. And your reputation precedes you. Thank you a thousand times over it. Thank you for watching and listening to The Jasmine Star Show.