5 Moves to Scale Your Agency to $18M (From Jason Wojo Who's Actually Done It)

If you're reading this, you probably know that running an agency isn't the easiest thing in the world.

It's a grind, but it's also one of the most rewarding business models out there for those who didn't follow the traditional path or start with a big inheritance.

Jason Wojo is proof of that.

Back in 2018, Jason was just another broke college kid with big dreams of becoming a professional basketball player. But when those dreams fell through, he pivoted to entrepreneurship.

Today, he runs a super successful agency that's brought in over $123 million in ad revenue and over $18 million in profit.

This guide breaks down five key strategies Jason used to grow his agency into a multi-million dollar business. These aren't just theories—they're real moves that worked for him, and they can work for you too.

So let's dive in.

Chapter 1: The "Half Now, Half Later" Offer

At one point, Jason was having trouble closing deals. Then he made a tweak to his offer that changed everything: the Half Now, Half Later deal.

This strategy works because it takes the pressure off the client. Instead of asking for the full amount upfront, you let them pay half now and the other half once you've delivered results.

It's a low-risk way for clients to say yes because they're not committing everything right away. You're also showing them that you're confident in your work—if you don't deliver, they don't pay the rest.

To use this strategy, split the payment by offering your clients the option to pay 50% upfront and the rest after the project is complete or when results come in. Align your goals by making it clear that you're both working toward the same goal. This makes clients feel like you're on their side, not just after their money.

Lower their risk by reducing the risk for your client, making it easier for them to trust you. This can seriously boost your conversion rates.

For example, if you run a lead generation agency, instead of charging your client $10,000 upfront, offer a deal where they pay $5,000 to start, and the remaining $5,000 once you hit the agreed-upon lead count. That way, they're only committing part of their budget at the beginning, and you're both motivated to succeed.

Chapter 2: The Bolt-On Strategy: More Services, More Revenue

Jason didn't just stick to one service. He added bolt-on services, which helped him grow his revenue by an extra $2-3 million a year.

Bolt-ons are extra services or products that you add to your core offer. These could be things like social media management, content creation, or even events. The idea is to give your clients more value without spreading yourself too thin.

Examples of bolt-ons include additional services, partnerships, and running events. To make it work, first think about what other services your clients need that they might not want to deal with themselves.

Focus on bolt-ons that add value without taking away from your core offer. Consider packaging your bolt-ons into premium tiers to make them even more attractive.

Chapter 3: The "What Will They Say?" Copywriting Trick

Good copywriting can make or break a deal. Jason's method of "What Will They Say?" is simple but super effective when you're trying to write persuasive copy.

To use this method, read your copy by going through your sales page or email line by line. Ask yourself what a skeptical prospect would say in response or what their objection might be. Then address their objections by tweaking your copy to handle these objections head-on. This makes your message clearer and more believable.

This method helps you write more conversationally and makes sure you're addressing any doubts your prospects might have. It's also a great way to make your copy sound less "salesy" and more like a real conversation.

To try it yourself, take your current sales page and go through each sentence. Ask yourself, "What would a potential client think here? Would they have questions? Doubts?" Then adjust the wording to address those concerns.

Chapter 4: The 80/20 Hiring Rule

Every agency owner hits a point where they realize they can't do it all themselves. That's when Jason implemented his 80/20 hiring rule.

The 80/20 rule involves hiring someone who can do 80% of the work you do. They don't have to be perfect, but they should be able to take on most of your daily tasks. Focus on hiring people with your core skills. For Jason, that meant finding someone who could handle copywriting and funnel building, so he didn't have to.

When looking for a hire, consider if they can handle 80% of your tasks, if they have your core skills, and if they are a culture fit. Don't expect perfection. No one will do things exactly the way you would, and that's okay. Your job is to be a leader and help them see the bigger picture.

Chapter 5: Tracking "Boring" KPIs That Drive Growth

For a long time, Jason admits he didn't track much in terms of numbers. But once he started paying attention to the "boring" stuff like KPIs (Key Performance Indicators), his business started growing even faster.

KPIs you should track include employee utilization rates, project profitability, client retention rates, and marketing ROI.

Even though tracking KPIs might sound boring, it's crucial for scaling your agency. If you're not tracking the right metrics, you're flying blind.

Set up a weekly meeting (Jason calls it "Metrics Monday") where you and your team review your key numbers. It's a simple habit that will keep everyone accountable and help you make data-driven decisions.

Conclusion: Keep Growing, Stay Humble

Scaling to $18M isn't just about luck or having a magic formula. It's about testing different strategies, learning from mistakes, and making smart decisions. Jason Wojo's success didn't happen overnight. It came from staying hungry, being willing to pivot, and always improving.

As Jason says, "You're only as good as you think you are. But even when you think you're good, your ego gets in the way." Success requires humility, a growth mindset, and the willingness to keep pushing yourself and your business forward.

Take these five strategies—whether it's the Half Now, Half Later offer or the Bolt-On strategy—and try them in your own agency. You never know what small tweak might lead to a big breakthrough.

Share this guide with your fellow agency owners, and let's all grow together!

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