Dave Lukas Chats with Jason White
309: Stop Being Motivated and Start Being Driven, How Jason White Went from Gas Station Clerk to Millionaire
This week’s Misfit Entrepreneur is Jason White. Jason knows how to create a niche. He is the founder of The Federal Code, a business that teaches the secrets of winning federal government contracts with no certification, no business history, using minimal startup cost, and using subcontractors to support new contracts — the same way he does it. Jason currently manages over 40 Federal Government Contracts worth over $37 million. And the students he’s taught have successfully won over $30 million in contracts.
Jason is a great example of how to find a unique need, create a niche, maximize it, and then teach others to do it and help them find their financial freedom. I’ve asked him on today to share how he does it and what he’s learned along the way.
@IamJasonWhite_ on Instagram
Jason never set out to do what he does. In fact, he was not a good path to success at the time. The opportunity literally fell into his lap. He was working at a gas station in 2008 and his friend came in to get something and told him that he was about to get a federal contract in trucking. Instead, the guy was arrested that night and went to prison. But, the idea stuck in Jason’s head. He decided to see if he could get a contract and started going down the rabbit hole. It took him 3 years before he got his first contract.
Talk to us about Federal contracts. How does your business work?
How do you find a contract? How do you get started?
Are there some types of contracts that are better than others? How do you distinguish?
How do you win a contract?
How many bids/submissions do you typically do before winning?
What is the typical profit margin on a contract?
How you find the companies/resources to fulfill your contracts?
What causes people to fail in Federal contracting?
How do you handle working with these subcontractors?
At the 27 min mark, Jason walks through an example of a recent contract and how he got it and managed it.
Anything else we should know about Federal contracting?
Talk to us about your entrepreneur journey – what made you go from gas station attendant to committing to this and figuring it out?
Talk to us about playing to long game. You didn’t get your first contract for 3 years.
At the 38 min mark, we have a great conversation on being driven.
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