Respect The Grind with Stefan Aarnio
303 episodes - English - Latest episode: over 1 year ago - ★★★★★ - 111 ratingsRespect The Grind with Stefan Aarnio is a podcast for high achievers and real world grinders. Listen to award winning real estate investor, Stefan Aarnio, discuss success with people who have achieved mastery and freedom through discipline. Stefan interviews entrepreneurs, athletes, authors, artists, real estate investors, or anyone who has achieved mastery and examines exactly what it takes to get there. If you want to learn how peak performers operate and dominate, then tune in to Respect The Grind with Stefan Aarnio!
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Episodes
LIVE YOUR LIFE'S PURPOSE AS A MAN
July 17, 2020 19:58 - 11 minutes - 27.4 MBYou want to do your work, she wants to go to LA or whatever. She, she's saying, Hey, let's have family time. You're saying, Hey, let's have work time. And when a man puts his purpose first, his work first, that usually makes him attractive to women because women want a man on purpose. The first chapter in the book is a man's purpose. I get guys who email me or message me cause they read hard times and they go, Oh I got problems with my woman, I can't get a girlfriend, I can't get sex or so...
Hard Times Create Strong Men: Chapter 13
July 14, 2020 02:11 - 23 minutes - 21.6 MBFor this chapter of Hard Times Create Strong Men, Stefan Aarnio has eight amazing rules to live your own purpose and give women what they really want. Viktor Frankl says that “life is never made unbearable by circumstances, but only by lack of meaning and purpose”. Contrary to the new popular narratives, gender homogenization is unfavorable with men and women when it comes to two things: sex and attractions. In spite of your woman’s requests, you better stick to your purpose, and that must...
How I Had Ego Death with God & Found Meaning of Life (Almost Died)
July 10, 2020 23:32 - 11 minutes - 27.2 MBMy ego was in control. It made me a millionaire but it also could not take me to the next level. It capped me where I was. After 43 days in the jungle, I had ego death, found God and completely changed my life. Your ego is not your amigo. "This podcast showcases an impactful portion of Stefan's life that was captured on camera. We want to make sure everyone knows that Stefan's brand and lifework will continue on through the social media posting and with the entire BlackCard Team. The ...
The Close: 7 Level Selling - Part 4.1
July 06, 2020 23:13 - 16 minutes - 15.5 MBReady to turn into a pro when it comes to sales? Part four is the real deal, the macro game of closing sale deals. When Stefan Aarnio was only seventeen years, he realized he had a burning desire to sell. His blood was boiling from a very early age, however, he had a lot to learn before turning into a pro. Discover how to transform yourself from a sales amateur into a super-pro salesperson and why you need to be a super-pro in today’s world. The market is getting too competitive for you to s...
Religion Made America Prosperous & Built Western Civilization
July 03, 2020 22:45 - 10 minutes - 25.1 MBStefan and Brad talk about how religion made America prosperous. Whether you believe it or if its just philosophy, it makes us prosper and that's what I care about. We're spirits with bodies and whatever religion you are in, you have a soul and you have a body and the soul runs the body. There's a source of energy that's central to the universe. Infinite intelligence, God, the source, whatever you want to call it. Christian religion in this part of the world has made America prosperous. I...
Self Made: Confession 10
June 30, 2020 01:49 - 11 minutes - 10.8 MBIn this confession, Stefan Aarnio had been on the quest to buy an investment property for months, He attended all the classes he could afford, and even some of the classes he couldn’t afford! His ambition and craving for knowledge were taking him to outer-space places. Learn why the education you can’t afford is the one that makes you rich, working for free to someone with more experience than you in order to learn from him, and the best advice: working to learn, not to earn. “A man be...
Money People Deal: Chapter 9
June 22, 2020 03:30 - 10 minutes - 9.37 MBEven though many entrepreneurs enter the business field alone, as time passes by, we realize that, to achieve real success, everyone needs to build a strong team to move forward and achieve goals and dreams. In this episode of Money, People, Deal, Stefan Aarnio shares the truth about “Lone Rangers” and how they get squashed on a daily basis by teams of professionals. In this chapter, you will discover what separates the “mom and pop” from the Walmarts, Home Depots and McDonald's to achiev...
Hard Times Create Strong Men: Chapter 12
June 15, 2020 22:50 - 22 minutes - 20.6 MBFor this chapter of Hard Times Create Strong Men, Stefan Aarnio has eight amazing rules to live your own purpose and give women what they really want. Viktor Frankl says that “life is never made unbearable by circumstances, but only by lack of meaning and purpose”. Contrary to the new popular narratives, gender homogenization is unfavorable with men and women when it comes to two things: sex and attractions. In spite of your woman’s requests, you better stick to your purpose, and that must...
The Close: 7 Level Selling - Part 3.4
June 08, 2020 19:11 - 33 minutes - 30.3 MBAs humans, we must have a certain amount of power, in order to be happy and get things done in life. In the final section of part 3, we study the 8 elements of power: the power of legitimacy, of prizes, of punishment, of integrity, of charisma, of expertise, of timing and finally, the power of information. Power is a tool we all need. Discover which one is your own personal power in this episode and the five outcomes you can get at the end of any sales presentation. The Close 7 Level Selli...
Self Made: Confession 9
June 01, 2020 14:37 - 11 minutes - 10.4 MBBy the time you listen to this new confession, you better know that good entrepreneurs put their money to work. But every entrepreneur also has dreams that are bigger than his wallet will allow. Learn why guaranteed investments at the bank return yields so low that they don’t even beat inflation; the best way to rob a bank, why no matter how much cash you save you will never have enough and avoid investing in businesses of passion. Rationality is key. “I knew I would never have enough ...
Money People Deal: Chapter 8
May 25, 2020 21:25 - 12 minutes - 11.2 MBLead generation can become very easily one of the biggest expenses for any business out there. It costs nearly seven times more dollars and effort to attract a new client than it does to sell to a pre-existing client. But the question to ask is: Why do most businesses, investors, and entrepreneurs focus mostly on trying to find new business than build on their pre-existing client base? In this chapter of Money, People, Deal Stefan Aarnio shares with us a one-of-a-kind story of how, without...
Hard Times Create Strong Men: Chapter 11
May 18, 2020 19:30 - 9 minutes - 8.81 MBWe can assure you, women do not want the movie What Women Want. Plus, if a man types “what women want” into Google, he gets about 5,900,000,000 results. Yes, my dear friends, 5.9 billion results. Some people claim that all that women want is money, some others say that all they want is a family, children, or love. But what do women really want? As complicated as the topic seems, womens’ biggest desire is simple, but powerful. Listen to this chapter of Hard Times and discover why to make a...
The Close: 7 Level Selling - Part 3.3
May 11, 2020 15:43 - 27 minutes - 24.8 MBR.I.P. Stefan Aarnio. A brilliant man, author, investor, industry trailblazer, an inspiration to many others in the world, and lastly a friend. As we finish with the Counterintuitive Nature of the Upsell, Aarnio will narrate to you why he is a firm believer in highly precise language and execution through polished scripts for every single sales presentation he does. Ready to learn all about stock and standard closes and the difference between dealing with a hard closing process vs. a soft...
Self Made: Confession 8
May 05, 2020 16:54 - 9 minutes - 9.09 MBIn this Self-Made Confession, Stefan Aarnio will show you through his story why it is not worth to take a job only for the money, and the importance of working to learn, not to earn. Plus, one of the fastest ways to get ahead and the beauty of having two jobs, including the fact that you’re too busy to waste your extra cash. Learn how Aarnio managed to crack the code and increase his credit lines by working at Frito Lay, student credit lessons, and when it’s the perfect time to quit the v...
The End of Weak and the Rise of Strong with Gary Hibbert
May 01, 2020 08:26 - 58 minutes - 53.9 MBGo to StefanAarnio.com for EPIC timestamps and episode resources Are you starting to feel anxious about your economy and the future of your business? We’re sorry to say this but the shit show is just getting started. COVID-19 and its repercussions on health, society, and the global economy are just a fraction of the problems ahead. We saw it coming and it is finally here, the cycle couldn’t be stretched any longer, welcome to the start of 80 years of hard times.
Money People Deal: Chapter 7
April 27, 2020 19:06 - 8 minutes - 7.39 MBChapter 7 of Money, People, Deal will show you exactly how to grow your business at an exponential and geometric rate, by buying two elemental things: time and talent. When it comes to investments, time and talent are elemental. Discover how Aarnio changed his mentality to use all resources to create lead generation, websites, brands, videos, blogs, articles, photos, seminars, billboards, employees, teams of bird dogs, databases, referral programs, books, and social media campaigns to build ...
Transform Yourself from Weak to Unstoppable with Elliot Hulse
April 24, 2020 16:51 - 59 minutes - 54.1 MBGo to StefanAarnio.com for EPIC timestamps and episode resources We have officially entered the hard times Stefan Aarnio and so many others have been waiting for the longest time. Hard times create strong men, and the current crisis will start to form the strong men the world and the male culture are so desperately in need of. Our today’s guest knows everything about not only physical but mental and spiritual strength. Elliot Hulse was doing push-ups since he was very young and once he h...
Hard Times Create Strong Men: Chapter 10
April 21, 2020 19:06 - 25 minutes - 23 MBSuccess is your duty. Economic success can be yours to keep. In this chapter of Hard Times, Aarnio will show you why a man should strive to become as rich and powerful as possible so that he can protect himself, his family, his wife and children and his tribe. Listen to Stefans’ family history, and discover how displacement of power, especially economic power works, and how to prevent the reversal of the masculine and femenine polarity in a couple. If you really want to, and have the oppo...
The Close: 7 Level Selling - Part 3.2
April 14, 2020 02:06 - 12 minutes - 11.1 MBThe brain usually runs two separate movies through the mind: a positive one and a negative one. In this episode of The Close, we will learn all about The Action Threshold, and the four ways to lower this when it comes to the selling process. By the time of any close and once the sale has been made, your prospect jumps to be now your customer, and the purpose by this point is make them a client of yours by offering upsells, bundles and downsells. Walk with us as we discover the counterintuiti...
Self Made: Confession 7
April 06, 2020 23:03 - 6 minutes - 5.55 MBSuccessful people are always learning. In this confession, Stefan Aarnio shares the way he feeds his mind and all the different ways you can learn everything about real estate. As a marvelous student, Stefan decided to take out a mortgage to buy a cash-flowing investment in real estate and ran into a big surprise when the banker realized he was self-employed: “I felt as though I had built credit and decided to apply for a mortgage again through my local bank after being rejected the first ...
Money People Deal: Chapter 6
March 30, 2020 23:29 - 7 minutes - 6.57 MBWhen it comes to stocks, insider trading might be illegal, but in real estate, it's essential to win the game. And as a real estate investor gets the first chance to purchase a property in a private way, he can easily get rich. In this chapter of Money, People, Deal, Stefan shares with us how, in his opinion, the stock market is not designed for the average investor to win, how he controls his investments and the outcome of his returns. Learn how you can become an insider in real estate w...
Hard Times Create Strong Men: Chapter 9
March 24, 2020 01:54 - 23 minutes - 21.9 MBThere is a famous story about the transformation from the boy world to them and the world, and the famous story is called “Jack and the Beanstalk ''. Learn through this tale the 3 pillars of becoming a man: The singing harp, the golden goose and the rescued princess. It is not enough to just make the transition of boy to man through your work, your purpose, and your ownership of the good, bad, and ugly 108 Hard Times of your life. In addition, a man must take care of the four parts of his be...
The Close: 7 Level Selling - Part 3.1
March 17, 2020 02:24 - 17 minutes - 16.3 MBIn part three of The Close, you’ve finally come to the closing process and its magic. But before we dive in, what does it really mean 'to close'? In this chapter, Aarnio tells us a particular story of two salesmen sitting on by he curb, defeated after a long day of selling, when suddenly, one of them says a very curious thing to the other me. Discover the complete story here. As you read this, you will find out why everybody is on commission, regardless of their job, base pay, salary, bene...
Self Made: Confession 6
March 11, 2020 01:38 - 17 minutes - 40.3 MBDid you know an immigrant is four times more likely to become a millionaire than a native-born American? Shocking, isn’t it? Some people may wonder why immigrants are more likely to become millionaires, but we often forget that selling everything you own and packing up to move to a foreign land is the most entrepreneurial thing that anyone can do! “I decided that I would break out of my comfort zone, become educated in real estate and investing. The decision to change was painful and scar...
Money People Deal: Chapter 5
March 02, 2020 17:11 - 8 minutes - 8.16 MBChapter five of the Money People Deal starts with a definition everybody should have as their mantra: risk. All of the definitions involve some form of loss or suffering, but they all have an element of variability, probability, or chance. After that, Aarnio shares his own definition of risk, as an inventory of elements that are under your control compared with an inventory of elements that are out of your control. Stefan’s “risk” definition has two primary distinctions that the average d...
Followers is the New Currency with HighKey Clout
February 28, 2020 18:59 - 58 minutes - 53.8 MBClick here for EPIC timestamps and episode resources We all know how important social media has become in the last 10 years. Especially when we talk about success, that’s why today’s episode is something special. Luke and Jordan Lintz of Highkey Clout podcast are convinced about something: followers is the new currency. That’s right folks, followers are really valuable when it comes to growing your own business or your personal brand. They give you credibility in this social media world, ...
Hard Times Create Strong Men: Chapter 8
February 26, 2020 00:07 - 11 minutes - 26.3 MBWhat does it mean to be a man? Specifically, to turn from a boy who lives with his mother, in the world of women, the world of the feminine of fun, of games, of play, and then transition into the masculine world with the men, responsibility, and work? The Spartans were some of the strongest, most revered warriors of all time. Popularized in movies like 300, the men of Sparta never surrendered and they were hard and rigid, but it was this same rigidity that prevented them from growing into ...
The Close: 7 Level Selling - Part 2 (Continued)
February 18, 2020 01:47 - 41 minutes - 37.8 MBQuestions are powerful if they are asked with the correct guidance. We have walked through polishing and shaping your communication skills and empowering words inside Part 2 of The Close 7 Level Selling. Once you have mastered the influencing types of tone, Stefan Aarnio is here to help you disable your conscious mind and at the same time make your prospect feel more involved in the sales process. Learn the two rules about asking questions, and the best strategies to ask them while making th...
Learn House Hacking And Level Up To 6 Figure Deals with Dedric Polite
February 15, 2020 02:05 - 40 minutes - 37.1 MBClick here for EPIC timestamps and episode resources In past episodes, we have talked about overnight success, and most importantly, that it doesn’t exist. Real success comes with effort and long hours of consistency, passion, and desire to achieve freedom and take control of your life. Our today’s guest knows perfectly what we mean: Dedric Polite is an entrepreneur and a 10-year real estate investor that started in this industry with a house hack. Stay with us in this Respect the Grind e...
Self Made: Confession 4
February 10, 2020 19:12 - 13 minutes - 11.9 MBJoin Stefan Aarnio in this confession, where he shares meeting new people actually related to his own new passion (real estate), how he assisted to seminars, read real-estate material and books with the illusion of meeting the right person or finding the right opportunity. “We would meet in basements around the city like resistance fighters fighting a common foe—our own fear, weaknesses, and ignorance. We met secretly to feel like we belonged to something special, perhaps an elite club, bu...
Money People Deal: Chapter 4
February 03, 2020 10:00 - 9 minutes - 8.44 MBAfter listening to past episodes of Money People Deal, Stefan Arnio it is time to ask you some questions. Do you have the skill sets to effectively raise money for real estate? Seven skillsets sound like a lot to deal with, but no one is perfect in all of them for the game. Before you start answering every question in this episode, identify your strengths and weaknesses. “Knowing where you excel and where you are weak and extremely powerful''. Everyone is different, and depending on how yo...
Become a Self-Made Millionaire Through Stock Trading
January 31, 2020 10:00 - 1 hour - 57.8 MBStill thinking it’s impossible to become a self-made millionaire at a very early age? Well, today’s guest is here to confirm that making your dreams come true can become a reality if you are persistent with your goals. Samuel Leach started making a lot of money when he was in college. He created a trading training that led him to start teaching other students ways in trading. Samuel Leach is the perfect example of why getting out of your comfort zone and being uncomfortable can be the key to...
Hard Times Create Strong Men: Chapter 7
January 27, 2020 16:56 - 21 minutes - 19.7 MBMen are wired to solve problems To men, they are a hammer, and every problem is a nail that must be whacked down. Women just want to talk about the nail and how they feel about it; men want to whack the nail. We don’t feel the need to constantly express our emotions or gossip with our fellow mates, we can watch a game of football or fix up a classic car in the garage without uttering a single word. Video games do not serve a man’s purpose, and in that way, they are unmanly. In this chapt...
Mastering your Goal-Setting Skills with Rod Khleif
January 24, 2020 10:00 - 1 hour - 57.2 MBClick here for EPIC timestamps and episode resources As we enter a new decade, we must set spectacular and powerful goals. It’s obvious we can set goals at any time of our lives, but sometimes we need certain motivation to keep the tracks going. What better way to start a new year with an amazing example of goal achieving through the psychology of success? Our today’s guest has combined his passion for real estate investing with his own personal philosophy: goal setting, envisioning and m...
The Close: Part 2
January 20, 2020 17:17 - 17 minutes - 15.8 MBIn this second part of The close 7 Level Selling, Aarnio presents to us the Anatomy of a Sale in a straight line, and he lets us know that ‘a good sale is straight from open to close, offering no room to get off track’. Learn the difference between selling and negotiating (even when they are closely related to each other) and a well-structured sale vs. A badly structured sale. Inside any good structure, there are extremely limited possibilities, and without a doubt, inside a bad structure...
Magnetic Confidence and Personal Branding with Ashley Hann
January 17, 2020 10:00 - 49 minutes - 45.4 MBAre you afraid of owning who you are, unapologetically? Is there something in your past that’s keeping you from stepping into your power? If this resonates with you, then you are not alone. Our today’s guest is author and lifestyle entrepreneur Ashley Hannawacker, maybe the best-looking person to ever come to this show, but she is much more than a pretty face and she’s here to show us why. Ashley Hann is here to help you be yourself, stop telling yourself bullshit lies and invest in your fou...
Self Made: Confession 3
January 13, 2020 17:30 - 18 minutes - 17.1 MBMaking a million dollars of ambition a reality takes guts, determination, an exercised risk threshold, and a Self-Made spirit. If Aarnio didn’t have those, real estate would’ve never become his muse, his lover, his focus, and his reason to be. Just as fast as he learned the music language and thanks to determination, he suddenly became a financial preacher to anyone and everyone who would or would not listen. Soon, he got enthusiastic to tell his father everything he was learning for t...
From 10K a Year to 10K a Day with Andy Dane
January 10, 2020 10:00 - 52 minutes - 47.8 MBClick Here for EPIC timestamps and episode resources What’s up with all the excuses you keep making up for yourself? If you are reading this, you are part of the privileged group with access to the internet in this world, yet you still find the time to complain. If this sounds like you, it’s time to step back and let our podcast guest Andy Dane show you the way. No matter where the world put you there is always something you can do about it, but remember, you are going to have to hustle t...
Money People Deal: Chapter 3
January 06, 2020 23:04 - 8 minutes - 8.01 MBLet’s be honest, sometimes we get confused by words and we believe they mean the same thing. Well, guess what? This chapter gives us all the answers we have been looking for when it comes to thinking that cash and credit are the same, or that money and wealth are the same. The biggest distinction between wealth and money lies in the units of measurement. Wealth is measured in time, and money is measured in dollars. With easy to understand examples, Stefan shows us that living paycheck to ...
Deal, Work, Cash Flow, Bigger Deal, Repeat with Chris Grenzig
December 30, 2019 10:00 - 56 minutes - 52.1 MBClick Here for EPIC timestamps and episode resources If you are about to enter the real estate business, you better be aware of some things: nothing in life comes easy, not even flipping houses. You better start looking for the perfect real estate model for you, just like our today’s guest: Chris Grenzig got started in the real estate game the day he entered a house flipping course and not far from that day he realized he could make a lot of money out of a single property. Tune this episo...
The Comeback of Manhood with Jack Donovan
December 23, 2019 13:50 - 1 hour - 70.1 MBClick Here for EPIC timestamps and episode resources When hard times come to us, we must defend what is ours truly and do not let anyone take it away from us. We are living through a time that is hard for men to stay strong. That is why today’s guest speaks and writes about a topic we are not used to seeing anywhere these days: masculine philosophy and spirituality. Jack Donovan helps other men create an environment for men only, to make their own lives better through spirituality, withou...
The Perfect Equation to Achieve Goals in 2020 with Candler Cook
December 20, 2019 10:00 - 49 minutes - 45 MBClick Here for EPIC timestamps and episode resources Finding motivation within ourselves is sometimes a bit difficult, however, it is just a matter of time for us to realize motivation can’t be anywhere but inside ourselves. Our today’s guest grew up watching the University of Georgia football games with his family and very soon decided how he wanted to achieve all his dreams. Walk with us as we discover how Candler Cook came up with the greatest tool kit to overcome obstacles in life, an...
Crack the Rich Code and Build Influence with Jim Britt
December 16, 2019 16:48 - 1 hour - 56.7 MBClick here for EPIC timestamps and episode resources. Nothing tastes sweeter after respecting the grind for so many years than having wealth and success. And what better way to learn how to crack the rich code from an internationally recognized leader and performance empowerment training expert. To achieve wealth and success, we all need some guidance. Our today’s guest, entrepreneur, advisor, and inspirational keynote speaker Jim Britt is here to share with us how to find the perfect coa...
Good Times Create Weak Men with Geoff Hopf
December 11, 2019 18:31 - 1 hour - 66.5 MBClick here for EPIC timestamps and episode resources. Are we finally coming to an era where the apocalypse is near and we should be moving to another planet, just like movies have predicted it? Our today’s guest has seen the future multiple times. G Michael Hopf is the author of the acclaimed and international bestselling post-apocalyptic series The New World. He also has authored dozens of other post-apocalyptic and western novels and he is convinced good times create weak men and that i...
Hard Times Create Strong Women with Joy Villa
December 09, 2019 19:44 - 1 hour - 62.7 MBClick here for timestamps and episode resources. For those who think overnight success really exists, there is some news for you: you better get rid of that idea in your head. Behind every artist entering the spotlight and exploding all over media, there are years of effort and struggle, knocking on label doors, dozens of castings made, marketing plans, and constant look-out for signing contracts. Once we realize we can do it all independently, and still get the support of your audience, ...
The 7-Step Blueprint to Extraordinary Success with Trevor McGregor
December 06, 2019 10:00 - 1 hour - 65.1 MBClick here for timestamps and episode resources. Sometimes we end up in the wrong path of life and have to start from zero, depending on each individual’s situation. Whether we hit rock bottom financially, emotionally, mentally or spiritually, every crash can be painful and challenging, but it strongly depends on us to own this situation as a motivation motor to go back not for more, but for all. Our today’s guest is the living proof of the burn and rise of a phoenix: Trevor McGregor has ...
Transform Your Workplace Culture With Stan Slap
December 02, 2019 18:15 - 1 hour - 56 MBClick here for timestamps and episode resources. How do we know when it is time for our companies to grow? How do we know if our managers, employees and clients are doing great with our internal culture and our services? Some may say employees are the workforce, but they are more than that. Today we are changing our work mindset and taking a wider look into the future. Stan Slap, our today’s guest, is an expert in developing and improving the best environment and work culture around compa...
Predict Market Crashes and Profit From a Recession with Steve Pollack
November 29, 2019 10:00 - 54 minutes - 50.3 MBClick here for timestamps and episode resources. Steven Pollack is a legend in the fix-and-flip industry. He founded his company Anchor Loans back in 1998 providing private capital to fix-and-flip in Southern California and right now he keeps killing it as CEO of his own company. He brings over 30 years of experience and a powerful understanding of the cyclical nature of real estate investing. There are no mistakes when it comes to Steve Pollack’s history: he helps his clients fund projec...
The New Way to Market and Target Niches with Michael Blank
November 27, 2019 17:08 - 42 minutes - 38.6 MBClick here for timestamps and episode resources. Michael Blank is a Virginia based Sales King: He has all the secrets to raising money when buying your first apartment building. Husband and father of 4 children, our today’s guest is a full-time entrepreneur, investor and personal coach with a huge passion for helping others achieve financial freedom. Michael is convinced real estate investing is the greatest even for investors without experience. Listen to this episode as he shares with u...
Buy a House with a 203k Loan and 3.5% Down Payment with Matt Porcaro
November 25, 2019 23:28 - 58 minutes - 53.6 MBClick here for timestamps and episode resources. Matt Porcaro has been in the real estate business for 5 years now, and like most people, he entered this world looking for the golden ticket: Financial Freedom. 29-year-old Porcaro, soon realized that by entering the workforce, he was never going to achieve the idea of quitting his 9 to 5 regular job. With the help of one of the greatest money motivators on Earth, Robert Kiyosaki, Matt got his first taste into understanding how people actua...