On this episode, Jon Maddux speaks with award-winning Entrepreneur, Author, and Real Estate Investor—Stefan Aarnio. The two speak about how Stefan used $1,200 to build a multimillion-dollar portfolio, the #1 rule in negotiations, best practices for su

"Respect The Grind" With Stefan Aarnio,  As Featured On FundLoans' Vlog "The Million Dollar Mortgage Experience.

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​Jon Tilghman:                    00:00                    This episode of the Million Dollar Mortgage Experience is brought to you by our new Insignia product line, jumbo mortgages for A-paper borrowers. Contact us today at info@fundloans.com for product details.
Jon Tilghman:                    00:14                    On this episode, Jon Maddux speaks with award winning entrepreneur, author, and real estate investor Stefan Aarnio. The two speak about how Stefan used only $1,200 to build a multimillion dollar portfolio, the number one rule in negotiations, best practices for successful mortgage brokers, and most importantly, why you need to respect the grind.
Jon Tilghman:                    00:40                    Now before we get to this episode, I want to let you know that FundLoans is giving away several copies of Stefan's new book Hard Times Create Strong Men. To enter this giveaway, head over to this episode's video on our FundLoans YouTube channel and leave a comment. At the end of June, our marketing team will pick a few lucky winners. Now onto the show.
Intro:                                   01:01                    Welcome to the Million Dollar Mortgage Experience podcast. Listen in as CEO Jon Maddux of FundLoans, reveals tips, secrets, and origination ideas to fill your pipeline with million dollar opportunity.
Jon:                                      01:18                    Welcome to the Million Dollar Mortgage Experience podcast. I'm here with Stefan. How's it going Stefan?
Stefan:                                01:24                    Very good. How are you?
Jon:                                      01:25                    Doing great. Thanks for joining us today. So, talk to us about your respect the grind. I love that.
Stefan:                                01:35                    Thanks dude. Yeah, well respect the grind is a saying I've been saying ... I'm a real estate coach and investor and I had a student some years ago and he was saying, "Oh Stefan, this isn't working. I'm making my calls and my offers and I'm just not getting anywhere and I don't think this whole thing works." I said, "Jason, you just got to respect the grind. It's going to take you ten years and ten thousand hours to be a master, and why do you think that you can cut the line and get ahead of everyone who's been working at this for so long?" So it's a saying to respect the process and respect that journey towards mastery. That's what it's really about.
Jon:                                      02:11                    That's great man. Yeah, it's true, and so many people think that things can just fall into their lap. And then just come so easily, when the truth is, it's the overnight success 10 years in the making, kind of thing, right? I mean, it takes a lot of effort, a lot of work to get to success. And then kind of like, I think Gary Vee says, "If you want to be in the 1%, you got to be willing to do 99% more than the rest of the groups." So I agree, the grind is very essential. And you talk about, I think in your book or on your podcast and your sites, that you became a multimillionaire and you started with $1,200. Tell us about how you became a multimillionaire. Was it mostly real estate related? Really what drove that?
Stefan:                                03:01                    Yeah. My first million dollars was real estate joint ventures. So I worked for a private equity company. I learned to raise money. And after leaving that company, I went on to the real estate game and I did 12 joint ventures my first year with a coach. So I did one deal in my first year in real estate. Second year I did one deal with development. Third year I did 12 deals, investor deals with a coach, and then the next year I did 24, 30. At one point we're up to 50. And my, I guess notoriety and brand from doing that, won me Rich Dad International Hall of Fame.
Jon:                                      03:37                    Oh cool.
Stefan:                                03:38                    Which is a pretty big award. Rich Dad is the biggest personal finance brand in the world, over 40 million people own that book, so big recognition. And yeah, first million dollars was real estate joint ventures, which was buying, fixing, selling properties. I had some private partners who were multimillionaires and I would get some fees up front for doing the deal and we'd also split the profits or whatever kind of iteration that was. And that was how I built the base of what I'm doing now.
Jon:                                      04:08                    That's great. So do you do more of the buy and hold strategies, is that your strategy, or do you do both flipping and holding?
Stefan:                                04:16                    So I've got a buy and hold portfolio, several million dollars there. And then I had a company that was doing a big flipping pipeline. I'm just reorganizing that. I think we're going to come out with a company that's going to do a hundred deals a year. I'm building that with some of my students right now. And then, I'm doing wholesales every now and then, contracts come in, you maybe don't want to do the deal yourself, but you know who does, so you assign and sell the contract to somebody else and make three, five, 10, 20. I have a student who just made $25,000 a couple of days ago on a wholesale in Ottawa, Canada. And then I have another student actually in Ottawa as well. He was doing a $20,000 wholesale. So, that's something anybody can do from any city at any time, where you get a contract or a deal and you sell it, assign it to somebody else, and that's a great way to make money in real estate too.
Jon:                                      05:08                    Interesting. So yeah, it's like you're the one that finds the deal and you're able to pass that on or sell that or monetize that ability. So it sounds like you're teaching secrets on ways for people to do that. Yeah?
Stefan:                                05:23                    Yeah. So my company's called Black Card University and Black Card is a five year program where anybody can join, and if they join they can qualify. I mean we don't just really let anybody in. And over five years you become a self made millionaire in real estate, through doing flips, raising capital, learning to sell, learning to negotiate. We're actually doing our negotiation classes this weekend. And I'm a firm believer that anybody can be a millionaire in five years, if they put in the work and if they actually do the things they're supposed to do. Anybody can do it. Real estate's non-discriminatory, money is non-discriminatory. The real question is just are you going to do your push ups and your sit ups? And the things required to win.
Jon:                                      06:07                    Yeah, absolutely. I don't know who said it, maybe it was you, but it was like you can read a book about pushups, but that's not going to help you, just got to get on your hands and knees and just go for it and do it and get your hands dirty. So that's absolutely something that we preach here. We just did a recent podcast on how I became a millionaire at 30 and it was in five years. And really, really kind of reminiscent of what you're saying here and there's any way that ...
Jon:                                      06:35                    So one of the things that we do obviously, is we're mortgage wholesale lender, and what we'd like to teach our mortgage brokers is unique ways on how they can find referrals, how they can find jumbo loans, what they have to do to go out and grow their business and grow their sphere of influence and their network. What kind of helped you as you were starting out to get a sphere of influence and have a good network that you could get referrals from. Was there anything specific or it's just knocking on doors, just putting in the work? Was there anything that was extra kind of helpful and beneficial in that regard?
Stefan:                                07:17                    So something I have my students do when I'm coaching them in real estate investing, and I think this applies to any business is if I was in the mortgage business, I'd been doing 50 calls a day, every day to just people I knew. And I think you've got to get really good at selling, get really good on the phone, because deals in any business come from networking, marketing or negotiating. And so I teach my students in real estate investing, 50 calls a week to people in real estate plus 10 offers in the market. If I was a mortgage broker, I'd do a minimum 50 calls a day. So that's my mentality around it. My sales guys in my office do up to a hundred calls a day, sometimes more.
Jon:                                      07:57                    Yep.
Stefan:                                07:57                    And a absolute minimum of 50, you got to be dialing the phone like crazy. Now, I think the best way to get businesses to build a brand. And so, I built a brand through coaching, or not through coaching, but blogging. I was blogging everything I was doing. So I was documenting. This is in 2011, 2012, 2013, I would start blogging. And every day I put out a blog. I blogged for 120 days, an 800 to a thousand word article on whatever I was doing or whatever I was reading. And people really liked the blog. They were like man, this is a good blog. And after about 120 days I had speaking engagements, I had people asking me to come to their clubs and talk. I had all sorts of opportunity falling in my lap because I was putting out a lot of value in the marketplace. So we're putting out value, value was coming back in. And then I ended up making that into a book called Money People Deal, which has now sold over 20,000 copies of that book, which is crazy.
Jon:                                      08:54                    That's awesome.
Stefan:                                08:55                    Within a year I raised $5 million from my own deals and really kicked off my career by blogging, training, and now I have a pretty nice education company that has grown out of those same blogs man. Those blogs turned into a book and we're printing and selling that book every day. So really I think the best way is to get the cat to come to you. So get what the cat wants. Maybe it's some catnip, maybe it's some cat food. The cats in the investor market, they want information. The cats in the mortgage market who want homes, they want information. So become a dealer of information, become a person who builds value in his information, educate the market, and then you're going to have the most leads of anybody.
Jon:                                      09:41                    That's awesome. Definitely good advice there, man. So talk to us about negotiations. I know you have something that's called the 10 commandments of negotiations. What is one commandment that you always see that's unsuccessful? What's an unsuccessful way to negotiate? We'll start with that and then we can kind of talk about what's actually worked.
Stefan:                                10:03                    Well, I think a lot of times it comes down to the ego getting out of control. The first commandment of negotiations is get what you want and get out. So if you go into a negotiation knowing what you want and you're very specific about it, you say "This is what I want." It's really simple to be a negotiator when you try to help them and you tell the truth. And so, those are the two things, try to help and tell the truth. The first commandment of negotiations, get what you want to get out. When you get that thing, time to get out, time to just say, "Hey, okay good." Deal, shake on it and move on. What people do all the time is they end up, what's the word? They end up going too far. They end up going for things...
Jon:                                      10:46                    Talk their way out of it and they oversell and they continue to, yeah, no, I know some people like that. Yeah, it's definitely...
Stefan:                                10:54                    Yeah. A lot of deals, exactly, they keep talking or something happens past the point where the deal's made and you've got to get what you want and get out. I was originally going to call the book that, Get What You Want and Get Out. It's called The 10 Commandments of Negotiation, but at the end of the day, I think that's the base of negotiating if you just do that. Get what you want and get out, life is good.
Jon:                                      11:18                    That's good. Yeah. Don't oversell. Just once you get the yes, move on. Move to the next thing. So that's good advice too. So tell me a little bit about your daily hustle. What does a normal day look like for you? When do you get up, what do you do? What's important to really maximize the daily hustle?
Stefan:                                11:42                    Well, my daily hustle has changed a lot over the years. When I was in real estate, I'd get up at 5:00 AM and I'd do the whole 5:00 AM routine. When I started traveling and speaking, that really smashed my daily hustle because you get on a plane at 4:00 AM or you get up at 4:00 AM for a plane. And so it depends man. I do my life in theme days and so on Thursday I'll do my podcast and my content. Monday's my coaching day, I coach my students on Monday. Tuesday is usually open, Wednesday's open and then Friday I try to keep that open.
Stefan:                                12:19                    So I've got different theme days and I put flags on different days and say this day we're only doing this and this day we're only doing that. And that's a more of an entrepreneurial thing. I think that maybe being a mortgage salesman, if you're being a mortgage salesman everyday can kind of be the same. When you start running a multi seven or eight figure enterprise, I think it's more, theme days become a bigger thing. Because switching between departments is really difficult, to switch from management to sales, to marketing, to branding to fulfillment. Those switches are very hard on this psyche and that's why I do theme days.
Jon:                                      12:58                    That's good. Very cool. But if you can remember back to the days when you were really trying to get, when you were more of an agent. What would you say really made the difference in the hustle? Was it was the 50 calls, was there anything else that you can share with our audience about how your hustle?
Stefan:                                13:18                    Totally dude. The biggest thing is get a coach.
Jon:                                      13:20                    Really?
Stefan:                                13:20                    Just get a mother fucking coach.
Jon:                                      13:22                    So if you don't have a coach, you say go get a coach. That's one of the main things.
Stefan:                                13:26                    Go get the coach you can't afford, hire the exact best guy. Hire the champion. Go find the guy at whatever it is you do, who is the undisputed champion and pay him whatever it costs to get you to his level.
Jon:                                      13:40                    That's awesome.
Stefan:                                13:42                    That's the easiest way. Now here's the thing, I charge investors, to work with me direct is usually between 63 and $75,000 for the year. But guess what? If I can make you 300 or $400,000, it's worth it right?
Jon:                                      13:58                    Yeah. Yeah. That's like free.
Stefan:                                14:00                    And I used to be cheap about it when I was younger. I'd be like, "Oh, I don't want to spend the money." Well I just paid a guy a hundred grand to build out a program for us to make me $1.6 million. So you've got to think like a business owner, think in annual terms. Don't think in monthly and just say, "Hey man, who's the best? Who's the best at this thing I'm trying to do." If you're a mortgage broker, find the best mortgage broker in the world and you can either go work for him for free and be his bitch for a year or two. Or if you don't want to do that, call him up and say, "Hey man, I want to learn your game exact how you do it. What's that going to take?" And he might say, "I don't know, give me 10 grand." Or he might say, "I'll do it for free." Probably won't.
Jon:                                      14:41                    We might just tell you to fuck off.
Stefan:                                14:44                    Well, not if you're paying.
Jon:                                      14:45                    Yeah, that's true.
Stefan:                                14:48                    And that's the reality. People who are really good at stuff, their time is valuable. They don't want to hang out with you. They want to go home to their kids and play with their daughter and play their dog and go for a nice life. They don't want to deal with you and your shit.
Jon:                                      15:00                    Unless you pay them.
Stefan:                                15:02                    If you call them up... Well then it makes sense for the sacrifice their very valuable time.
Jon:                                      15:07                    Right.
Stefan:                            15:08                    And so what I'm saying to you in any industry is find the guy who's done it and pay him whatever it costs to do it like him. And once you make that investment once, you get that for the rest of your life. So I think you can really win at anything like that.
Jon:                                      15:27                    And that just comes back to investing in yourself really. I mean it's like, you as a professional, if you decide that you want to be the best or you want to make more money in your industry, you've got to do what 99% of the people won't do and you got to go out and do it. I love that idea, to go out and find a great coach and get that coach. I mean if you don't do that, you're going to stay stagnant and be exactly where you were yesterday and the year before. You're never going to change, you're never going to improve. So invest in yourself. That's what I'm hearing hearing you say. Is that right?
Stefan:                                16:02                    Absolutely. Absolutely. You've got to invest in yourself.
Jon:                                      16:07                    And willing to. You've got to take a risk. Right? And that's somewhat of a risk.
Stefan:                                16:09                    Well, dude. Here's an example, Russell Brunson, he's a nine figure entrepreneur. He spent 750 grand on himself. Some people go, "Oh my God, 750 grand," but if you're making $100 million gross, 750 grand, almost a million dollars, who gives a shit? Who cares? And I think people are sort of thinking in annual terms and go, "Okay, so if I spend let's say 50 grand on a coach, but I make 250 who cares?".
Jon:                                      16:37                    Yeah.
Stefan:                                16:37                    Instead they go, "Oh my God, it's 50 grand. I can't do that right now." Well, you never will.
Jon:                                      16:40                    Right.
Stefan:                                16:41                    And you never will have the money. You'll never be there. But it's always investing in the thing. Look at Elon Musk. Elon Musk is trying to go to fricking Mars. Well, he doesn't have the money for that. He doesn't know how to do that, but he's fucking doing it. Richard Branson started Virgin Air. Well, he just chartered a plane, the guy didn't have $100 million sitting around. He just started making that happen.
Jon:                                      17:04                    Right.
Stefan:                                17:04                    And that's an entrepreneurial thing. You're never going to have the money. You're never going to have the resources. You're always outgunned, so you might as well just say fuck it and just start doing it.
Jon:                                      17:16                    Right. I love it. I love that Richard Branson story too. I read his book, that guy's awesome. He's an animal, but he's smart.
Stefan:                                17:23                    I mean if you go back to Richard Branson, he went to the bank and he wanted like 300 grand or 900 grand to put TVs on his planes. And they said no, they rejected him for the loan. So he went back to Boeing or something. He said, "Hey, how much to build a new fleet of planes with TVs installed." Well, they threw it in for free. So he went to the bank and he said, "Hey, I want to replace my whole fleet." And they said, "Okay." And they gave him the loan.
Stefan:                                17:48                    It's just this outside the box thinking. They won't give you 300 grand or whatever for my TV, but let's just replace the whole fleet.
Jon:                                      17:53                    Yeah. And not just taking no for an answer and if you hit a wall, there's a window, there's a door somewhere else. There's another way to get around it. You've got to be able to not just go pout in your room if you get a no. You've got to be able to be thicker skinned than that and just be creative and have a little bit of an optimistic mind so that you know that there's a way, right. If someone else is out there doing it, if someone else out there is selling 50 houses in a month or doing 50 loans in a month. Then It can be done. And you just have to have that mindset, that if someone else can do it, why can't you do it if you put in the work, right. You put in the time.
Stefan:                                18:32                    Exactly. That's what it's all about. It's all about finding that way and sometimes the way doesn't exist. Again, coming back to Elon Musk, he's going to Mars.
Jon:                                      18:44                    Yeah.
Stefan:                                18:44                    Nobody's been to Mars.
Jon:                                      18:45                    There's no roadmap.
Stefan:                                18:46                    Nobody's done it. The government hasn't done it. There's no recipe. I'm doing some things right now in my company that there's no recipe for. It's never been done before. And it's scary because there's this whole unknown to the whole thing. Nobody's ever done it, and it might be a total piece of crap or it could be the thing that changes the world and that's the essence of entrepreneurship. I know that people in this call are mortgage brokers and not necessarily entrepreneurs, but I think the goal with being a real estate agent or a mortgage broker or house flipper is to become an entrepreneur and get out of that and not stay there forever.
Jon:                                      19:23                    Yeah. I think most mortgage brokers, they are in essence, entrepreneurs because they have to run their own business. They have to...
Stefan:                                19:32                    No, but they're not. No, no, no, no. They're not.
Jon:                                      19:33                    They're self employed in some sense.
Stefan:                                19:36                    No, they're brokers. Now let me define entrepreneur. An entrepreneur has an actual product. Okay. Mortgage broker is brokering products. So he's a salesman.
Jon:                                      19:44                    Right.
Stefan:                                19:44                    He's a salesman of a product. If he had, now if a mortgage broker said, "Okay, we're going to create our own fund and we're going to raise capital from investors, I'm going to create a big marketing system" and all sort of stuff. Maybe he can call himself an entrepreneur. But it's like a realtor, a guy who sells homes is not an entrepreneur. He can say he's like an entrepreneur. He might think like one. But a guy who creates something or makes a product or, that's a real entrepreneur versus just a salesman.
Jon:                                      20:14                    Yep. Good point. And there's a difference. There's a true line between a self employed person and an entrepreneur. You can be self-employed and not be an entrepreneur all day long. To be an entrepreneur, you're right, you have to create something. You have to make something and yeah, it's more risk for sure. And that's kind of what I think my point was that a lot of people are self employed and responsible for their own business. Yeah. They go out, they pick a niche maybe of the business that they want to focus in. But most mortgage brokers, they do take kind of whatever comes their way and they market and they blast market and there's not as much of the niche, kind of...
Stefan:                                21:01                    Well, there's no production department in that business. There's no production. It's sales and marketing only. Sales, marketing, sales, marketing, sales, marketing. You never have to go to the factory and fix the widgets.
Jon:                                      21:15                    Right.
Stefan:                                21:15                    It's like, "Oh shit, the widget machine's broken." That never happens to a mortgage broker. He's got 50 lenders or whatever.
Jon:                                      21:21                    Right.
Stefan:                                21:22                    He calls them up. He says, "Hey man, do you want this deal? Yeah, you do." Okay. Paper it up, done. Next deal comes in. It's transactional. And I think that what was my statement was you got to transform and transformationally change into something more. I have an actual education company that I grew from the ground up and that was, that's a brutal process, man. It cost me $1 million to build this thing I've got right now.
Jon:                                      21:49                    I believe it.
Stefan:                                21:49                    And I'm looking at it, I'm thinking like, "Oh my God." And then I'm investing another 300 grand into it right now just into infrastructure. I'm like, "Oh my God." So anyways, a broker of something would never invest like that in themselves. They would just say, "Well, I'm a broker. I'm just going to keep hustling and I'll work Saturday." But the difference between an entrepreneur, they're building something usually.
Jon:                                      22:09                    Right.
Stefan:                                22:09                    Whereas a broker is just selling shit. And it could be selling candles out of the back of your trunk or it could be selling mortgages or it could be someone homes or whatever.
Jon:                                      22:19                    Yeah.
Stefan:                                22:19                    But there's a huge difference there between those two animals.
Jon:                                      22:23                    I love how you respect the word entrepreneur. I love that. It's something that we take for granted. So many people want to be entrepreneurs and they want to their name as founder, entrepreneur and it is, it's different than just being self employed and it's different than just being a salesperson or a marketing person. There's a whole world of things that are different about it. And yes, a mortgage broker could become an entrepreneur in their business and create something and do something. I challenge mortgage brokers to do that. I mean, I think that's, there's something to that you're pointing out that I think resonates with me is, yeah, I mean you need to separate yourself from just the run of the mill mortgage brokers out there.
Jon:                                      23:10                    There's so many mortgage brokers that just sort of live their life on autopilot and just do whatever the market's doing. They ride the wave of the market versus saying, "No, I'm going to pick this niche or I'm going to pick this part of the market and just focus in crush it and not be someone that's blown by the wind in the market." I mean, because the truth is you can make a lot. I think the majority of the mortgage broker community make a lot of money when the rates are low and then they suffer. It's like feast or famine. They suffer when the rates are high.
Jon:                                      23:41                    But I've always been one of those that just goes out and finds where different parts of the market where you can make money all the time, whether or not the rates are high or low and whatnot. So I do challenge our listeners to definitely look into that type of business. Become an entrepreneur if it's in you to do it. I mean, do you think anyone can be an entrepreneur? Or do you think it's something that has DNA attached to it? Just curious.
Stefan:                                24:12                    I think theoretically anyone could, but I don't think anyone will.
Jon:                                      24:16                    Right.
Stefan:                                24:17                    It's like saying like men and women are equal. Well, in theory you could say that they are, but in reality it's not even close. And so the theory is anyone can be an entrepreneur, yes in theory anyone can. I think a lot of entrepreneurs like real ones are driven by pain. They they went through, maybe they were an immigrant or they had nothing like myself. I had nothing, I was desperate and I became an entrepreneur. Just started running as fast as I could. So I don't think people choose entrepreneurship. Usually entrepreneurs, they have a lot of pain, they've got dead parents, incompetent parents. They're addicted to risk, they have all sorts of, mental entrepreneur diseases are bipolar, ADD, ADHD, there's all sorts of depression, anxiety. There's all these things that go with being an entrepreneur.
Stefan:                                25:09                    I think entrepreneur is kind of like the new rock star. It's a cool thing. Guys like Gary V or Grant Cardon or Kyle Lopez make it super cool to be an entrepreneur. But I think it's the hardest thing. I think that's the hardest thing. I could've just stayed as a house flipper guy and had a super good life. I could've stayed as a joint venture guy who had a rental portfolio, had a super good life. When I went into the full blown entrepreneurship and building what I'm building right now, I'm like, "Oh my God, this is so much harder than it looks. It's so much more scary. It costs so much more money and I'm built for it." For me, it's the only game I play. But a lot of people see that they want it and it's a fantasy.
Stefan:                                25:54                    And if you're a fantasy person, I think you're better off to have a job. Because this is something that will take everything you have and more and more and more and more. And I'll go back to Elon Musk. I mean, the guy put 100 million into his companies or whatever it was, and it's taking more and more and more and more. And it will absolutely consume your life. Maybe consume you 99% chance of failure over 10 years. And a lot of entrepreneurs have children. They don't recommend that their children become entrepreneurs because it is mother fucking heart dude. And I'm riding the lion. And I hope others ride the lion. I train people in entrepreneurship, but I wouldn't just say to anybody, "Oh go do this." Because it's like going to war. You don't just tell your children to go to war. War is hard.
Jon:                                      26:39                    Yeah. So true.
Stefan:                                26:41                    I don't think that it's something that is meant everybody at all.
Jon:                                      26:45                    Man, that's good stuff. So I think one of your posts or maybe it's on your book, I think I saw it. Where how tough times create strong men and I'm sure I'm butchering that but the whole... Hard Times Create...
Stefan:                                27:06                    Hard Times Create Strong Men.
Jon:                                      27:09                    Yes. I love it. It is absolutely true. One thing that my son, and he was at, I think it was at 12 years old when he said this or maybe 11 he said, because we were watching like gladiator or something like that. He said, "Dad, why is it that the sons of kings are always weak?" And I was just like "bingo man." He nailed it on the head. And I was like, "Because they got the kush life and then life's too easy." Right. They got servants, they got maids, they got things just handed to them. And I was like, "That's a very, very good point." And what you just said about entrepreneurs, they had pain, they had a hard time, they had something that drives them. Right. That's absolutely true.
Jon:                                      27:52                    And I mean so what do you recommend if someone does have, how can you change a son of a king into a warrior? I mean, what do they have to do they have to go through hard times? I mean, or is there a way that they could get in their mind to say, "You know what, I'm going to fucking just, I'm going to figure this out." Because I think you're right, it naturally creates strong men if it's a hard time. But is there a way where you could tweak that or game the system and become strong, even if you've had a good life?
Stefan:                                28:30                    Well, it's hard times create strong men, strong men create good times, good times create weak men and weak men create hard times. That's the cycle of history. And it's about an eight year cycle. Each line of that poem is 20 years. And can anybody, or how do we make the prince strong? And the answer is I'm a high performance coach. I make people into millionaires over five years and people hire me to kick their ass so I kicked their ass. And it's one of those that I get two types of clients. I get the self-made starting out with nothing guy, hero's journey. I'm going to just conquer the world. Starting out with nothing kind of guy. And it's like the story of Oedipus. Every man has to kill his father and marry his mother. And so that's a big struggle. If you have a really good dad, like Donald Trump for example, his father was $100 million man. Well he had to step out of his father's shadow and become a billionaire.
Jon:                                      29:30                    Right.
Stefan:                                29:30                    And Donald Trump had, I think four or five other siblings who are not billionaires. So those other men where as brothers didn't step out of the shadow of dad.
Jon:                                      29:39                    Right.
Stefan:                                29:41                    And so that's a man's struggle against himself, is to kill his father and marry his mother, find a woman like his mother and straight up kill his father. Straight up kill his father in outproducing him or becoming different or more than his father was. That's the struggle of being a man. And so the tough thing, like going back to the movie gladiator with Commodus who followed Marcus Aurelius, the greatest emperor of Rome who ruled at the height, it's hard to follow that act. That's the best act. So his way of trying to beat his dad was create the games and the gladiators and Commodus was just an unprincipled man.
Stefan:                                30:18                    And Marcus Aurelius studied with the greatest men of his time and he was a great philosopher and we still read his book. Marcus Aurelius's meditations today. And I quote meditations over and over again in Hard Times Create Strong Men. I don't quote Commodus, the Prince of the King, he really sucked. So at the end of the day, but there are guys who win. For example, Alexander the Great, he inherited the greatest army in the world, the Macedonian army, and he conquered the whole world by 30.
Stefan:                                30:50                    Donald Trump is like an Alexander the Great, and if you go to his Trump Tower, he has got Alexander the Great art everywhere because he is the Alexander the Great. He inherited the best real estate company and he built, he got world domination out of that. He's the President of the United States. Officially on paper, he's the most powerful man in the world. Under the table, maybe there's more powerful people. But that's an Alexander the Great story where he inherited the greatest opportunity and made it even greater. So if you're a rich kid or if you're a son of a king, you got to look to Alexander the great or a guy like Donald Donald Trump who's building that Alexander the Great story.
Jon:                                      31:29                    Absolutely. No matter what your opinion is of Donald Trump, you've got to admit that he has become the most famous person in the world. I mean the guy infamous or famous, however you like them or not. I mean the guy has done more than anyone else. I mean the guy lives off of media. He plays the media like a fiddle.
Stefan:                                31:48                    Well, and you know what? Fake news will never admit that. The fake news will never admit that. So that's why people are divided on him because there's fake news. And that's just simply it. I mean, the guy is, he's the real deal. He's a self made billionaire for God's sakes. The guy's the real deal in every way. So real that he shouldn't even be in politics. Because you look at all the other scumbags and lowlifes and degenerates and whores in politics. He's not like them at all.
Jon:                                      32:15                    Right.
Stefan:                                32:16                    And it's amazing because fake news out there will actually beat the shit out of him every day. And he just keeps on winning. So good for you fake news.
Jon:                                      32:27                    Absolutely. Do you think he'll win again in 2020. I know this definitely affects the mortgage business.
Stefan:                                32:31                    Yes, absolutely. A hundred a hundred million percent because there's a power vacuum on the other side of the table. The Democrats have no good leader. And there's a bunch of guys fighting for power over there.
Jon:                                      32:42                    It's divided. Yep.
Stefan:                                32:43                    And Donald is more famous than ever. More powerful than ever. And he's doing great things. He's doing the country a great service. And he absolutely will get a second term. So some people say he's a time traveler. There's a book out there. What is it, the last president from the year 1800 that says he's the last president. But who knows, man. I mean I have my own thoughts in my book Hard Times Create Strong Men on that. But Donald Trump is certainly a strong man and he certainly is a fighting back against some of the bullshit out there.
Jon:                                      33:16                    Definitely man. I agree. So I'm going to read your book, we're going to do a giveaway with our listeners and viewers. And we're going to get your book out there to our community and I appreciate you coming on. Is there anything you want to leave us with as far as I got from this. Get yourself a coach, pony up the money. Don't be a wimp and say I can't afford it. Get yourself a good coach, make 50 calls or more a day. Don't be someone that says you can't do it because you can. And be like Alexander the Great. Is there anything else that you think that we're missing that we could, that our community could thrive off of. You've got to hustle, get your book, because I'm sure that's going to help but, but any last words you want to leave us with?
Stefan:                                34:02                    Yeah. Get the book at a hardtimesstrongmen.com, that's hardtimesstrongmen.com and anybody can win if they put their mind to it but only so many choose to do that. And that's the real difference is you can choose to be a champion or you can choose to not. So respect the grind and go to hardtimesstrongmen.com.
Jon:                                      34:23                    Well, thanks for coming on and like, share, and subscribe everybody and we'll see you on the next episode.
Jon:                                      34:29                    Thank you for listening to our podcast. If you guys are looking for more content like this, we have a FundLoan's YouTube channel where we give away more tips, secrets and origination ideas. You can also email us at infoatfunloans.com and if you've made it this far, I think it's safe to say you like our content. So please subscribe, share and send us your scenarios. Let's fund loans together.