On this episode of House Flip Masters host, Holly McKhann, is joined by Eric Lofholm.
Eric is a master sales trainer who teaches proven sales systems to thousands of professionals around the world. Eric is the President and CEO of Eric Lofholm International as well as the author of 10 books that teach the art and science of selling.
Eric has been helping people for over 17 years with his training. Today Eric discusses points to help make you a better seller with steps from his best selling book The System. Eric reminds Holly that everything is selling; it is a style of communication that increases the likelihood that the other person says “yes.” Anyone can learn to be a better salesperson with the right training.
Lofholm was working as a cook for McDonalds when he attended a real estate investment seminar where he met the speaker, Dante Perano, and began to work for him as his personal assistant. When Eric was not working as a personal assistant he would work in sales. At the end of his first year in sales Eric was told that he was under producing and was at the bottom of the list of sales brought in.
When he was under producing in his sales he knew that he needed to make a change. Eric met with Dr. Donald Moine who taught him his system for sales. With Moine’s system Eric went from the lowest producer to the highest producer of sales in his department.
Eric reminds us that we should be embracing sales because it is a great place to make a lot of money especially in real estate investment.
As a salesperson you are more than just that, you are an educator, you are a helpful person who has a solution. Sales is about moving people to action, and with your guidance you can have an outcome that benefits both parties by showing someone how they can get what they want, by giving you what you want.
When discussing a distressed homeowner scenario, Eric stresses that trust and rapport are vitally important when trying to persuade or influence someone. As a real estate investor and salesperson your greatest persuasion asset if your ability to story tell. When you are telling a story it is important to be strategic in your preparation, having a plan will increase your confidence and the likelihood that the other party will say “yes.”
People skills are a huge necessity if you are going to interact directly with sellers. You need to be able to understand what is important to people, or what Eric refers to as the hinge point, knowing what causes the influence. You need to be able to know what is important as well as be able to isolate the objection, doing so eliminates all other objections.
It is very important to you that you are mindful of who you are being when you are with the seller. To influence someone you need to lower his or her resistance, which is where rapport comes into play.
When starting off in real estate it is helpful to team up with someone to help to sell yourself in your deals – it helps to build your reputations and credibility – it is more powerful to be able to lean on the power of a team.
If you would like more information on Eric and his proven system you can visit his website at www.SalesChampion.com
As a special offer to those listening to this podcast Eric is offering his bestselling book, The System, free as a digital download which can be found on his website.
In addition to a free digital copy of his book Eric will pair you up with a coach that has been personally mentored by Eric himself to help you get better at sales. They will have you complete a free assessment, which goes over your strengths, weaknesses, and opportunities ($195 value).
To gain access to this extremely valuable coaching text Eric at (916) 626-1945 and mention that you were on the podcast and would like the free assessment.
Holly and Eric agree that confidence issues are common and you can overcome them if you take the actions that you need to overcome them. Once confidence is built you have it for the rest of your life and it spills over into other aspects of your life outside of sales.